What are the responsibilities and job description for the Industrial Specialist position at American Highway?
About American Highway
At American Highway, we exist to Keep America Moving by supplying critical infrastructure products that help build and maintain the roads and airport pavements that connect our country. We take pride in manufacturing excellence, operational efficiency, and a culture that promotes innovation, ownership, and results.
Position Summary:
As an Industrial Specialist, you are responsible for actively developing and expanding your assigned marketing territory and customer base. This role requires a proactive approach to identifying opportunities, generating demand, and supporting customers throughout the sales lifecycle.
The position covers territories west of the Rocky Mountains and requires approximately 25–30% travel. Candidates located west of the Rockies are preferred to support territory coverage, responsiveness, and customer engagement.
You will serve a dual function: acting as the customer’s representative when coordinating with the principal’s manufacturing operations, and as the principal’s representative when working directly with customers. The position requires strong technical knowledge of commercial and industrial concrete flooring, the ability to build trusted relationships, and a focus on working with financially qualified customers while responding promptly to sales and field service needs.
Essential Duties and Responsibilities:
- Contact and develop relationships with existing and prospective customers (including general contractors, concrete contractors, architects, engineers, and developers) to present and promote industrial and commercial concrete flooring products.
- Demonstrate products, explain features and benefits, and recommend solutions based on customer needs, applications, and project requirements.
- Respond to customer inquiries regarding pricing, availability, applications, warranties, delivery schedules, and credit terms.
- Prepare estimates, quotes, bids, drawings, and technical submittals tailored to customer specifications.
- Negotiate pricing, sales terms, and service agreements; prepare contracts and submit orders.
- Forward approved orders to manufacturers and coordinate fulfillment.
- Provide post-sale support by consulting with customers to resolve issues and ensure satisfaction.
- Identify and pursue new business opportunities through networking, referrals, cold calls, trade shows, industry events, and professional organizations.
- Monitor market trends, competitor activities, pricing structures, and product innovations.
- Distribute product samples, catalogs, and technical documentation to customers.
- Maintain accurate sales records, prepare reports and budgets, and submit expense reports in a timely manner.
- Collaborate with internal teams, purchasing departments, and manufacturing partners to ensure accurate order processing and efficient product distribution.
- Develop and implement effective sales strategies for commercial and industrial flooring markets.
- Perform other related duties as assigned.
Qualifications:
- Strong working knowledge of products sold into the commercial and industrial concrete flooring industry.
- Established relationships with concrete contractors, architects, engineers, developers, and other industry stakeholders.
- Preferably maintains an existing book of business representing complementary construction or flooring-related products.
- Excellent verbal and written communication skills.
- Strong sales, negotiation, and presentation abilities.
- Solid technical understanding of commercial and industrial concrete flooring systems and applications.
- Highly organized with strong attention to detail.
- Demonstrated ability to build, manage, and maintain long-term customer relationships.
- Proficiency with Microsoft Office Suite or similar business software.
Education & Experience:
- Bachelor’s degree in Business, Engineering, Construction Management, or a related field preferred.
- Equivalent industry experience may be considered in lieu of formal education.
Physical Demands:
- Prolonged periods of sitting, standing, walking, and working on a computer.
- Travel to meet with clients or potential clients will be required.
- Low physical effort required to sit, stand at files, bend, stoop, lift, and walk
- Occasional lifting up to 15 lbs.
Work Environment:
- Inside average office environment
- Average office noise levels
- Safety equipment and PPE required while on the plant floor.
- Exposure to varying temperatures and noise levels depending on location.
- Travel up to 30% of the time.