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Business Development Specification Sales
Irvine, CA | Work from home flexibility
Job Description
We're looking for a remote Business Development Manager - Specification Sales based in Irvine, California, covering the Western U.S.
Our client supplies architecturally focused products used across commercial, hospitality, and residential environments. This is a design stage, specification driven role focused on influencing architects, designers, consultants, and contractors to secure early project inclusion and drive territory growth. The Business Development Manager will build relationships throughout the specification community, create demand in the market, and convert opportunities through consultative, project based sales cycles.
Business Development Manager - Specification Sales responsibilities:
- Build and convert a specification driven project pipeline
- Develop relationships with architects, designers, consultants, contractors, and developers
- Influence projects early in the design process to secure specification opportunities
- Drive demand across commercial, hospitality, and residential applications
- Conduct presentations, product education sessions, and project reviews with design professionals
- Develop and execute territory growth strategies across the Western U.S.
- Maintain strong pipeline management, forecasting, and CRM discipline
- 5+ years of specification sales, architectural sales, building materials, HVAC, or related industry experience
- Experience working with architects, designers, contractors, consultants, or distributors
- Proven ability to influence design stage decisions and develop project pipelines
- Knowledge of specification driven sales and long cycle project opportunities
- Strong relationship building, presentation, and communication skills
- Ability to work independently in a remote, field based role
- Willingness to travel throughout the Western U.S. territory
- Base salary of $115,000 plus performance based commission
- Strong earning potential tied to project wins and territory growth
- Comprehensive benefits package
- Car allowance
Meet Your Recruiter
Shelley Emmett
Senior Recruitment Consultant
Sales, Business Development, Account Management
With an impressive 24+ years of experience, Shelley is a seasoned recruiter specializing in the placement of sales, business development and account management professionals. She thrives in the fast-paced world of full-cycle recruitment, and has filled all levels of positions, from entry-level to executive. As the former General Manager of a recruitment agency with a national footprint, she brings a wealth of hands-on experience, including building and managing cohesive teams for her own growing business.
Shelley is known for being calm and efficient under pressure—she understands the urgency of her client’s hiring needs and guides them to effective talent solutions. A confident communicator, she builds strong relationships and is dedicated to delivering high-quality service. She is motivated by the satisfaction of making that perfect match and contributing to the success of employers and candidates.
Originally from South Africa, Shelley moved to Canada in 2023. Outside of work, she spends time with her husband and two children, participating in sports and enjoying outdoor activities.