Specification Sales Manager
Description
Purpose
The Specification Sales Manager leads assigned product-specific specification development and demand creation, working exclusively with distributors as our direct customers. This role targets architectural, commercial, institutional, and industrial projects, influencing architects, designers, engineers, and fabricators to specify assigned segment products that meet performance requirements. The incumbent partners with Sales, Marketing, Product, and Manufacturing to convert specifications into profitable opportunities, while generating and reporting sales metrics tied to specification activities.
Key Responsibilities
- Develop and execute a comprehensive specification plan for assigned product line and markets and assigned product groups.
- Build durable relationships with A&D (Architecture & Design) communities and distributor partners; engage spec writers and decision-makers.
- Secure and manage specifications in commercial, institutional, and residential projects via distributors.
- Track and manage project pipelines from initial specification through project completion, with distributor involvement.
- Serve as the technical and market resource for assigned product line, including performance attributes (MR/FR, moisture resistance, emissions), compliance, applications, and product selection
- Provide spec language, submittals, drawings, and approvals support to distributors and their customers.
- Collaborate with distributors to gather opportunity data, forecast specification-driven revenue, and report on assigned product-related sales metrics.
- Advise on assigned product applications, compliance, and suitability for project requirements.
- Refer product/application challenges to technical team in collaboration with distributors and design teams.
- Partner with Sales to convert specifications into orders and revenue; align distributor initiatives with sales targets.
- Work with Marketing on assigned product-focused content, case studies, and product positioning.
- Coordinate with Product Management and Manufacturing to communicate market needs, trends, and feedback from distributors.
- Monitor codes, industry trends, and competitive activity; identify and cultivate new market opportunities and distributor partnerships; relay insights to product and marketing teams
- Advocate for product applications and customer needs within the organization.
- Deliver product-focused presentations, lunch-and-learns, CEU sessions, and training for designers, architects, and distributor personnel; promote product awareness and differentiation through distributor channels
- Represent the company at industry events, trade shows, and associations.
- Utilize Construction Management Data software and CRM to measure, track, and manage specifications and distributor activities.
- Generate and deliver regular reports (expense, pipeline, segment-specific revenue) to leadership; ensure timely data updates.
- Maintain up-to-date product knowledge; share best practices across the team promote continuous learning.
- Model company core values
- Other duties as assigned
Required Qualifications
- 7+ years in building materials, wood products, or specification sales with direct exposure to architectural/design communities.
- Proven ability to influence without direct authority and to manage long sales cycles.
- Experience working with the assigned product and related panel products; familiarity with distributor channels is highly valued.
- Excellent listening, verbal, written, and presentation skills.
- Proficient with Microsoft Office; CRM systems; Construction Management Data software; and standard design/spec tools.
- Ability to travel roughly 40–60% depending on market and distributor program requirements
Preferred Qualifications
- Bachelor’s degree in Architecture, Design, Construction Management, Business, or related field (preferred).
- LEED AP/LEED GA; CSI – CDT; CST knowledge or similar credentials.
- Knowledge of construction codes, fire ratings, moisture considerations, and emissions standards.
Summary
About Roseburg Forest Products
Founded in 1936, Roseburg Forest Products is a privately held company based in Springfield, Oregon. With a legacy in sustainable forestry and innovative wood products manufacturing, we are a leading North American producer of engineered wood, exterior trim, plywood, lumber, and medium density fiberboard (MDF). Our products shape and support homes, workplaces, and industries, while our timberlands protect forest health for future generations and provide high-quality wood fiber for our integrated operations.
At Roseburg, we believe in making lives better from the ground up through the products we create, the relationships we build, and the communities we support. Our team of passionate professionals value safety, integrity, and excellence in all we do. From the mill to the forest to the office, you’ll find opportunities to grow and contribute to a company that cares for people, communities, and the environment.
Learn more about who we are and what we do at www.roseburg.com.
Benefits at Roseburg
Roseburg offers a comprehensive and competitive benefits package to support the health, financial security, and well-being of our team members and their families. Key benefits include:
- Bonus opportunities based on company and individual performance
- 401(k) with up to 4% company match and 3% automatic company contribution
- Vacation starting at 3 weeks and 11 paid holidays per year
- Company-sponsored medical, dental, and vision insurance
- Company-paid life, AD&D, and long-term disability insurance options
- Mental health benefits for the entire family, including 8 free annual sessions per person
- Wellness programs and incentives, including biometric screenings & wellness challenges
- Paid time away from work for illness or injury, as well as paid parental bonding time
- Health Savings Account (HSA) with company contributions and Flexible Spending Account (FSA) options
- Company match for charitable contributions
- Education assistance and professional development support
- Financial and retirement counseling
- Additional voluntary benefits including pet insurance, student loan refinancing, and exclusive scholarships for child dependents, and more!