Specification Manager

Role & responsibilities

1. Specification Development & Project Approvals

• Develop and drive product specifications with architects, consultants, developers, contractors and project decision-makers.
• Identify projects where the company's waterproofing and building-envelope solutions can be specified.
• Work closely with architects and consultants to ensure products are included in project specifications.
• Conduct technical discussions and provide appropriate product/system recommendations based on project requirements.
• Follow up on product approvals, technical submissions and specification changes.
• Coordinate with internal technical teams for preparation of technical documentation, product information and project-specific solutions.
• Ensure successful conversion of specifications into actual orders.

2. B2B Sales & Business Development

• Generate new business opportunities within the construction, infrastructure and building-materials market.
• Identify potential projects, customers, contractors, developers and consultants for business development.
• Develop and maintain a strong sales pipeline and continuously track project progress.
• Convert qualified project opportunities into business through effective follow-ups and relationship management.
• Achieve assigned sales and business-development targets.
• Develop new accounts while strengthening relationships with existing customers.
• Understand customer requirements and recommend suitable waterproofing/building-envelope solutions.

3. Project Sales Management

• Identify projects at the early planning/design stage and build engagement with relevant stakeholders.
• Track projects from initial specification approval tender contractor engagement order execution.
• Maintain regular follow-ups with architects, consultants, developers, contractors and procurement teams.
• Monitor project timelines, decision-making processes and competitor involvement.
• Ensure that specified products are converted into commercial orders.
• Maintain accurate project and opportunity data for effective sales forecasting.

4. Architect & Consultant Engagement

• Build and maintain professional relationships with architects, structural consultants, waterproofing consultants and project management consultants.
• Conduct regular meetings with key influencers and decision-makers.
• Introduce the company's products, systems and technical solutions to consultants and design teams.
• Understand upcoming projects and identify opportunities for product specification.
• Conduct technical/product presentations and solution discussions.
• Develop long-term relationships with consultants to increase brand visibility and specification opportunities.

5. Developer & Contractor Relationship Management

• Establish strong relationships with real-estate developers, EPC contractors, civil contractors and construction companies.
• Understand project requirements, technical challenges, procurement processes and commercial expectations.
• Coordinate with contractors to ensure proper product selection and implementation.
• Follow up with procurement and commercial teams for order conversion.
• Support customers during project execution wherever required.
• Develop repeat business through strong customer relationships and service.

6. Technical & Commercial Presentations

• Conduct technical presentations, product demonstrations and commercial presentations for clients.
• Clearly communicate the technical benefits, applications and commercial value of the company's solutions.
• Explain product specifications, system performance, application methodology and suitability for different projects.
• Customize presentations according to the audience, such as architects, consultants, developers or contractors.
• Participate in client meetings, project reviews, technical discussions and business presentations.

7. Data Center & High-Value Project Focus

• Develop business opportunities in Data Centers and other large-scale infrastructure projects.
• Identify upcoming data-center projects during the design and planning stage.
• Engage with architects, consultants, EPC companies, developers and specialist contractors involved in such projects.
• Promote suitable waterproofing, building-envelope and related technical solutions.
• Understand the specific technical and performance requirements of critical infrastructure projects.
• Track major projects from specification stage through commercial conversion and execution.

8. Market Development & Lead Generation

• Research and identify new market opportunities, upcoming construction projects and potential customers.
• Build a database of architects, consultants, developers, contractors and project stakeholders.
• Generate leads through direct networking, industry contacts, project references, meetings and market intelligence.
• Monitor market trends, competitor activities and emerging technologies in waterproofing and construction materials.
• Identify untapped markets and develop strategies to increase product penetration.

9. Sales Pipeline & Reporting

• Maintain an updated pipeline of active and upcoming projects.
• Prepare regular sales reports, project reports and opportunity updates.
• Track project-wise status, estimated value, probability of conversion and expected order timelines.
• Provide management with accurate sales forecasts.
• Ensure systematic follow-up on all qualified leads and projects.

10. Internal Coordination

• Coordinate with technical, product, operations, commercial and management teams for smooth project execution.
• Communicate customer requiremets and project-specific technical needs internally.
• Coordinate for quotations, technical submissions, approvals and other required documentation.
• Ensure smooth transition from sales/specification stage to order and execution.
• Escalate technical or commercial challenges to the appropriate internal team.

Preferred candidate profile

We are looking for a candidate with a strong combination of technical understanding, B2B sales experience, project sales exposure and relationship-building ability.

Educational Qualification

Preferred:

• B.Tech / B.E. in Civil Engineering
• Diploma in Civil Engineering can also be considered depending on relevant experience.
• Candidates from construction, waterproofing, building materials or construction-chemical backgrounds with strong relevant experience may also be considered.

Required / Preferred Experience

• 5+ years of relevant experience preferred.

• Experience in B2B sales, project sales, specification sales or technical sales will be highly preferred.

• Candidates should ideally have experience dealing with:

• Architects

• Consultants

• Developers

• Contractors

• EPC companies

• Project management consultants

• Procurement teams

• Construction companies

Preferred Industry Background

Candidates from the following industries would be a strong fit:

• Waterproofing
• Construction Chemicals
• Building Materials
• Building Envelope Solutions
• Construction Products
• Civil Construction Products
• Infrastructure Solutions
• Concrete/Repair & Rehabilitation Products
• Sealants & Protective Coatings
• Flooring Solutions
• Roofing Solutions
• Insulation/Building Protection
• Specialty Construction Materials

Candidates having experience specifically in waterproofing systems, construction chemicals or building-envelope products should be given strong preference.