Regional Specification Sales Specialist – West (Edwards Signaling)

Regional Specification Sales Specialist - West (Edwards Signaling)
Location: Remote – West Region
Base Salary Rate: $104,690.00 - $123,165.00
Job type: Full-time

About This Role
Highly motivated & entrepreneurial individual with a true “hunter” mentality and strong technical acumen to drive new specification sales for Edwards Signaling across the Southeast region. This is a regional, field-facing business development role focused on prospecting and building relationships with specifiers, engineering firms, and key decision makers to get Edwards Signaling designed into new projects and win new business. You will become an expert on our products and applications – and be willing to train on them – acting as the key Edwards Signaling resource within your region. Success in this role requires the ability to work effectively within a matrixed organization, partnering closely with Regional Sales Managers, Inside Sales, and rep agency partners to make the right connections in the field and drive business development, new specifications, and new direct/OEM opportunities. The position is fully remote and covers the West (Western United States); ability and passion to travel extensively throughout the region, visiting specifiers, customers & local sales teams in-person is essential. If you are self-motivated, have a passion for specification sales, and thrive in a fast-paced environment, we want to hear from you!

Key Responsibilities

Specification Sales: Drive new specification sales across the West by building relationships with specifiers, engineering firms, consultants, and key decision makers to establish Edwards Signaling as the basis of design and get our products written into new project specifications.
Business Development & Hunting: Bring a proactive “hunter” mentality to prospect, qualify, and open new opportunities – relentlessly building pipeline and pursuing new specifications rather than relying on existing replacement demand.
Product Expertise: Become a product and application expert on the Edwards Signaling portfolio, staying willing and able to train on the products and speak confidently to specifiers, engineers, and end users about the right solutions for their needs.
Direct & OEM Opportunities: Establish relationships with select direct sales opportunities and companies for signaling products to drive new direct and OEM business, carrying out our strategy to expand beyond replacement demand.
Regional Resource: Act as the key Edwards Signaling resource within the West for all things signaling – products, applications, and specifications – for the field, agents, and customers.
Cross-Functional Collaboration: Operate effectively within a matrixed organization, partnering closely with Regional Sales Managers (RSMs), Inside Sales, and rep agency partners in the region to make the right connections, align on target projects and engineering firms, and coordinate account plans.
Rep Agency Partnership: Partner closely with sales rep agencies and Inside Sales to establish relationships and connections with the people who drive new business development, coordinating on project initiation, hand-offs, and specifications.
Pull-Through Support: Support RSMs on order pull-through with distribution once specifications are secured, while keeping your primary focus on establishing relationships with key specifiers, decision makers, and stakeholders to drive new business.
SME Presence: Represent Edwards Signaling as a Subject Matter Expert (SME) at trade shows, lunch & learns, and industry events across the region.
Market Intelligence: Provide market and competitive intelligence back internally to help identify gaps, inform NPD ideation, and sharpen how we position and win in the region.

Basic Qualifications

High School Diploma or Equivalent
5+ Years of Experience in specification sales

Preferred Qualifications

Bachelor’s Degree in business administration, engineering, or related field preferred; relevant industry experience will be considered in lieu of a degree
Experience: Experience in specification sales strongly preferred; background in the lighting/electrical, signaling, or industrial space is a plus
Pipeline Development: Proven ability to build and manage an opportunity pipeline from the ground up, leveraging industry data and tools (e.g., Dodge, ConstructConnect, permitting data) to identify, target, and track new projects
Technical Aptitude: Strong technical & mechanical acumen related to industrial and commercial systems, with a genuine willingness to train and become a product expert
Communication Skills: Exceptional listening, communication, and relationship-building skills with specifiers, engineers, agents, and customers
Sales Drive: Strong “hunter” mentality and ability to develop opportunities, influence the specification, and deliver results while building long-term relationships
Experience working with and managing rep firms preferred
Proficient in Microsoft Office applications (Excel, Word, PowerPoint)
Overnight domestic travel of up to 75% may be required
This is a remote role based within the Southeast region, near a major US airport