Sales Representative

Construction Sales Representative

Taunton, Massachusetts• Full-Time

Employment Type

Full-Time

Location

Taunton, MA

Travel

Local/Regional

Reports To

President & Owner

About American Insulated Panel

American Insulated Panel (AIP) is a Taunton, Massachusetts–based manufacturer and installer of insulated metal panel systems for commercial and industrial cold storage applications. In business since 1989, AIP is a single-source provider: we manufacture, supply, and install our own panels in addition to distributing best-in-class third-party products—including glass display door systems, hardware, and specialty refrigeration components. We are a family-oriented business that takes pride in a friendly work environment, the quality of our product, the depth of our relationships, and the craftsmanship of our people.

Our customers operate in convenience stores, liquor and beverage retail, grocery and supermarket chains, food and beverage processing, pharmaceutical facilities, and large-scale cold storage—including warehouses and food distribution centers.

Position Summary

AIP is seeking a driven Construction Sales Representative to take over and grow an established, active book of business. This is not a startup situation—there is an existing customer base, an active pipeline of repeat accounts, and a proven product line. The right person will step in, build trust with existing customers quickly, and layer in new opportunities on top of a solid foundation.

This role covers the full pre-sale and quoting process, supported by AIP’s well-established estimating system and an experienced operations team that manages scheduling, installation, and field execution once a project is sold. The sales representative is the face of AIP to the customer from initial outreach through signed order—and remains the commercial point of contact through the life of the project until completion.

The ideal candidate is a proven salesperson first — someone who knows how to build a pipeline, earn trust, and close. While a working knowledge of how construction works and how to speak credibly with contractors is essential in building trust with customers, the candidate doesn’t need to be an expert in construction. Vertical experience in convenience store, grocery, food service, or cold storage construction is a meaningful differentiator.

Key Responsibilities

Sales & Business Development

• Take ownership of an existing book of accounts—maintain relationships, re-engage lapsed customers, and grow revenue across AIP’s core verticals: convenience stores, liquor and beverage retail, grocery, food processing, and large-format cold storage (warehouses, food distribution centers)
• Identify and develop new customers including general contractors, refrigeration contractors, construction managers, and end-user facility operators within your territory
• Manage the full pre-sale process from prospecting and specification through quote delivery, negotiation, and order
• Represent both AIP’s manufactured panel line and its distributed product portfolio, including glass display door systems, cold storage specialty doors, and refrigeration hardware
• Attend industry trade shows, association events, and regional contractor meetings to maintain and expand market presence

Estimating & Quoting

• Conduct pre-quote site visits to assess project conditions and help create customer solutions, confirm scope, and identify any factors that may affect pricing or installation—this is a critical step in AIP’s process and a key point of customer engagement
• Review architectural drawings, construction documents, and project specifications to develop accurate scope and material take-offs
• Prepare detailed project quotations using AIP’s established estimating process and pricing tools—the system and methodology are in place; this person applies them consistently and accurately
• Coordinate with AIP’s operations team on lead times, custom configurations, and any items requiring additional engineering review
• Respond to RFQs and bid invitations in a timely and professional manner; manage bid calendars and pricing deadlines

Relationship Management

• Cultivate long-term relationships with key accounts—GCs, refrigeration subcontractors, facility managers, and multi-location operators running convenience, grocery, or cold storage programs
• Develop and maintain a referral network including architects, refrigeration engineers, and commissioning agents active in your target verticals
• Serve as a trusted advisor on insulation performance, R-value requirements, panel selection, and system design

Qualifications

Required

• 5+ years of outside sales experience with demonstrated success in a technical or construction-related product category
• Meaningful exposure to the commercial construction process—either through sales, project coordination, or a trade contractor background
• Ability to read and interpret architectural drawings, construction plans, and project specifications
• Proven ability to manage a multi-stakeholder sales cycle and close projects ranging from $10K to $1M+
• Self-directed and organized; capable of managing an active territory and a pipeline of concurrent opportunities
• Strong written and verbal communication skills; comfortable presenting to both field crews and ownership-level stakeholders

Strongly Preferred

• Direct experience in one or more of AIP’s core verticals: convenience store, grocery or liquor retail construction, food & beverage processing, or cold storage / industrial refrigeration
• Familiarity with insulated panel systems, walk-in cooler and freezer construction, or glass display door applications
• Experience selling alongside or into refrigeration contractors, commercial GCs, or national retail construction programs
• Existing relationships with contractors, facility managers, or developers active in food retail or cold storage construction in the Northeast

Competencies & Attributes

We are looking for a professional who brings:

Technical Credibility

Customers trust you to spec the right solution, not just the easiest sale

Ownership Mindset

You treat your accounts like they’re your own business—because they are

Commercial Acumen

You understand margin, cost structure, and what makes a project profitable

Account Management Discipline

Existing customers are retained and grown; nothing slips through the cracks

Relationship Builder

You invest in long-term partnerships built on trust, not just transactions

Clean Communicator

You set clear expectations with customers and hand off to operations in a way that sets everyone up to succeed

Compensation & Benefits

Compensation is structured to give high performers unlimited upside, with a strong base salary plus incentive earnings directly tied to what you produce. Benefits include:

• Performance-based commission structure with uncapped earning potential
• Vehicle allowance or company vehicle
• Cell phone and technology stipend
• Health, dental, and vision insurance
• 401(k) with company match
• Paid time off and holidays

How to Apply

Qualified candidates should submit a resume and brief cover letter describing relevant experience to:

Mike Starr, Partner

American Insulated Panel

mstarr@aipanel.com

www.americaninsulatedpanel.com

American Insulated Panel is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or veteran status.