Job in Focus: Specification Sales Job in London for Commercial Roofing Products - £80k OTE

Our latest Job in Focus for is an excellent Specification Sales job in the London area for an innovative manufacturer of Commercial Roofing Products to architects, surveyors, contractors and local authorities. It comes with an £80k OTE.

Our Construction & Building Industry Job in Focus feature takes a detailed look at some of the fantastic sales & marketing construction and building materials job vacancies currently on our books. 

Job in Focus is also promoted on our website. www.pinnacleconsulting.co.uk

Job Title: Specification Sales Executive
Job Ref: J8280

Product: Commercial Roofing

Location: London 

Salary: £50k (80k OTE)

Manufacturer of commercial roofing products. Selling to architects, surveyors, contractors, local authorities. 

Package: £50K basic with £80K OTE. Car or allowance, mobile, laptop, healthcare, pension. 

Employer: A well established an innovative manufacturer of commercial roofing products, well known for career development opportunities. 

Job Description: An excellent opportunity to pick up an established patch with fantastic growth potential. Marketing the full range of products with architects, surveyors, local authorities as well as following the process through with contractors. This is a project led specification role where you will be responsible for influencing at all points. 

Area: Field based role covering London - candidates must live wihin the M25. 

Person: We are seeking a high calibre field sales professional with experience of selling a commercial roofing product via specification with architects or surveyors. The client would also consider a contractor facing candidate who understands the products. 

For further information or to discuss your career options contact Adam Paine on 01480 405225 or apply online.

Search for more building products sales jobs >>>

Job in Focus for Feb: Specification Sales role for Bathroom Products in South

Our latest Job in Focus is a Specification Sales role responsible for the South of England and working in conjunction with your Northern counterpart. The role is in the bathroom and heating sector and you'd be responsible to drive specifications with Local Authorities and House Associations.  The business would be out through National Merchants.

Each month our Construction and Building Industry Job in Focus feature takes a detailed look at some of the fantastic sales and marketing construction and building materials job vacancies currently on our books. Job in Focus is also promoted on our website. www.pinnacleconsulting.co.uk 

Job Title: National Specification Manager
Product: Bathroom Products
Location: South
Salary: £52k
Sector: Management

EMPLOYER: Our Client are a market leading Bathroom / Heating product manufacturer with a superb reputation and a long established history in this sector. 

JOB DESCRIPTION: They are now looking to recruit a new National Specification Manager to take control of developing their specification business. This person will be tasked with gaining secure specifications predominantly with Local Authorities & Housing Associations plus some Private House Builders. This will include both new build projects and refurbishment programmes. They will also work closely with Contract Offices within the National Merchants to ensure a smooth supply chain, gaining leads and chasing project opportunities. This person is likely to spend the majority of their time in the Southern half of the UK, working closely with a counterpart in the North. 

LOCATION: South - ideally living Hertfordshire, Bedfordshire, Buckinghamshire, Oxfordshire, Northamptonshire, London, Cambridgeshire, Berkshire etc 

CANDIDATE: We are looking for high calibre candidates who can demonstrate a clear track record of success gaining secure specifications within the Local Authority & Housing Association sector with strong contacts and a structured, organised work ethic. Product knowledge is not important but clearly an understanding of Heating, Plumbing, Bathrooms, Kitchens etc would be an advantage. 

PACKAGE: On offer is a basic salary likely to be between £42k - £52k plus excellent bonus scheme, quality car and all the normal benefits associated with a position of this seniority. 
Please contact Colin Hoy for more information or a confidential discussion on 01480 405225 or apply online.

A Guide to Specification Sales Jobs

Specification selling is now more important than ever for a manufacturer of building products. A specification sales job allows you to directly influence the product selection for a project and puts the control in your hands rather than that of another party. However many people are not exactly sure what the role involves - we have produced a guide to assist.

