Your JobThe Architectural Design & Specification Engineer (ADSE) plays a key role within Guardian Glass's Commercial organization by driving demand creation and increasing project specifications across France/Benelux regions.
This is a customer-facing commercial role focused on developing relationships with architects, façade consultants, glazing contractors, developers, and other secondary indirect accounts to influence product selection during the early design stages.
The ADSE combines commercial engagement with technical expertise to secure Guardian specifications, increase project conversion, and support profitable business growth.
Working closely with Sales, Technical Advisory Center (TAC), Marketing, and other cross-functional teams, the ADSE manages projects from early design through shipment, ensuring opportunities are properly qualified, specifications are maintained, and projects are successfully converted into business.
What You Will Do
- * Identify, develop, and prioritize high-potential secondary indirect accounts using Salesforce data, project activity, and market intelligence across France/Benelux.
- Build and maintain strong relationships with architects, façade consultants, developers, glazing contractors, and other key project stakeholders to increase Guardian product specifications.
- Promote Guardian's SunGuard® and high-performance glazing solutions by influencing product selection during the design and specification phases.
- Use technical expertise to recommend appropriate glazing solutions and optimize thermal, solar, acoustic, daylighting, and visual performance based on project requirements.
- Support customers through Guardian's digital design tools, including Glass Analytics™, Performance Calculator, Acoustic Assistant, Technical Digital Tools and other specification resources while promoting their effective use.
- Identify, qualify, and actively manage project opportunities generated through multiple channels, including TAC, website inquiries, digital marketing campaigns, webinars, referrals, and commercial teams.
- Own the specification process by tracking projects from concept through design, tender, award, and shipment, ensuring Salesforce remains accurate and up to date.
- Collaborate closely with Architectural Design Managers (ADMs), Key Account Managers (KAMs), TAC, Marketing, and other commercial teams to maximize project conversion and secure business opportunities.
- Monitor project progress, proactively identify risks to specification retention, and implement actions to improve project win rates.
- Share customer feedback, market trends, competitive intelligence, and recurring technical or commercial challenges with internal stakeholders to support continuous improvement.
- Contribute to achieving regional demand creation, specification, and commercial growth objectives through proactive customer engagement and effective opportunity management.
Who You Are (Basic Qualifications)
- * Bachelor’s degree in Architectural Engineering, Architecture, Civil Engineering, or a related discipline.
- Candidates from other educational backgrounds will also be considered if they have proven experience in B2B sales, specification sales, technical sales, or other customer-facing commercial roles.
- Proven experience in customer-facing commercial or project-oriented roles such as Sales, Business Development, Specification Sales, Technical Sales, Technical Advisory, Order Management, Claims, Customer Success, or similar.
- Basic understanding of architectural glazing systems and glass performance, including thermal, solar, acoustic, and visual performance. (Training will be provided where required.)
- Strong commercial mindset with the ability to build relationships, influence decision-makers, identify opportunities, and drive project conversion.
- Excellent communication, presentation, negotiation, and stakeholder management skills.
- Strong analytical, organizational, and problem-solving abilities with a proactive and results-oriented approach.
- Experience using CRM systems such as Salesforce is preferred.
- Fluency in English & French is required.
- Additional European languages (German, Dutch, or regional languages) are considered an advantage.
- Ability to work regular business hours: 9:00 AM - 5:00 PM
At Koch companies, we are entrepreneurs. This means we openly challenge the status quo, find new ways to create value and get rewarded for our individual contributions. Any compensation range provided for a role is an estimate determined by available market data. The actual amount may be higher or lower than the range provided considering each candidate's knowledge, skills, abilities, and geographic location. If you have questions, please speak to your recruiter about the flexibility and detail of our compensation philosophy.Who We AreAs a Koch company, Guardian Glass is one of the world’s largest manufacturers of float, value-added and fabricated glass products and solutions. We produce high-performance glass for architectural, residential, interior, transportation and technical glass applications. You’ll find our glass in homes offices and cars and in some of the world’s most iconic projects.
At Koch, employees are empowered to do what they do best to make life better. Learn how our business philosophy helps employees unleash their potential while creating value for themselves and the company.
Additionally, everyone has individual work and personal needs. We seek to enable the best work environment that helps you and the business work together to produce superior results.
