Job Description
VIVA Railings, LLC is consistently recognized on the Inc. 500/5000 list of America’s fastest-growing companies. We are a growth-driven organization committed to developing our people through clear career pathways, mentorship, and meaningful opportunities for advancement. As an Equal Opportunity Employer, we foster a diverse, equitable, and inclusive workplace that welcomes individuals from all backgrounds and perspectives.
ROLE SUMMARY :
VIVA Railings is seeking a high-impact Architectural Specification Specialist to drive specification dominance within the architectural and design community. This role is a front-end specification leadership role focused on influencing design intent, elevating brand position, and securing long-term pipeline through strategic engagement.
The ideal candidate brings deep experience in architectural or decorative building products and excels at delivering compelling CEU presentations to drive product adoption at the specification stage.
WHAT SUCCESS LOOKS LIKE:
- VIVA is consistently named/spec’d in targeted projects across priority markets
- Strong relationships with top-tier architecture firms and design influencers
- High-volume, high-quality CEU delivery driving measurable spec pull-through
- Clear collaboration with Regional Business Development Managers converting specs into awarded projects
- Salesforce reflects real pipeline influence, not just activity
CORE RESPONSIBILITIES:
- Specification Strategy & Market Penetration
- Own and execute a territory-based specification strategy targeting key firms and vertical markets
- Identify and prioritize Top 50–100 target accounts within the region
- Drive early-stage engagement to position VIVA products before design is locked
- CEU Leadership & Delivery
- Develop and execute a structured CEU delivery plan across target accounts
- Deliver high-impact, engaging accredited CEU presentations (Lunch & Learns, virtual + in-person)
- Position CEUs as a primary entry point to influence specification decisions
- Track CEU activity and correlate to project pipeline and spec wins
- Architectural Relationship Development
- Build deep relationships with:
- Architects
- Designers
- Spec writers
- Owners/Developers (where applicable)
- Establish VIVA as a trusted technical and design partner, not just a vendor
- Provide consultative guidance on design, performance, and application
- Serve as the primary point of contact for architectural partners, ensuring timely, professional follow-up on day-to-day requests including product information, budget pricing, details, samples, and technical questions
- Own internal coordination and administrative follow-through required to respond to architect needs, to deliver accurate, complete, and timely responses
- Specification Pipeline Management
- Track movement of projects through the specification lifecycle
- Ensure VIVA is:
- Written into specs
- Maintained through design development
- Protected through bid stage
- Work proactively to defend and expand spec position
- Regional Business Development Manager Collaboration
- Partner closely with Regional BDMs to:
- Align on target accounts and projects
- Transition specs into active opportunities
- Strengthen win rates on specified projects
- Actively support live pursuits through continued architectural engagement—assisting with substitution requests, value engineering (VE) alternates, and design clarifications to protect and expand VIVA’s position
- Partner with internal teams to develop and deliver architect-facing materials required during pursuit phases (drawings, narratives, budget input, and technical responses)
- Maintain continuity with architectural stakeholders throughout the bid and award process to ensure VIVA remains specified, competitive, and preferred
- Act as the front-end spec engine feeding the sales pipeline
- Market Intelligence & CRM Discipline
- Maintain accurate tracking of:
- Target accounts
- CEU delivery
- Active projects and spec status
- Provide insights on:
- Competitive positioning
- Market trends
- Design preferences
- Utilize Salesforce as a strategic tool, not an administrative task
QUALIFICATIONS:
Required Experience
- 5–10+ years in architectural / decorative building products
- Proven success in specification sales to architects and designers
- Strong track record of CEU delivery and audience engagement
- Experience influencing projects at design stage (not just bidding stage)
Preferred Background
- Railing systems, architectural metals, façade systems, glass, or similar
- Experience calling on top-tier architecture firms
- Understanding of AIA CEU programs and accreditation
Core Competencies
- Exceptional presenter
- Strategic thinker with strong account targeting discipline
- Highly relational and credible with design professionals
- Strong collaboration mindset across internal teams
- Comfortable operating in long-cycle, influence-driven sales environments
KPIs
- Number of CEUs delivered per month / quarter
- % of CEUs converting to active opportunities
- of targeted accounts penetrated
- Specification rate within target firms and territories
- Salesforce pipeline accuracy and activity
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