Specification & Contractor Manager -HVAC

Job Description

Vacancy No 5602

Job Title SPECIFICATION & CONTRACTOR SALES MANAGER Location: SCOTLAND & NORTH EAST

PLEASE NOTE:

This is a field-based regional position covering Scotland and the North East of England.

Candidates based in Scotland will ideally be located across the Central Belt, providing strong access to Glasgow, Edinburgh and the wider Scottish market. Candidates based within the North East of England will also be fully considered, particularly those around Newcastle, Durham, Teesside and surrounding areas, provided they are comfortable travelling regularly into Scotland and can demonstrate the ability to develop and manage the territory effectively.

Job Description Are you a commercially strong and technically credible building services sales professional with the ability to influence specification, develop relationships with leading consultants and M&E contractors, and take complex project opportunities from initial design through to commercial conversion?

We are partnered with a highly respected global engineering and manufacturing business with an outstanding reputation across the commercial HVAC, hydronic and building services market.

Our client provides an extensive portfolio of technically advanced fluid flow and building performance solutions, including commercial pumping systems, pressurisation equipment, packaged hydronic systems, heat exchangers, intelligent controls, automation, energy optimisation technology and associated lifecycle support.

The business has established a strong position within the market through engineering expertise, energy efficient technology and a consultative approach to system performance, helping consulting engineers, contractors, building owners and operators improve system efficiency, reduce energy consumption and achieve better long-term building performance.

This represents an excellent opportunity to take ownership of a strategically important territory covering Scotland and the North East, combining specification development with contractor engagement and project conversion.

This is not simply a traditional specification role. The successful individual will be expected to create demand, secure product and system specification, build strong relationships across the consultant and contractor communities and remain commercially involved as opportunities move through tender, contractor selection, technical review, negotiation and final order placement.

For the right person, the role offers significant autonomy, excellent technical support, a highly credible product and solutions portfolio and genuine long term career opportunity within an internationally established engineering organisation.

The Company Our client is a globally established engineering and manufacturing business specialising in advanced fluid flow, hydronic and building performance technologies.

The organisation provides a comprehensive portfolio of commercial pumps, intelligent variable speed pumping systems, pressurisation solutions, packaged hydronic systems, heat exchangers, controls, automation, optimisation platforms and associated technical and lifecycle services.

Its approach extends considerably beyond supplying individual pieces of equipment. The business works with consulting engineers, M&E contractors, building owners, operators and other building services professionals to optimise complete systems, improve energy performance, reduce operating costs and support increasingly demanding sustainability and carbon reduction objectives.

Solutions are deployed across a broad range of commercial and technically demanding environments, including offices, healthcare, education, data centres, district energy, government, hospitality, retail, transportation and wider industrial applications.

The company combines established engineering expertise with significant investment in intelligent control, connected technology, energy optimisation and system performance, providing a highly differentiated proposition within the modern building services market.

The Opportunity Our client is looking to appoint an experienced Specification & Contractor Sales Manager to develop its position across Scotland and the North East of England.

This is a senior field-based sales position combining consultant specification activity with direct engagement across the M&E contracting community. You will identify projects at the earliest possible stage, develop relationships with consulting engineers and key decision makers, influence system design and product selection and secure specifications for the company’s technical solutions.

Crucially, your involvement will continue as projects progress into the contracting and procurement stages. You will work closely with M&E contractors and other relevant project stakeholders to protect specifications, support technical and commercial discussions, identify project changes and value engineering activity, manage competitive pressure and maximise the likelihood of successful order conversion.

The role therefore requires somebody capable of operating effectively at both the technical specification and commercial contractor stages of the project cycle. You will be supported by experienced internal technical, engineering, applications and commercial teams, although the territory itself will require a high degree of ownership, organisation and proactive market development.

The Role This is a field based regional sales position focused on specification development, contractor engagement, project conversion and long-term commercial growth across Scotland and the North East.

You will promote a comprehensive portfolio of commercial fluid flow and hydronic solutions, including commercial pumps, intelligent variable speed systems, pressurisation equipment, packaged solutions, heat exchangers, controls, automation and energy optimisation technologies.

A significant proportion of the role will involve developing and maintaining relationships with consulting engineers, building services consultants, mechanical designers, M&E contractors and other influential project stakeholders.

You will identify and track projects from the earliest design and specification stages, establish technical requirements, influence equipment and system selection and position the company’s solutions around energy efficiency, lifecycle performance, reliability, installation benefits and whole system optimisation.

As projects progress, you will remain actively involved with contractors and other commercial stakeholders, supporting technical clarification, tender activity, product selection, commercial negotiation and specification retention through to final order placement.

Responsibilities

• Develop and grow sales activity across Scotland and the North East of England
• Build, maintain and strengthen relationships with consulting engineers, building services consultants, mechanical designers, M&E contractors and other key industry stakeholders
• Identify major projects and opportunities at the earliest possible stage and develop appropriate account and project strategies
• Influence HVAC, hydronic and building services system design and secure specification for the company’s products and engineered solutions
• Promote commercial pumps, intelligent variable speed pumping technology, pressurisation equipment, packaged hydronic systems, heat exchangers, controls, automation, optimisation solutions and associated technologies
• Develop technically credible value propositions around energy efficiency, lifecycle performance, system optimisation, reliability, installation benefits and operating cost reduction
• Deliver technical and commercial presentations, seminars and project meetings to consultants, contractors and other relevant stakeholders
• Work closely with consulting engineers throughout concept, design and specification development
• Maintain involvement as projects move from specification into tender, contractor appointment, procurement and delivery
• Develop strong commercial relationships with regional and national M&E contractors operating across the territory
• Protect specifications and respond effectively to competitive substitution, value engineering exercises and changing project requirements
• Support contractors with product selection, technical clarification, application requirements, quotations and commercial discussions
• Manage opportunities through quotation, negotiation and final order conversion
• Work closely with internal technical, applications, engineering and commercial teams to develop appropriate customer and project solutions
• Maintain a detailed understanding of the regional project pipeline and identify future market opportunities
• Develop strategic relationships with major consultant practices and contracting organisations
• Maintain accurate CRM, pipeline, forecasting and project information and provide clear territory and market intelligence to the wider business
• Monitor competitor activity and identify areas where the company can strengthen specification, contractor engagement and regional market share
• Take full commercial ownership of the territory and develop a structured long-term plan for sustainable growth

Knowledge, Skills and Experience Required Essential experience and attributes include:

• Proven sales experience within commercial HVAC, building services, hydronics, pumps, mechanical systems or a closely related technical market
• Strong understanding of the UK building services project environment

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