UK Specification Manager

Specification Strategy & Business Development:

• Develop and implement the UK specification strategy aligned with annual sales and market growth objectives.
• Identify, qualify and secure product specifications on commercial, residential, industrial and infrastructure projects from concept through tender stage.
• Generate demand by influencing consulting engineers and project stakeholders before products are selected.
• Build and maintain strategic relationships with consulting engineers, MEP consultants, architects, developers, contractors, framework providers and other key influencers.
• Develop consultant account plans for key specification practices to maximise long-term opportunities.
• Increase market penetration by identifying new sectors, regions and specification opportunities.
• Promote the company as the preferred technical partner through proactive customer engagement.

Project Management and Sales Conversion:

• Develop and maintain a qualified specification pipeline that supports annual sales objectives.
• Own projects from specification through to sales handover, ensuring continuity throughout the construction lifecycle.
• Work with Regional Sales Managers, Key Account Managers and Distribution Partners to maximise conversion of specified projects into profitable sales.
• Monitor project progress, identify risks and implement recovery plans to improve conversion rates.
• Track specification wins and losses, analyse reasons and implement improvement actions.
• Coordinate internal technical, commercial and marketing resources to support strategic opportunities.
• Maximise repeat specification opportunities through successful project delivery.

Technical Leadership & Customer Support

• Act as the technical advisor for consultants, designers and project stakeholders.
• Deliver CPD seminars, technical presentations, product demonstrations and training programmes.
• Provide technical advice on product selection, system design, installation and compliance with relevant standards and regulations.
• Review technical drawings, specifications and BIM models to identify specification opportunities and recommend compliant solutions.
• Produce accurate technical documentation including specifications, calculations, schedules and supporting information.
• Resolve technical specification issues within agreed project timescales.
• Support value engineering activities without compromising product performance or specification integrity.

Market Development & Product Promotion

• Monitor market trends, legislation, competitor activity and emerging technologies to identify business opportunities.
• Gather market intelligence and customer feedback to support product development and commercial strategy.
• Support new product launches by generating specifications and customer adoption.
• Promote sustainable, energy-efficient and water-saving solutions aligned with current building regulations and environmental objectives.
• Represent the company at exhibitions, industry events, trade associations and professional institutions.
• Enhance brand awareness within the specification community through regular customer engagement and technical leadership.

Collaboration & Business Excellence

• Work closely with Sales, Marketing, Product Management, Technical Services and Customer Service to deliver specification objectives.
• Support the development of technical literature, CPD content, case studies, BIM content and specification tools.
• Share market intelligence and best practice across the business.
• Support strategic business planning and forecasting activities.
• Champion best practice in specification management across the UK business.
• Embrace emerging digital technologies, including AI-powered tools, to enhance customer engagement, improve productivity, support data-driven decision-making and identify opportunities to strengthen specification and sales performance.

Performance Management & Reporting

• Maintain accurate CRM records for all projects, contacts, specifications and opportunities.
• Produce monthly reports covering pipeline value, specification success, project progress, consultant activity and sales forecasts.
• Measure and report specification performance against agreed KPIs.
• Ensure compliance with company policies, quality standards and commercial governance.

Knowledge , Skills and Experience

The successful candidate will demonstrate:

• Minimum 3–5 years’ experience in specification sales within Plumbing, Heating, Air Conditioning, Building Services, Pipework, Valves or Mechanical Systems.
• Strong network of consulting engineers and M&E design consultants across the UK.
• Proven track record of securing specifications that convert into profitable sales.
• Strong understanding of hydronic systems, HVAC, plumbing and piping applications.
• Knowledge of relevant British Standards, Building Regulations, CIBSE guidance and industry best practice.
• Ability to interpret technical drawings, specifications, BIM models and engineering documentation.
• Excellent presentation, communication and influencing skills with experience delivering CPDs.
• Strong commercial awareness with the ability to negotiate and influence technical decisions.
• Experience managing CRM systems, sales pipelines and forecasting.
• Leverage digital tools and emerging AI technologies where appropriate to improve efficiency, customer engagement, market insight and the effectiveness of specification activities.
• Highly organised with excellent project management and time management skills.
• Self-motivated with the ability to work independently across a national territory.
• Full UK driving licence with willingness to travel throughout the UK and Ireland.

What we offer

• Company pension 5% contribution
• Organisational social gatherings
• Company Car / allowance
• Fuel card
• Life assurance
• 25 days holiday