Sales Engineer
American Insulated Panel, Taunton, MA, United States
Taunton, Massachusetts •Full-Time • Field & Office
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 while distributing best-in-class third-party products — including glass display door systems, hardware, and specialty refrigeration components.
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.
About the Role This is a technical solutions role with a sales outcome — not a traditional outside sales position.
AIP's Sales Engineer is the bridge between a customer's problem and the solution AIP can deliver. That problem might be a cracked door seal or a broken hardware component. It might be a convenience store operator who needs to build out a new walk-in cooler. It might be a warehouse developer who needs to engineer a large-scale cold storage facility from the ground up. In every case, this person's job is to understand the problem, scope the right solution, price it accurately, and guide the customer through the process — with credibility that only comes from real construction knowledge.
AIP serves an established customer base with active inbound demand. This role is built around converting qualified leads and servicing those relationships well. The right person is a trusted advisor first and a salesperson second.
What You'll Be Doing Customer Solutions & Problem Solving
Receive inbound inquiries from end users, contractors, and facility operators — diagnose the problem, define the scope, and develop the right solution using AIP's product and service capabilities
Conduct site visits to assess existing conditions, confirm scope, and identify any factors that affect design, pricing, or installation approach
Guide customers through product and system selection — including knowing when to recommend against the wrong approach
Serve as a trusted advisor on product selection, R-value requirements, and system design across AIP’s full portfolio: insulated metal panels, walk-in cooler and freezer construction, glass display door systems, and specialty refrigeration hardware
Review architectural drawings, construction documents, and project specifications to develop accurate material take-offs and project scopes
Prepare detailed project quotations using AIP's established estimating process and pricing tools
Manage bid calendars, respond to RFQs promptly, and coordinate with the operations team on lead times, custom configurations, and engineering review
Project Continuity & Commercial Oversight Once a project is sold and handed to operations, you remain the commercial point of contact through completion:
Manage change orders as a commercial conversation — scope the work, price it correctly, and get it documented
Step in to resolve commercial issues, customer concerns, or scope disputes that require a sales-level conversation
Customer Relationships & Account Development
Build and maintain long‑term relationships with GCs, refrigeration contractors, facility managers, and multi‑location operators running convenience, grocery, or cold storage programs
Re‑engage lapsed accounts and identify expansion opportunities within the existing customer base
Develop referral relationships with architects, refrigeration engineers, and commissioning agents active in AIP's target verticals
What We're Looking For Required
A background in commercial construction — through a trade, project management, estimating, construction product sales, or field supervision. Construction knowledge is a must to succeed in this role.
The ability to read and interpret architectural drawings, construction plans, and project specifications — fluently and without assistance
Working knowledge of commercial construction workflows: scope of work, change orders, submittals, RFIs, and the basics of construction contracts
5+ years in a customer-facing role requiring technical problem-solving, scoping, or solution design
Strong written and verbal communication skills — equally comfortable talking with a field crew or an ownership-level stakeholder
Self‑directed, organized, and capable of managing multiple active projects and customer relationships simultaneously
Strongly Preferred
Direct experience with cold storage construction, walk‑in cooler and freezer systems, or insulated metal panel applications
Familiarity with refrigeration contractors, commercial GCs, or national retail construction programs (convenience, grocery, food service)
Understanding of R‑value requirements, thermal envelope design, and commercial refrigeration fundamentals
Existing relationships with contractors, facility managers, or developers active in food retail or cold storage construction in the Northeast
AIP rewards performance. Compensation is structured to give high performers meaningful upside, with earnings tied directly to what you produce.
Performance‑based commission structure with uncapped earning potential
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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 while distributing best-in-class third-party products — including glass display door systems, hardware, and specialty refrigeration components.
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.
About the Role This is a technical solutions role with a sales outcome — not a traditional outside sales position.
AIP's Sales Engineer is the bridge between a customer's problem and the solution AIP can deliver. That problem might be a cracked door seal or a broken hardware component. It might be a convenience store operator who needs to build out a new walk-in cooler. It might be a warehouse developer who needs to engineer a large-scale cold storage facility from the ground up. In every case, this person's job is to understand the problem, scope the right solution, price it accurately, and guide the customer through the process — with credibility that only comes from real construction knowledge.
AIP serves an established customer base with active inbound demand. This role is built around converting qualified leads and servicing those relationships well. The right person is a trusted advisor first and a salesperson second.
What You'll Be Doing Customer Solutions & Problem Solving
Receive inbound inquiries from end users, contractors, and facility operators — diagnose the problem, define the scope, and develop the right solution using AIP's product and service capabilities
Conduct site visits to assess existing conditions, confirm scope, and identify any factors that affect design, pricing, or installation approach
Guide customers through product and system selection — including knowing when to recommend against the wrong approach
Serve as a trusted advisor on product selection, R-value requirements, and system design across AIP’s full portfolio: insulated metal panels, walk-in cooler and freezer construction, glass display door systems, and specialty refrigeration hardware
Review architectural drawings, construction documents, and project specifications to develop accurate material take-offs and project scopes
Prepare detailed project quotations using AIP's established estimating process and pricing tools
Manage bid calendars, respond to RFQs promptly, and coordinate with the operations team on lead times, custom configurations, and engineering review
Project Continuity & Commercial Oversight Once a project is sold and handed to operations, you remain the commercial point of contact through completion:
Manage change orders as a commercial conversation — scope the work, price it correctly, and get it documented
Step in to resolve commercial issues, customer concerns, or scope disputes that require a sales-level conversation
Customer Relationships & Account Development
Build and maintain long‑term relationships with GCs, refrigeration contractors, facility managers, and multi‑location operators running convenience, grocery, or cold storage programs
Re‑engage lapsed accounts and identify expansion opportunities within the existing customer base
Develop referral relationships with architects, refrigeration engineers, and commissioning agents active in AIP's target verticals
What We're Looking For Required
A background in commercial construction — through a trade, project management, estimating, construction product sales, or field supervision. Construction knowledge is a must to succeed in this role.
The ability to read and interpret architectural drawings, construction plans, and project specifications — fluently and without assistance
Working knowledge of commercial construction workflows: scope of work, change orders, submittals, RFIs, and the basics of construction contracts
5+ years in a customer-facing role requiring technical problem-solving, scoping, or solution design
Strong written and verbal communication skills — equally comfortable talking with a field crew or an ownership-level stakeholder
Self‑directed, organized, and capable of managing multiple active projects and customer relationships simultaneously
Strongly Preferred
Direct experience with cold storage construction, walk‑in cooler and freezer systems, or insulated metal panel applications
Familiarity with refrigeration contractors, commercial GCs, or national retail construction programs (convenience, grocery, food service)
Understanding of R‑value requirements, thermal envelope design, and commercial refrigeration fundamentals
Existing relationships with contractors, facility managers, or developers active in food retail or cold storage construction in the Northeast
AIP rewards performance. Compensation is structured to give high performers meaningful upside, with earnings tied directly to what you produce.
Performance‑based commission structure with uncapped earning potential
#J-18808-Ljbffr