Specification sales jobs are exciting and rewarding positions that should be considered by anyone looking to develop a sales career in the building products industry. It requires a more technical approach and different skill set to traditional account sales, to find out more and if it is right for you, download our guide to understanding specification sales from here.

If you would like to discuss your career further, you can speak with one of our industry consultants on 01480 405225 or search for the latest sales jobs in the building products industry.

Featured Specification Sales Jobs in the Building Products sector - January 2014

January 2014: It has been a positive start to the year for building and construction products' manufacturers and distributors. There has been an increase in demand for products resulting in many starting to recruit to enhance their sales teams.  We have some excellent sales vacancies on our books and, this month, we focus on Specification Sales roles throughout the UK. Specification selling is now a crucial part of a companies sales strategy.

If you are interested in any of these roles or are looking to develop your career, contact us or take a look at our website for more details on specification sales jobs.

• Call us on 01480 405225 to discuss any of our current vacancies
• Email us on recruit@pinnacleconsulting.co.uk
• Visit our website at www.pinnacleconsulting.co.uk to find out about our full range of recruitment services for the building products sector.

Keep informed of ALL our latest jobs when they become available on our Facebook page. Remember to click LIKE! to ensure you receive the full benefits of news, jobs, entertainment, articles, events and promotions.

See below for full details of our featured jobs (click 'Read more' if required).

Specification sales in the construction industry

We hope that you have enjoyed our series on specification sales and trust that it has given you an enhanced understanding of what is involved in the role and if it is right for you.

Specification selling allows you to directly influence the product selection for a project and puts the control in your hands rather than that of another party.

A Specification Sales Job is an exciting and rewarding position that should be considered by anyone looking to develop a sales career in the building products industry. If you would like to discuss a career in specification sales, you may wish to attend one of our PinBuild Career Development Clinics.

Specification selling is now more important than ever for a manufacturer of building products and will only become more important. Take another look at our series by following the links below:

Part One: What is specification selling?

Part Two: The mistakes to avoid

Part Three: The skills needed to succeed

Part Four: What is different about specification selling?

Part Five:  Why it is so rewarding and what are the career development opportunities?

MORE USEFUL ADVICE COMING SOON!
Keep checking in on the Pin Board blog for future features based on the experiences of people from within the building and construction industry.

Pinnacle Consulting is a specialist recruitment consultancy for the building products sector. Call our expert building industry recruitment consultants for a discussion on your career on 01480 405225.

www.pinnacleconsulting.co.uk

Building a career in specification sales - Part 5 'Why specification selling is so personally rewarding'

In the final part of our interview with Shaun Davies, Technical Consultant at Rockwool UK, we find out why specification sales is so rewarding to him and how he has ended up as a Specification Consultant in the building product industry.

Pin Board: "What do you love about specification selling?"

Shaun: "I love my job for many reasons and I look forward to each day as it offers complete variety and keeps you interested and your brain switched on.

"It gives you control as, more than any other type of sales; you have a greater ability to influence the decision for your product to be used. It also allows you to feel as though you are making a difference to people and the environment, as the products that I recommend improve the standard of living, reduce energy bills and help to create a greener world. That might sound corny, but it does make you feel that you are contributing.

"Specification selling is a safer and more reliable environment than standard sales, as you are measured on other factors rather than just orders and with not being so reliant on commission, due to a higher basic wage, this allows you to take a long-term approach to the role and develop the job and yourself."

Pin Board: "What career development opportunities are there?"

Shaun: "I have been lucky to progress my career over the years to be in a position where I am at a world-leading company that offers superb training and development opportunities. Of course, moving to companies with larger product ranges and greater opportunities on a worldwide basis is open to everyone. However, I would say that loyalty and stability in a specification role is viewed with much more respect than it is in a regular field sales job.

"There are many opportunities to manage specification teams on a regional, national or worldwide basis or to specialise in a particular sector. Many also develop a career in product development or as a Technical Manager/Director or even end up sitting on trade bodies and advising on regulations within the industry.

