Specification Sales Representative

Gasser Bush Associates is the largest manufacturer’s rep agency of commercial and industrial lighting and lighting controls equipment for eastern Michigan and northwest Ohio, currently representing over 140 different manufacturers.  We work closely with all facets of the electrical construction industry, including architects, electrical engineers, electrical distributors and electrical contractors.

OUR CORE VALUES

Relationships Matter: People choose to partner with people they like and trust.

Excellence in Service: We do what we say and provide service that goes above and beyond the customers’ expectations

Problem Solvers: A relentless drive to tackle issues

Support Each Other: We achieve greatness with our hard work, respect, trust, and kindness towards each other

JOB DESCRIPTION

Gasser Bush Associates is seeking a Specification Sales Representative to call on specifiers. This will include architects, engineers, lighting designers, and interior designers. The ideal candidate will play a fundamental role in developing and maintaining ongoing relationships with clients that will ultimately help to achieve revenue growth objectives. Educating and presenting new products to the design community. Interface with our internal departments to provide value-added services to your customer base.  The candidate will need to be a self-starter, self-disciplined, and must be comfortable interacting with customers on all levels. Successful candidates will be working closely with the entire sales team both inside and outside as well as our controls group.

This Job consists of the following primary roles:

• Develop and maintain relationships across the specifier community


• Generate interest in GBA’s line card through product presentations


• Work side by side with specifiers to get GBA’s products specified


• Coordinate with internal support departments to get client needs met on time


• Continuous Improvement and Professional Development.

EDUCATIONAL REQUIREMENTS

THE BASICS

Understanding the basics of how each department functions (Service, Quotes, Applications, Controls, Sales)

Understanding the basics of lighting, electricity, and the construction industry

Understanding how GBA operates internally (workflow, IT, internal and external software used)

SPECIALTY WORK

Reading construction documents

Reading fixture schedules

Understanding competitors

Understanding customers

Detailed product knowledge

Outlook email knowledge

Agile knowledge

Excel knowledge

COMMINUCATION

Interdepartmental Communication

Customer Communication

Phone Skills

Email etiquette

TOOLS

Computer

Controls Software

Bluebeam

Agile

Airtable

METRICS

Site calls per week

Virtual meetings per week

Budgets completed

Spec grades per account

SOFT SKILLS

Critical thinking and decision making

Problem solving

DIRECT REPORTS:

None

REPORTS TO:

Specification Salesperson reports to the Specification Manager

RESPONSIBILITIES

• Generate interest in all product releases and new campaign launches and actively manage the full sales cycle.


• Ensure that all clients receive the highest quality of service through all streams of communication.


• Secure meetings with ongoing clients for both in-person and virtual product presentations.


• Evolve new business opportunities and strengthen relationships with Lighting Designers and the Specification community.


• Develop product specifications and assist with the evaluation of clients’ lighting/design needs.
  Interpret sales metrics and record trends to project future sales forecasts and targets.


• Team player with good people and problem-solving skills.


• Ability to partner with architects, interior design and lighting designers to get the maximum number of agency’s lighting lines specified. Ideal candidate will be self-motivated with good time management skills, good values and personal character.


• Excellent communications (written and verbal) skills required for building relationships with customers; ability to understand/learn our evolving market dynamics to ensure agency success.


• Determine customer priority and develop long-term customer relationships.


• Use agency applications and controls specialists as appropriate for design work.


• Define/outline and proactively manage budget pricing and customer commitment to ensure a favorable result for the customer as well as the agency.

REQUIRED QUALIFICATIONS

University or College degree with 3 – 5 years of sales and/or sales support experience. 

Bachelor’s degree in architecture, interior design, lighting design and L.C. highly preferred

Knowledge of the lighting community and/or technical drawing skills

Ability to work under tight deadlines in a fast-paced environment.

Strong organizational, leadership, and both oral and written communication skills are essential.

Work independently but remain in collaboration with other team members.

Excellent time management skills.

WHAT GASSER BUSH OFFERS YOU

Competitive pay with paid time off

Excellent benefits package including medical, dental, vision, flexible spending account

Life insurance and long-term disability

401k with company match and profit sharing

Detroit Free Press BEST PLACES TO WORK 5 years running (2021-2025)

Crains Detroit BEST PLACES TO WORK 2025