Specification Sales Manager - HVAC

Description:

Vacancy Number 5603

Vacancy Title SPECIFICATION SALES MANAGER

Location EAST MIDLANDS | NORTHERN HOME COUNTIES

PLEASE NOTE:

The ideal candidate will be based within the Leicester or Nottingham region, covering Derby, Nottingham, Lincoln, Leicester, Northamptonshire and south towards Hertfordshire.

Location can remain flexible for an exceptional candidate with the right consultant network, technical capability and relevant specification sales experience.

Job Description

Are you an accomplished specification sales professional with the technical credibility and commercial awareness to influence major HVAC and mechanical building services projects from early design stage?

This is a strategically important Specification Sales Manager opportunity with a global leader in intelligent fluid flow and energy efficient HVAC systems.

Our client develops advanced pumping, hydronic, heat transfer, HVAC and digital solutions that improve building performance, reduce energy use and support lower carbon operation across major commercial and mission critical environments.

The Specification Sales Manager will develop influential relationships with consulting engineers, M&E consultants, building owners, developers and other key project stakeholders, positioning their solutions at the earliest stages of the project lifecycle.

This is an influence led technical specification role, not a transactional product sales position.

The successful individual will act as a trusted specification partner, understand technical and commercial requirements, shape engineered solutions, secure the company as the Basis of Design and maintain engagement through tender, procurement and commercial delivery.

Why This Role Stands Out:

• Represent a global engineering business at the forefront of Commercial HVAC systems, intelligent fluid flow, HVAC efficiency and sustainable building performance.

• Take ownership of influential relationships across the M&E consultancy, building services and wider project stakeholder community throughout the East Midlands and Northern Home Counties.

• Influence technically complex projects from the earliest design and specification stages, including RIBA Stages 1 to 4.

• Work across commercial buildings, district energy, healthcare, industrial and data centre projects, including new build and retrofit applications.

• Promote a broad portfolio spanning pumps, hydronics, heat transfer, HVAC solutions, digital technologies and energy efficient systems.

• Work with engineering and commercial teams to turn early-stage specification influence into measurable project and revenue opportunities.

Key Responsibilities:

• Develop influential relationships with consulting engineers, M&E consultants, building owners, developers, end users, operators, mechanical contractors and other project stakeholders.

• Promote the full portfolio of pumps, HVAC, hydronic, digital and energy efficient engineered solutions.

• Identify projects early and establish where you can add technical and commercial value.

• Understand customer design, operational, energy and performance requirements before recommending appropriate engineered solutions.

• Influence design criteria and secure HVAC solutions as the Basis of Design through credible technical guidance and consultative selling.

• Deliver professional CPDs, technical meetings, workshops, product demonstrations and specification discussions.

• Develop new relationships while strengthening established consultants, end user, developer and strategic account partnerships.

• Track projects from early design and specification through tender, procurement and delivery, maintaining visibility and protecting the business’s position.

• Work closely with engineering and commercial teams to ensure solutions are technically achievable, commercially viable and properly supported.

• Maintain continuity between specification influence and commercial conversion, progressing qualified opportunities towards order.

• Maintain accurate CRM records, project tracking, pipeline visibility, forecasting and opportunity qualification.

• Monitor competitor activity, market trends and emerging project opportunities across the territory.

• Represent the business professionally at consultant meetings, presentations, exhibitions, industry events and professional forums.

What they are looking for:

• An accomplished technical specification sales professional with a demonstrable track record of influencing consulting engineers, M&E consultants and other professional project stakeholders.

• Substantial experience within HVAC, mechanical building services, hydronics, pumping, heat networks, district energy, critical cooling or a closely aligned engineered systems environment.

• Strong understanding of mechanical building services including pumps, chilled and heating water, heat transfer, hydronics, energy efficient HVAC and critical cooling.

• Direct pump or hydronic experience would be highly advantageous, although strong specification experience from an aligned mechanical building services sector may be equally relevant.

• Strong understanding of specification led project sales from concept and design through tender, procurement and delivery.

• Experience identifying technical requirements and developing appropriate product, system or application solutions.

• Strong commercial awareness and an understanding of how specification activity and technical influence convert into profitable revenue.

• Confidence presenting to consulting engineers, building owners, developers, end users and senior decision makers.

• Strong relationship development and new business capability, with the confidence to create opportunities rather than rely on established accounts.

• Ability to interpret construction drawings, specifications and electrical or hydraulic schematics and translate requirements into practical solutions.

• Experience securing specifications and positioning engineered solutions during early design stages, including RIBA Stages 1 to 4.

• Knowledge of commercial buildings, healthcare, district energy, industrial or data centre environments would be highly relevant.

• A stable and successful career history within technical specification, consultant or engineered systems sales.

Attributes & Mindset

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