Specification Manager

Job Details:

Title - National Specification Manager

Reports to - Training and Specification Manager (Mark Wilmot)

Location - Travel will be required throughout The UK, this is a national-cover role.

Salary - circa 50k per annum.

Purpose of Position

• Reporting directly to the National Specification Manager the role will be responsible for developing new and existing business within the Specification sector. This will be secured by working with Landscape Architects, Architectural Practices; Drainage Engineers; Main Contractors and sub-contractors on a part national basis. The products within scope are both standard and BBA approved systems.
• Work closely with the Area sales and Internal sales teams to maximising growth & margin potential through specification generating and the keeping thereof.
• Work with the Technical Team to review the product offer to support the growth ambition.
• Develop and implement a targeted plan designed to deliver the key objectives; specification generation; CPD deliverance; relationship building with specific focus on relationships with ASM team to take over control of specific project when appropriate. This relationship is as critical as the number of architect and specifier relationships.
• To build strong relationships with key contacts within the wider business i.e. Directors and Senior Managers and Technical assistance.
• The overall evaluation of success within this role will be a measurement of the sales volume for both standard and BBA approved product, the number of architects; Engineers and specifiers visits; The number of CPD’s completed and the total sales revenue and profit of the sector.

Key Accountabilities:

• Follow safe working practice in accordance with the requirements of the Health & Safety at Work Act and with the Company’s Safety Policy.
• Achieve set volume/price and identified sales targets.
• Deliver company CPD to architectural practices and other specification bodies.
• To plan journeys and customer calls to achieve optimum use of time and complete a minimum of 4 calls per day.
• Complete 7 Update the CRM system reporting after each customer visit.
• Actively seek new opportunities for the products to be specified.
• Understand the technical aspects of selling the product from a design and installation perspective.
• Establish and maintain contact and promote the Company’s products and services to customers.
• Maintain close liaison with sales office staff to manage the sales/specification area effectively.
• Keep abreast of developments in commercial, technical and policy matters and be able to react accordingly.
• Establish and maintain good customer relations, particularly by prompt and efficient response to queries and complaints.
• Develop business via existing customer and new customer base.
• Plan journeys and customer calls to achieve optimum use of time.
• Effectively control expenditure on telephone calls, entertaining and incidentals.
• Maintain and operate internal recording, reporting and administration systems.
• Assist at exhibitions, conferences, presentations and other functions as requires.
• Regularly review personal progress and keep abreast of technical and sales techniques.
• From time to time to undertake duties not specifically mentioned above.

Job dimensions:

• Achieve individual Specification and CPD deliverance target.
• Achieve ASP Targets set for tendering purposes.
• Assist in ensuring company Sales Team targets are met.

Job Requirements:

• Excellent communication and customer relationship skills.
• Negotiation skills.
• Good knowledge of IT skills.
• Highly motivated with strong team ethics.
• Ability to work on own initiative with minimum supervision.
• Strong presentation skills.
• Good organisational and planning skills.
• Ability to prioritise workload.

Successful applicants are expected:

• to comply with all aspects of Addagrip policies and procedures.
• to ensure that all the business/operations are performed in accordance with instructions and procedures and in such a way so as to prevent any fraudulent activities taking place.
• to comply with the Health & Safety at Work Act 1974 and to observe the requirements of the Company Safety Policy and other relevant legislation.
• to update all areas of knowledge as required to carry out the job with maximum effectiveness and to attend training/development courses as and when required.
• to comply will all aspects of the HR Policies and Procedures of the Company .

Education/Qualifications:

• Understanding of Building Industry practices .
• Sales experience within any industry.
• Good knowledge of Sales area to be undertaken.
• Understanding of Resin Bound Industry.

Competencies:

Professional Competence

Able to present at peer level and above.

Knowledge of building products business

Cross-functional understanding

Commitment and engagement

Show affiliation to the Group.

Stand by the Group’s decisions.

Perform high level of work ethic.

Utilise your own abilities for the best of the company.

Internal and external customer and market management

Have quantitative and qualitative market understanding.

Foresee and act to meet customer needs.

Drive customer/supplier relations.

Demonstrate service orientation.

Performance and result management

Increase efficiency and quality.

Demonstrate cost discipline.

Drive profit generation.

Optimise allocation of resources

Execute tasks and focus on fast implementation.

Decisiveness and adaptability

Be straight forward and goal orientated.

Demonstrate drive and initiative.

Demonstrate openness to change, flexibility and adaptability.

Learn and develop continuously.

Communication and cooperation

Provide information and ensure open communication.

Demonstrate and apply persuasion and negotiation skills.

Establish trust and relationships.

Promote cooperation and partnership.

Demonstrate intercultural awareness and competence.

Entrepreneurial management

Drive integrated management.

Consider external influencing factors.

Consider long-term risks and opportunities.

Drive innovation.

Manage change.

Sustainable management

Ensure occupational health and safety.

Drive environmental protection.

Avoid conflicts of interest.

Comply with laws and regulations.

Take social responsibility.