Position: Manager - Specifications & Business Development
Job Location: Regional location - North / West / South / East India, with extensive travel within the assigned region
The Manager - Specifications & Business Development will be responsible for developing and strengthening specification-driven business across the assigned region. The role will focus on creating awareness and preference for solutions among key specifiers and decision-makers, securing product specifications and vendor approvals, mapping and tracking projects, developing strategic relationships, and converting specification opportunities into sustainable business in close coordination with the regional sales and technical teams.
Job Description / Responsibilities
1. Regional Specification Strategy & Business Development
- Develop and implement a specification and business development plan aligned with overall business objectives and regional sales strategy.
- Identify priority market segments, key accounts, consultants, projects and institutions where solutions can be specified and established.
- Promote Concrete Admixtures, Waterproofing, Technical Mortars, Sealants & Adhesives, Structural Fibres, Protective Coatings and other allied solutions.
- Increase awareness, technical acceptance and market visibility of the brand across the assigned region.
- Identify new applications, customer segments and project opportunities that can generate sustainable business.
2. Consultant & Key Specifier Management
- Develop and maintain strong, long-term relationships with Architects, Structural Consultants, PMCs, Government Agencies, Developers and other key specifiers.
- Understand consultant and client requirements and position appropriate solutions at the design and specification stage.
- Conduct regular technical interactions, presentations, seminars and knowledge-sharing sessions with key influencers and decision-makers.
- Build a structured database of key specifiers and maintain regular engagement plans for priority accounts.
- Develop as a preferred technical solution partner among leading consultants and institutions.
3. Product Specification & Vendor Approvals
- Drive product specifications, approved-make listings, vendor enlistments and technical approvals with consultants, developers, contractors, Government departments and other institutions.
- Prepare and submit technically sound product data, system descriptions, compliance documents, method statements and other supporting information required for approvals.
- Coordinate internally with Technical, R&D, QA and Product teams to address technical queries and approval requirements.
- Track specifications from initial recommendation through approval, tendering, procurement and project execution to improve conversion into business.
- Identify gaps in specifications and recommend corrective actions to improve chances of project conversion.
4. Project Mapping, Tracking & Conversion
- Develop and maintain a comprehensive regional project database covering upcoming, ongoing and planned projects.
- Map key stakeholders, decision-makers, consultants, contractors, developers, project timelines, specifications and procurement stages for each priority project.
- Track project progress and identify opportunities for solutions at the appropriate stage of the project cycle.
- Work closely with Regional Sales Managers and Area Sales Managers to hand over qualified opportunities and support conversion into orders.
- Monitor specification-to-order conversion and identify reasons for lost opportunities.