"You can make the role your own and should always be learning and acquiring new knowledge, which is key to the role and through owning this knowledge your value in the industry grows."

Pin Board: "How did you end up in specification sales?"

Shaun: "I actually started my working life in retail, when I co-owned a sports shop. In hindsight this gave me the basic skills needed to succeed in specification sales, as I had to find a solution for people’s very different requirements with an appropriate product – although I can’t say I miss people’s smelly feet when advising on trainers to meet their fitness or running needs!

"After selling the sports shop, I started my career in the building and construction industry, working in fire protection for Astroflame. I started in internal sales and customer service, which meant that I dealt with the whole spectrum of people involved in the selection and sale of their products. By working for a small close-knit company it gave me an excellent foundation to understand the bigger picture.

"After a number of years I left Astroflame as Sales Manager and joined PFC Corofil, the leading UK company that actually first developed passive fire protection products, as their Business Development Manager. At PFC I answered technical calls from the office and also on-site, this helped me to develop their product range and support services to meet the changing needs of the market. I would actively seek out new projects and spend my time advising on regulations and how to meet them.

"During my time at PFC I learnt how not to miss an opportunity to sell their whole range by always asking the question “What are you doing with/for that, etc, etc.” I also dealt with distribution on a national basis including speaking direct to their customers as well as putting business their way.

"I then developed my career by becoming a Firestop Specialist at the world-leading construction company, Hilti, providing site support services. This gave me valuable enhanced understanding of the requirements of the whole specification chain, not just firestopping. This provided the missing knowledge and experience to allow me join Rockwool in the role I have always been looking for.

"Good luck in your career!"

Part One: What is specification selling?

Part Two: The mistakes to avoid

Part Three: The skills needed to succeed

Part Four: What is different about specification selling?

Part Five:  Why it is so rewarding and what are the career development opportunities available?

Pinnacle Consulting is a specialist recruitment consultancy for the building products sector, if you are interested in developing a career in Specification Sales in the building materials' industry then please contact us to discuss the Specification Sales Job right for you. Call our expert building industry recruitment consultants for a discussion on your career on 01480 405225.

Pin Board will continue to assist job seekers and recruiters in the building product industry with further interviews with professionals from the sector. Keep checking in on the Pin Board blog or make sure that you are alerted to their publication by signing up to our social media sites.

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Credits
With many thanks to Shaun and to Rockwool, a leading supplier of stone wool insulation materials for thermal, fire and acoustic protection. For more information on Rockwool www.rockwool.co.uk

Building a career in specification sales - Part 4 'What is different about specification selling?'

In part four Shaun Davies, Technical Consultant at Rockwool UK discusses some of the key differences between regular account sales and specification sales in the building product sector. 

Pin Board: "What are the main differences between specification selling and account sales?"

Shaun: "A specification sales position is quite different to a traditional sales job in the building industry, although many make a successful transition between the two. The key differences that you can expect to find are:

• You are very much seen as a trusted person: In my opinion you are not a salesperson but a consultant and a consultant is not viewed in quite the same way as a salesperson. What you say is taken on trust and your reputation relies on it. Keep the trust and you will keep your contacts and reap the reward. Your company will benefit from increased brand loyalty and gain competitive advantage that will lead to repeat orders and enhanced business relationships.

• You are working on multiple projects at the same time: This can get very confusing and excellent time management skills are needed as well as careful preparation for each call. It is not something that you can do ‘off the cuff’ as can be the case in account sales.

• You are selling on value, benefits, regulations and standards: This is different than dealing with buyers, pricing, codes, stock, merchandising, promotions, lead-times, missed delivery problems and having a more basic product knowledge. In specification selling you will need to have an excellent technical understanding of your products and the standards and regulations that apply.

• You are dealing with many people across multiple job functions: This means that your ability to be flexible is paramount. You will not get an instant high and boost from an order on a daily basis, but you will see a much longer-term benefit, which is much more rewarding. The order that you are responsible for getting will usually be very large.

