Specification Sales Manager

Specification Sales Manager

This position is office based, from our client’s head office in Leicestershire, managing a number of experienced sales executives. Expertise from the construction sector, with a focus on specification/specifier sales experience and team management experience are pre-requisites.

A highly attractive basic salary plus bonus and extensive benefits package is on offer for the successful candidate, along with longevity/security of work and career progression, given the company’s commitment to growth and multiple, long-running frameworks and projects.

Our Client

Our client is a leading specialist product and services supplier to the UK civil engineering and construction industry. They have earned an enviable reputation for quality, innovation and customer service within their core markets of geotechnics, geosynthetics, ground stabilisation, tree root protection and erosion control, amongst many others.

The business is represented throughout the country by a network of regional offices, each offering a full portfolio of project disciplines. This enables them to provide all their clients with the most efficient, reliable and value-engineering solution regardless of project size or location. Our client has all appropriate UK, European and International industry standards to ensure safety, procurement and working practices are adhered to. The dedicated staff are involved in a comprehensive ongoing training programme designed to ensure they are equipped to meet the changing needs of this exciting industry.

Role Summary

Due to continued growth and the strategy to grow significantly over the next three to five years, the business has an exciting opportunity for a Specification Sales Manager to assist in their ambitious expansion plans. The primary responsibility is to ensure that our client’s products are specified (or chosen) for use in various construction projects by influencing key decision-makers such as consultant engineers, civil engineering contractors, councils, and agencies. You will also lead a team of sales professionals (with plans for expansion), guiding them to achieve both individual and departmental sales targets.

The Role

• Overseeing daily sales operations of three specification-driven departments
• Coaching and mentoring team members to success
• Developing and maintaining relationships with key influencers in the construction industry
• Ensuring technical recommendations are converted into orders
• Collaborating with various departments, including marketing and engineering, to promote the company's products and services
• Driving the team to achieve 100% of targets and ensuring accurate forecasting.
• Conducting monthly one-on-ones and yearly Personal Development Reviews to ensure team growth.
• Leading department meetings using established KPIs and measures.
• Developing new and nurturing existing targeted accounts.
• Maintaining and increasing the conversion rate of technical recommendations to orders.
• Providing pre and post-site advice, visits, and assistance to clients.
• Ensuring market-leading standards of customer care and satisfaction.
• Providing technical assistance and recommendations, utilizing the engineering department when appropriate.
• Regularly reviewing and optimising the CRM system to drive performance.
• Managing lead flow proactively within agreed timescales.
• Assisting with the implementation of department sales and marketing strategies.
• Maximising collaboration with the Marketing department to promote the team, company, products, and applications.
• Delivering monthly reports to the Senior Management team.

The Person

• Extensive knowledge of the construction industry, and experience gaining/defending specifications
• Proven experience in managing a successful team, with an ability to motivate and develop people
• Experience in overseeing multiple departments (specifically specification-driven departments)
• Professional, effective, and consistent communication skills across all functions at all levels
• Strong customer relations experience and organisational and strategic skills
• Excellent organisational skills, planning and preparation, with a methodical approach
• Ability to understand and work in line with the company’s business plan
• Capability to drive team performance and achieve targets
• Actively demonstrating the 'Values and Behaviours' of the business
• Hunger to achieve and desire to motivate a team, with computer literacy and good IT skills
• Proficiency in using and managing CRM systems, with a willingness to travel when required

We are committed to equal opportunities. We wish to ensure that all applicants are treated fairly and appointed solely on their suitability for the post irrespective of race, gender, age, disability, caring responsibilities, sexual orientation, marital/civil partnership status, religion/belief or nationality.