What are the responsibilities and job description for the Specification Sales Representative position at Lester Sales Company?
Specification Sales Representative
Territory: Indiana & Kentucky | Department: Outside Sales | Type: Full-Time
POSITION OVERVIEW
Lester Sales is seeking a driven and relationship-focused Specification Sales Representative for the Indiana & Kentucky territory. In this role, you will be responsible for influencing product specifications at the engineering, consulting, and end-user level - driving long-cycle, high-value opportunities from blueprint to purchase order. You will collaborate closely with our sales team, vendor partners, engineers, and architects to grow market share and deliver trusted technical solutions across the territory.
This is a high-impact role for a motivated professional who thrives in a consultative selling environment and is passionate about building lasting relationships throughout the electrical industry.
KEY RESPONSIBILITIES
• Develop and execute a specification sales strategy targeting consulting engineers, electrical contractors, architects, and end users across Indiana and Kentucky.
• Identify, pursue, and influence product specifications in commercial, industrial, and institutional project pipelines.
• Build and maintain strong relationships with key specifiers, engineers, end users, and vendor personnel throughout the territory.
• Conduct product presentations, lunch-and-learns, and technical training sessions to promote represented manufacturer lines.
• Travel with vendor personnel to support joint sales calls and manufacturer-sponsored initiatives across the territory.
• Collaborate with the inside sales team to track project activity, secure orders, and ensure seamless post-sale support.
• Monitor competitive products, market trends, and specification activity to identify new business opportunities.
• Maintain accurate records of sales activity, project pipelines, and customer interactions using company CRM tools.
• Represent Lester Sales at trade shows, association events, and industry networking functions.
QUALIFICATIONS
• Must reside within the Indiana / Kentucky territory.
• Bachelor’s degree preferred and/or a minimum of five years of experience in a business-to-business technical sales or specification sales role.
• Prior experience in the electrical industry, manufacturers’ representative, or a specification/project sales environment preferred.
• Demonstrated ability to build relationships with engineers, specifiers, contractors, and end users.
• Strong technical aptitude with the ability to learn a wide range of electrical products and applications.
• Effective at creating new, profitable business opportunities and developing an existing territory.
• Self-motivated, goal-oriented, and able to work independently while contributing to a collaborative team culture.
• Proficiency with CRM systems, Microsoft Office, and technology tools that support the sales process.
• Valid driver’s license with a clean, driving record meeting Lester Sales driving qualifications.
• Legally eligible to work in the United States; must successfully complete pre-employment testing.
WHAT WE OFFER
• ESOP ownership — you share in the company’s success.
• Competitive base salary plus performance-based commission structure.
• Comprehensive benefits package including health, dental, and vision coverage.
• Ongoing product training, manufacturer factory visits, and professional development opportunities.
• A collaborative, supportive team culture grounded in traditional values and forward-thinking innovation.
• The backing of a well-established agency with over 65 years of industry relationships and reputation.