• Your efforts feed account sales: Specification sales should build a close relationship with accounts sales as you will be responsible for giving a particular merchant the opportunity to provide the stock for the project that you have secured the specification on. The relationship between the contractor, salesperson and the merchant is an important part of the whole process.

• You need to prove everything you say and have the evidence to support it: It is vital that your company provides you with the resources to do this. When something is ‘specified’ it adds a lot of value and with this comes responsibility.

"Hopefully you are still interested in specification selling and feel that the key differences appeal to you and don't forget you will spend much of your time on-site!"

In the final part of the series Shaun will be letting us know why he loves specification selling, how he ended up in specification sales and the career development options available.

Part One: What is specification selling?

Part Two: The mistakes to avoid

Part Three: The skills needed to succeed

Part Four: What is different about specification selling?

Part Five:  Why it is so rewarding and what are the career development opportunities available?

Pinnacle Consulting is a specialist recruitment consultancy for the building products sector, if you are interested in developing a career in Specification Sales in the building industry then please contact us to discuss the Specification Sales Job right for you. Call our expert building industry recruitment consultants for a discussion on your career on 01480 405225.

Building a career in specification sales - Part 3 'The skills needed to succeed'

In the third part of our series on specification sales in the building product sector, Shaun Davies, Technical Consultant at Rockwool UK advises on the skills needed to succeed in specification sales in the building and construction industry.

Pin Board: "What do I need to succeed in specification sales?"

Shaun: "Success in specification sales demands perseverance and certain skills. If you have them, or the capacity to develop them, then you have the ability to develop a career in specification sales in the building and construction industry.

• Understanding of standards and regulations and the ability to explain them: Impress by applying your knowledge to the issue you are facing; this demonstrates real understanding rather than just theory.

• In-depth knowledge of your product and your competitors’ product: You need to know exactly what you have to offer and what counter arguments to use to a competitor’s proposition or solution. You should always focus on the benefits that your product will bring and their key differences. It is vital that the advice should always be honest and demonstrate your integrity - you are an industry specialist and need to communicate this by your behaviour.

• Hard work and perseverance: There is rarely an easy sell in specification selling, so you must be willing to put in the time and effort researching, traveling, meeting and phoning people. If you are not willing to do this then it is unlikely that you will succeed.

• Practical experience on-site: Although this can only be gained over time, I recommend that you spend as much time on-site seeing and dealing first hand with real issues. This gives you a distinct advantage in your ability to assist the specifier and ultimately develop a favourable view of your product.

• Ability to communicate: You will be dealing with many different types of people at many different levels and all have different requirements. Some will not want to see you and some will be grateful to see you, but the one common theme is that people’s time is limited and you need to be succinct and clear in your meetings.

• Provide the information that specifiers need: You should know what information and advice people require; generally, specifiers like architects, engineers, interior designers do not want to talk to salespeople and, when you get the opportunity, you must make the most of it. An architect will need information such as technical reports and assessments. They need to be kept informed of changing regulations and standards, so make sure that they are given copies and are aware of the latest information. The contractor is more likely to need reports, test information, certification, installation guidelines and pricing and availability information. Whereas the sub-contractor is usually open to being made aware of other projects and potential sales, so keep them informed and make sure that you make the most of your time with them. At Rockwool, we want to keep everyone ‘Rockwool friendly’ as we aim to help contractors generally as well as encouraging contractors to use our product.  It is also worth considering providing courses and training offering CPD points to all concerned.

• Relationship building skills: Although you will see a lot of people, it is normally only for a limited period of time. Therefore it is vital to build a relationship with them on a personal and professional level. Remember that specifiers rarely deal with just one project and you will want to be called upon for future projects.

• Ask the question and keep your ears and eyes open: There could well be further opportunities for your company or even just for you to demonstrate your specialist knowledge, so don’t be afraid to ask the question on what they are doing in other areas, the rewards could be huge for your company and you might solve a problem and make life much easier for the specifier - which is good news for you in the long run!

