Manager of Product Specifications – Commercial Sector

3 weeks ago

London, Greater London, United Kingdom Kohler Co. Full time

Competitive salary around £48K plus bonus and company vehicle
Central London.

At Kohler Co., we pride ourselves on designing award-winning products for our esteemed brands, including Mira Showers, Rada, and Kohler UK. Our commitment to innovation and investment in cutting-edge technology is at the core of our operations. From our manufacturing facilities to our customer service interactions, we embody a culture of excellence and shared values.

As a member of the Kohler Co. family, you will join a collaborative team dedicated to creating exceptional products and services that delight our customers.

We are currently seeking a Specification Manager to enhance our Commercial team. Discover more about this opportunity below

In this role, you will work closely 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, securing new business opportunities, and nurturing existing client relationships. You will ensure that our customers appreciate the unique advantages of choosing Rada products during their specification process. Building strong connections with influencers across various industry sectors will be essential.

The ideal candidate will be self-driven, collaborative, and exceptionally organized. You will possess excellent communication and problem-solving abilities, coupled with a strategic mindset to consistently achieve results within set timelines.

Key Responsibilities:

Develop and manage a rolling 1 – 5 year business pipeline for your territory by identifying key opportunities within the commercial sector, aligning with Rada's strategic objectives to drive revenue and profitability. Cultivate relationships with strategic customers, creating account plans to foster collaboration between Kohler Co. and your clients across various functions. Assess customer needs and formulate pricing, product range, and after-sales proposals, quantifying solutions and generating ROI models. Establish and maintain relationships with all stakeholders in the specification chain, understanding their challenges and opportunities while fostering collaboration. Utilize the Cloud for Customer (Kohler Co. CRM tool) to manage client interactions, project tracking, and reporting effectively. Prepare monthly forecasts based on pipeline conversion to enhance accuracy in demand planning. Communicate internally across relevant departments, providing valuable market, customer, and competitor insights to inform commercial strategies.

Education and Experience Requirements:

Bachelor's Degree or equivalent experience. Minimum of five years' experience in a commercial product specification sales role (B2B). Strong understanding of the commercial bathroom and building services sectors. Preferred qualifications include:

- Experience selling showers and taps for a recognized manufacturer in the commercial sector.

- Background in specifying products early in project lifecycles with 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 proactive lead generation and appointment setting.

- Experience in building and converting a long-term project pipeline (1 - 5 years).

- CRM management skills, including pipeline management and activity logging.

Proficient in Microsoft Excel, PowerPoint, Word, and Outlook. A motivated, customer-focused team player who excels in relationship building and proactively develops new business opportunities. Tenacious, driven, and competitive in nature. 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 track record of closing sales deals, recognizing buying signals, and guiding prospects through the sales process to successful closure. Diligent follow-up with prospects and clients using CRM tools to ensure satisfaction and retention. Analytical mindset to evaluate market data and trends, aligning sales strategies with business objectives for organizational growth.

About You:

This position is ideal for a focused self-starter who is driven and capable of working independently as well as part of a team. Ability to balance long-term high-value projects with day-to-day customer and quotation management, prioritizing tasks to maximize pipeline conversion. Committed to continuous learning about market trends to stay ahead of the competition and defend specifications throughout the project lifecycle. Versatile in engaging with a range of clients, from large corporations to small businesses across various commercial settings. A true brand ambassador and expert in your field, capable of adapting to different situations and tailoring specifications to meet project and customer needs using the Rada and Kohler Co. product ranges. Skilled in 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, and development opportunities. We foster a diverse and inclusive workplace and uphold a strong culture of innovation. Our commitment to creating better tomorrows drives meaningful change in our mission to help individuals live gracious, healthy, and sustainable lives.

About Us:

Kohler Co. in the UK comprises three leading brands: Mira Showers, Rada Controls, and KOHLER. While our brands differ in market positioning, they share a commitment to design, innovation, and delivering consistent quality across all price points.

Kohler Co. is dedicated to diversity and inclusion, driving business results and creating a better future for our diverse associates, consumers, partners, and global communities. As an equal opportunity employer, we prioritize recruiting, hiring, and promoting qualified individuals in all job classifications without prejudice.

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