Specification Manager (Area Sales Manager) (m/w/d) North area

Specification Manager (Area Sales Manager) (m/w/d) North area

The Company

The company is a building materials company based in Northern Europe that is active in over 80 countries and operates over 210 factories with over 22,000 employees. The company is divided into six divisions: Insulation Panels, Insulation, Light & Air, Water & Energy and Data & Flooring, Roofing & Waterproofing. The Insulation division works with a focus on innovation, sustainability, safety and more space for design and inspiration, our client is helping to build the homes, business premises and industrial buildings of the future. The company is a world leading manufacturer of high performance insulation solutions for the building envelope. High-performance insulation materials for the entire building envelope:
Insulation materials made from Resol or rigid polyurethane foam for building envelopes in residential, commercial and industrial buildings
High insulation values up to λ(D) 0.021 W/(m-K)
Vacuum insulation systems with a thermal conductivity of λ(D) 0.007 W/(m-K)

Main Purpose of the Role

The main purpose of the role is to generate demand for the products through distributors and/or the specification. As a key part of a wider team, you will work in close collaboration with the Specification team and the Head of Sales & Specification with the extended support of the office based service functions including the technical, marketing, and commercial service teams. You will be responsible for the regional sales by managing all sales opportunities with customers within your territory.

Main Duties & Responsibilities

• Develop relationships with the most important decision makers for Insulation products: merchants, architects, installers,…
• Define yearly regional sales plan: key customers, customer targets and execution plan
• Generate specification for major projects and construction framework opportunities within your territory.
• Manage the conversion of all opportunities with the required stakeholders: from the architect stage through to the contracting stage with the distributor.
• Transfer in a timely manner all sales referrals to the internal commercial team and referring all façade and roofing specification opportunities to the façade and roofing team.
• Maintaining your territory’s opportunities through the effective input, analysis, and maintenance of opportunity data within the CRM system.
• Identify trends within your construction market and effectively communicate potential threats and opportunities for the product range.
• Insuring that customer service standards are continuously maintained and all opportunities for improvements are effectively communicated.
• Use agility to continuously support and develop the regions strategic objectives for the product range.

In addition to your regular duties, you will need to:

• Participate in all related product, performance, technical, and regulatory training as defined under the SKEB (Skills, Knowledge, Experience, and Behavior) competence scheme.
• Report any issues or potential issues which you find or are made aware of.
• Plan and implement effective corrective action(s) to eliminate causes of non-conformities or other undesirable situations.
• Highlight any training needs for your role with your line manager

Role requirements

• 3-5 years of work experience in a commercial and/or technical role, preferably in a B2B environment
• Knowledge of and insight into the commercial process
• Architectural knowledge is a plus
• Experienced user of automated data processing
• Knowledge of MS Office
• Very good knowledge of the respective national language and English (oral and written)

Personal Competences

Planning:
Determine objectives and priorities effectively and plan necessary actions, time and resources to achieve corresponding goals.

Communication skills:
Able to communicate ideas and information clearly both verbal and in writing, in such a way that the essence is understood, with effective use of the existing means of communication. Uses an appropriate skill or an appropriate way of communicating depending on the situation or intention.

Professionalism:
The extent to which someone possesses professional knowledge, expertise and skills, needed to execute the job adequately.

Customer focused:
The ability to anticipate and cater to questions, wishes, needs and interests of both internal and external customers.

Commercial orientated:
Seeing opportunities in the market and acting on it. Taking responsible risks to gain businesswise profit.

Driving innovation:
Generating and stimulating new, original ideas, methods and applications. Initiating improvements and have a curious mind on future renewal of strategy, methods, processes, products, services and markets.

Being respectful:
Open, honest and transparent in communication. Willing to listen to other points of view without judgment and to be open to other methods. Giving and asking constructive feedback.

Being an entrepreneur:
Strive for continuous improvement. Dare to make mistakes and learn from them. Being open to changes and new methods. Proactively come up with ideas and solutions. Take action, work out scenarios, persevere after setbacks.

Being a team player:
Active collaboration; help and support colleagues in contributing to the achievement of common objectives. Use each other’s qualities.

Taking ownership:
Being accountable for achieving results. Focussing on how to exceed expectations and targets. Making timely decisions on simple and complex issues. We accept responsibility for our actions.