"By developing and focusing on these skills and actions, your chances of succeeding in specification sales will be considerably enhanced."

In the penultimate part of our series providing career advice to those in the building product industry, Shaun will be outlining some of the major differences between account field sales roles and specification sales.

Part One: What is specification selling?

Part Two: The mistakes to avoid

Part Three: The skills needed to succeed

Part Four: What is different about specification selling?

Part Five:  Why it is so rewarding and what are the career development opportunities available?

Pinnacle Consulting is a specialist recruitment consultancy for the building products sector, if you are interested in developing a career in Specification Sales in the building industry then please contact us to discuss the Specification Sales Job right for you. Call our expert building industry recruitment 
consultants for a discussion on your career on 01480 405225.

The construction industry is the best industry in the world to work for, find out why...

www.pinnacleconsulting.co.uk

Architect/Engineer image courtesy of Ambro / FreeDigitalPhotos.net

Building a career in specification sales - Part 2 'The Mistakes to Avoid'

In the second part of our series aimed at those thinking of developing a career in specification sales in the building industry, Shaun Davies, Technical Consultant at Rockwool UK advises on the mistakes to avoid making to succeed in the role. 

Read the first part: 'What is Specification Selling" here

Pin Board: "What are the biggest mistakes that you can make in specification selling?"

Shaun: "There are a number of small errors and oversights that can have a huge
impact on your effectiveness in a specification sales role. These include:

• Not telling the truth: Never lie; it destroys trust in you and in the company that you represent. You could end up costing your company a lot of money as well as your job. If you do not know the answer, consult a colleague who is an expert in that particular field and get back to them with all the information and data they need in a mutually agreed period of time.

• Misleading or being woolly: This can be as bad as lying, as it shows that you lack knowledge and confidence and this often breaks trust in the future. It can also lead to misunderstanding from the client’s point of view, resulting in a wrong decision being made, based on lack of detail given in your advice. Once again, it is best to inform them only what you are 100% sure of and send the rest at a later date or bring in a member of your specialist team to enhance the sell. You can actually turn a negative into a positive.

• Not using evidence and practical examples: In any situation it is easier to convince someone that something will work and solve a problem if you can prove that it has worked in a similar situation. As you build your experience you should also build your database of examples to use in your negotiations. Where possible, without breaking any confidentiality clause, back your examples up with photographs, testimonials and data from previous projects.

• Not following the whole process through: A specification sale can be lost as quickly as it can be won. It is a long-term process and one that you need to keep on top of. You must ensure that you provide the correct information to all involved at the right time – otherwise your hard work can be undone and you could lose the specification. In Design and Build projects the specification is particularly likely to change, whereas it is more stable in a traditional build. The stage I would suggest that you should be most alert is at main contractor render, where the specification can be very vulnerable.

• Not keeping up to date with changes in regulations and standards: This is a schoolboy error and can destroy the trust and respect that you have developed. You are consulted for your knowledge and it must be up to date and relevant. Avoid putting yourself in a situation where the person you are dealing with knows more than you.

"If you avoid making these errors then you have the right attitude to develop and excel in the role."

In part three Shaun will be letting us know the skills and knowledge you need to possess to succeed in a specification sales job in the building industry.

Part One: What is specification selling?

Part Two: The mistakes to avoid

Part Three: The skills needed to succeed

Part Four: What is different about specification selling?

Part Five:  Why it is so rewarding and what are the career development opportunities available?

Pinnacle Consulting is a specialist recruitment consultancy for the building products sector, if you are interested in developing a career in Specification Sales in the building industry then please contact us to discuss the Specification Sales Job right for you. Call our expert building industry recruitment consultants for a discussion on your career on 01480 405225.

www.pinnacleconsulting.co.uk

Image: FreeDigitalPhotos.net

Building a career in specification sales - Part 1 'What is Specification Selling?"

