Vacancy Profile

Position: Specification Manager - Midlands & Southwest
Location: Remote, Midlands & Southwest (Head Office in Doncaster)
Reports to: National Specification Manager
Postcodes Covered:
B,CV,WV,ST,TF,WS,DY,SY,LL,SA,LD,HR,WR,CF,NP,GL,BS,BA,DT,TA,EX,TQ,PL,TR)

As a Specification Sales Manager, you will gain, defend, and manage product specifications for the Company’s products within a target group of specifiers and influencers with the aim of increasing market share, revenue and profit for the Midlands region. You will be responsible for identifying new specification opportunities to increase sales volume and market penetration. You will gain specifications leading to tangible sales growth in target consultants, specifiers, and major contractors where design and build is an aspect of their business. You will obtain a commitment from the key stakeholders within these businesses for them to have our products named on open specification either general spec or project basis. Your Core Competencies will include Communication, Planning, Personal effectiveness, Change Management, Influencing and Negotiation and Commercial Awareness.

• Identify key stakeholders within your accounts and the overall aim is to obtain a commitment from mechanical consultants, key contractors or Design & Build contractors for them to use our products where specified or on an open specification
• Integrate with the relevant trade bodies and attend local or national events including trade exhibitions as authorised by your manager
• To update and use daily the companies CRM system to maximise awareness of opportunities.
• Assisting contractors with technical submittals etc. when trying switch specification or use our products on open specification always communicating with the local ASM/KAM who owns the account.
• Managing, maintaining, and building business relationships with all specifiers and interested parties of both direct and indirect customers and throughout the company organisation
• Take ownership for identifying new specification opportunities
• Disseminating specification information daily to the Sales Team and attend team meetings face to face or over Microsoft Teams to update on project and specification progress
• Conducting specification and technical seminars/CPD’s to the target customer groups and other specification opportunities
• Support the training and development of new and existing Sales Team members to enhance their knowledge of the technical aspects of our product portfolio.
• Troubleshooting products issues in the field and evaluating product applications in the market
• Coordinate timely preparation and submittal of technical submissions to customers
• Communicating with customers, Sales Managers, and other appropriate parties to answer technical queries
• Any other duties commensurate with the grade and nature of this position
• Understands and follows Company safety, health & environmental and any other Company policies and procedures

• Has experience of working within a sales/specification environment preferably in mechanical services & public health.
• Has worked in an environment where wider business issues will be discussed
• Be able to prove experience of gaining specifications within building services consultants, major contractors and specifiers
• Articulate and confident presenter of technical products and solutions.
• Will have knowledge and understanding of key legislative and industry practices to building services design and performance characteristics
• Full driving license
• Essential to have knowledge of working with CRM software preferably Microsoft Dynamics 365
• Able to travel within the UK and Europe occasionally as and when required to visit key stakeholders and internal business meetings
• CIBSE membership preferred, but not essential
• Communication: Communicates own ideas clearly and listen to others in an appropriate manner (both written and verbal) particularly with reference to technical information
• Planning: Ability to identify what needs to be done to achieve objectives, priorities key issues and plans to ensure desired outcomes
• Personal effectiveness & resilience: Demonstrates personnel commitment and problem-solving skills to deliver the required results
• Change Management: Drives through and manages change in the working environment
• Influencing and Negotiation: Able to persuade others of the validity of their own argument whilst recognising the value in other peoples
• Commercial Awareness: Ability to apply wider business knowledge to make commercial decisions

Closing date for applications: 25/04/2022