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Commercial Specification Lead
2 months ago
Competitive salary plus bonus and company vehicle
Location: Central London.
At Kohler Co., we pride ourselves on designing innovative products for our esteemed brands, including Mira Showers, Rada, and Kohler UK. Our commitment to investment in technology, resources, and our people is fundamental to our identity. From our manufacturing facilities to our customer service interactions, we embody shared values that drive our success.
As a member of the Kohler Co. family, you will join a collaborative team dedicated to delivering exceptional customer experiences, developing cutting-edge products, and fostering an inspiring work environment.
We are currently seeking a Specification Manager to enhance our Commercial team. Discover more about this opportunity below
In this role, you will collaborate with the National Sales Manager - Commercial, leveraging your sales expertise to influence key stakeholders in the specification process.
Your responsibilities will include managing a designated region, driving new business development, and nurturing existing client relationships. You will ensure that customers recognize the unique advantages of choosing Rada products. Building connections with influencers across various industry sectors will be essential.
The ideal candidate will be self-driven, cooperative, and exceptionally organized. Strong communication and problem-solving abilities, along with a strategic mindset, are crucial for consistently achieving results within set timelines.
Key Responsibilities
Manage key accounts by creating comprehensive business plans, fostering collaboration between Kohler Co. and clients across various functions.
Assess customer needs and formulate proposals for product offerings and services, including ROI models.
Cultivate relationships with various customer types throughout the specification process, addressing key challenges and opportunities while building strong partnerships.
Utilize the Kohler Mira CRM tool to manage customer interactions, project tracking, and reporting effectively.
Prepare monthly forecasts based on pipeline conversions to enhance demand planning accuracy.
Provide valuable market, customer, and competitor insights to inform internal stakeholders and support commercial decision-making.
Education and Experience Requirements
Bachelor's Degree or equivalent experience. Minimum of five years' experience in a commercial product specification sales role (B2B). Solid understanding of the commercial bathroom and building services sectors. Preferred qualifications include:- Experience selling showers and taps for a recognized manufacturer in the commercial market.
- Familiarity with early project lifecycle specifications involving clients, architects, consultants, or M&E contractors.
- Experience in sectors such as healthcare, care homes, sports and leisure, student accommodation, hospitality, and secure facilities.
- Proficiency in solution selling and ROI modeling.
- Proven ability in lead generation and appointment setting.
- Experience in building and managing a long-term project pipeline (1 - 5 years).
- Competence in CRM management, including pipeline oversight and activity logging.
Proficient in Microsoft Excel, PowerPoint, Word, and Outlook.A motivated, customer-focused team player who excels in relationship building and proactively generates new business opportunities.
Tenacious, driven, and competitive.
A valid, clean driving license is required.
Sales Skills:
Expertise in lead generation through various methods, including cold calling, emailing, telemarketing, networking, and digital outreach. Exceptional interpersonal skills for establishing and maintaining strong relationships with specifiers, understanding their needs, and effectively communicating solutions. Strong negotiation and upselling abilities, utilizing competitor insights to create mutually beneficial agreements. Proven success in closing sales deals, recognizing buying signals, and guiding prospects through the sales process to closure. Diligent follow-up with prospects and clients using CRM tools to ensure satisfaction and retention, providing timely support and information. Analytical skills to assess market data and trends, aligning sales strategies with business objectives to contribute to growth. About You:
Ability to balance long-term high-value projects with day-to-day customer and quotation management, prioritizing effectively to maximize pipeline conversion.
Committed to staying informed about evolving market trends to maintain a competitive edge and support specifications from design to completion.
Versatile in engaging with a range of clients, from large corporations to small businesses, across diverse commercial environments.
A true brand ambassador and expert in your field, able to adapt to various situations and tailor specifications to meet project and customer needs using the Rada and Kohler Mira product range.
Capable of articulating the benefits of services and the added value they provide for sustainable products and long-term customer relationships.
We Offer:
At Kohler Co., we empower our associates to #BecomeMore with a competitive total rewards package that supports health and well-being, career growth opportunities, a diverse and inclusive workplace, and a strong culture of innovation. We are dedicated to creating better tomorrows and driving meaningful change to help individuals live gracious, healthy, and sustainable lives.
About Us
Kohler Mira Ltd. encompasses three leading brands: Mira Showers, Rada Controls, and KOHLER. While our brands serve different market positions, they share a commitment to design, innovation, and maintaining a consistent level of quality across all price points.
Kohler Mira is dedicated to fostering diversity and inclusion to enhance our business outcomes and create a better future for our associates, consumers, partners, and communities. As an equal opportunity employer, we are committed to recruiting, hiring, and promoting qualified individuals in all job classifications without bias.
