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Technical Sales Specialist - Railings (Railing, Guardrail, & Handrail)
Location: Remote (U.S.) | Travel: 20-30% | Reports To: Regional Manager
Role Summary
The Technical Sales Specialist is a customer-facing technical resource responsible for validating quantitative takeoffs, ensuring code-compliant railing/guardrail/handrail solutions, and enabling sales and channel partners with accurate, timely technical support. This role reviews plans and specifications, interprets applicable building codes and standards, supports interactions with Authorities Having Jurisdiction (AHJs), and prepares submittals and compliance documentation to reduce risk and accelerate approvals. The position is fully remote with 20-30% travel for job sites, AHJ/design meetings, trainings, and tradeshows.
Ideal background: construction estimating, plan review, code compliance, or manufacturer technical services within railing/guardrail/handrail systems (commercial, multi-family, institutional, and industrial).
Key Responsibilities
Takeoff Validation & Plan Review
• Review and validate distributor/dealer/contractor takeoffs for scope, quantities, waste factors, alternates, and substitutions specific to railings, guardrails, and handrails.
• Cross-check plans, elevations, sections/details, door/finish/railing schedules, and specifications for product applicability and completeness.
• Identify conflicts between details, specifications, and code requirements; provide corrective redlines and issue Manufacturer-Validated Takeoff packages with documented assumptions.
Code Compliance & Technical Guidance
• Interpret and apply applicable building codes and standards for guards and handrails (e.g., IBC/IRC, local amendments; accessibility standards such as ADA/ANSI A117.1; and OSHA criteria for industrial applications).
• Advise on height, load, graspability, continuity, extensions, openings, and infill requirements for guards/handrails; verify product/system selection meets occupancy and use conditions.
• Prepare code compliance letters, equivalency or variance rationales where appropriate, and responses to RFIs/submittal comments.
• Serve as technical liaison with AHJs, design teams, contractors, and channel partners to expedite approvals and resolve field issues.
Submittals, Assemblies & Documentation
• Assemble code-compliant system packages, product data, test reports, engineering letters, shop drawings, and installation procedures for railing/guardrail/handrail assemblies.
• Maintain a library of approved details, standard notes, templates, and decision trees to increase speed and repeatability.
• Collaborate with internal teams to keep documentation synchronized with product changes and regional code amendments.
Field & Training Support
• Conduct site walks, installation observations, and troubleshooting to ensure installations match design intent and listed/engineered system requirements.
• Deliver technical training (virtual and on-site) for internal teams, reps, distributors, and installers; develop job aids and checklists for common conditions.
Continuous Improvement & Collaboration
• Capture recurring issues from takeoffs, submittals, and AHJ feedback; drive process improvements and knowledge-base updates.
• Provide field insights to Product Management and Sales to influence roadmaps, specifications, and go-to-market strategies.
Minimum Qualifications
• 3-7 years in construction estimating, plan review, code compliance, or manufacturer technical services (preferably in railing/guardrail/handrail systems).
• Ability to read and interpret architectural/structural drawings, stair/elevator cores, balcony details, and specifications relevant to guard/handrail design.
• Demonstrated knowledge of building and accessibility codes affecting guards/handrails; familiarity with local amendments and industrial safety criteria.
• Proficiency with Microsoft 365; experience tracking cases/opportunities in Salesforce (required).
• Excellent written and verbal communication, including the ability to write clear compliance letters and discuss solutions with AHJs.
• Self-directed, organized, and comfortable working remotely across multiple stakeholders and deadlines.
Key Deliverables
• Validated takeoff packages with assumptions, clarifications, and change logs.
• Code compliance letters, RFI responses, and AHJ correspondence specific to guardrails and handrails.
• Complete submittal binders: product data, test reports/listings, engineering letters, and installation procedures.
• Training decks, job aids, and standardized assembly libraries for common stair, balcony, ramp, and mezzanine conditions
Success Metrics (KPIs)
• Turnaround time for validated takeoffs and compliance responses.
• Accuracy rate (post-award variance and change-order reduction).
• First-pass approval rate with AHJs/design teams.
• Revenue influence (pipeline velocity, spec retention, alternate approvals) and internal stakeholder satisfaction.
Work Environment & Travel
• Remote work with standard business hours aligned to assigned region(s).
• Travel 20-30% for job site visits, AHJ/design meetings, trainings, and tradeshows.
• Ability to visit active construction sites (PPE required) and safely access work areas (stairs, ladders, mezzanines)