Specification selling is now more important than ever for a building product manufacturer. A Specification Sales Job is an exciting and rewarding role that should be considered by anyone looking to develop a sales career in the building product industry.

As the industry continues to focus on sustainability, coupled with the tightening of building regulations, specifiers are beginning to look primarily at product benefits on-site and factors such as lifetime building operating costs and durability rather than just purchase price.

A more expensive and higher quality product can offer greater value – ensuring the correct people are aware of these benefits is the foundation of specification selling. As a result, it will encourage brand loyalty and provide enhanced competitive advantage. Another attractive benefit of specification selling is that it gives the manufacturer control over their own product, rather than the control being with the distributor, although truly effective specification selling will actually improve the manufacturer/distributor relationship and the level of business put through the stockist.

Specification selling requires a different approach and skill set to traditional account sales. In five parts Pin Board, the Pinnacle Consulting Blog, talks to Shaun Davies, Technical Consultant with Rockwool UK, on how he has developed a career in specification sales and what is involved together with his advice on how to succeed and the job satisfaction it can bring.

In the first part Shaun gives us an overview of specification selling and how it works.

Pin Board: "What is specification selling?"

Shaun: "In essence, a specification is a documented advice note informing a contractor which products and materials should be installed, the standards that they should meet and guidance on their installation.

"Specification selling is about influencing the nature of this advice note and then making sure that it matches the attributes of the product you are selling and then working with the specification chain so that your actual product is selected. This requires you to offer the specifier a large amount of readily available and relevant technical information. You will need to be supported by the internal sales office, company website/marketing materials and those involved in testing and product development to succeed. This will help to open dialogue with a specifier and, if you can make their life easier, it is easier to make contact in the future.

"However, it is a huge sales and marketing challenge and can be a very long process, involving many different people who require a variety of messages. Different people will control the specification throughout the process, so you need to ensure you are fully aware of the stage that the project is at and who is in control.

"The specification can be broken at any time and this is why you need to be involved in the project from start to finish. The best form of specification selling is when your product is the only product that ticks all the boxes. In these cases there is no ‘or equivalent’ available for the specifier to select.

"Specification selling requires a great deal of skill and hard work to be effective and to understand what is involved it is useful to know what the process is."

Pin Board: "Who exactly is the specifier?"

Shaun: "A number of people normally contribute to the specification decision that is traditionally made by the Client, Architect or Engineer. However, the people that influence their decisions are just as important, particularly when it comes to brand selection.

"A building project will have a special ‘project team’, which traditionally includes: the Client, Consultant, Architect, Engineer, Quantity Surveyor, Main Contractor and Sub-contractor. Other specialists may also be called upon when required.

"The project contract type will also vary from project to project eg Traditional, Design and Build, Management, etc and may affect your approach.

"As you can see, a specification specialist has a lot to control, understand and influence and on top of this you will normally have multiple projects to deal with."

Pin Board: "What stages does the specification decision process go through?"

Shaun: "The specification process goes through four main stages."

• The client’s brief – This usually details the functional needs of the building and other details such as overall look and required performance. This stage will drive the products that will eventually be selected.

• Specialist consultation – In order to define some of the requirements set out in the client’s brief for the building’s performance, specialist consultants in areas such as fire, acoustics, security, HVAC and sustainability, are usually brought in during this stage.

• Architect’s input – The design of the building will now be developed from the information contained within the client’s brief and the specialist advice from the consultants. It is at this stage when the project gets more detailed and product selection may be indicated –certainly in terms of specification, performance and approvals, etc. Mechanical, electrical and structural engineers are likely to work with the architect during this stage.

• Appointment of the contractor – It is often the main contractor that is responsible for product selection, although the actual decision is also often made by the sub-contractor (appointed by the main contractor) particularly in terms of brand.

"However, the role of the specification salesperson does not end there, as you will be expected to advise and assist during the installation and construction process, even once your product has been bought and delivered to site. You have control of the project in your hands - don't drop it"

In the next part Shaun will be advising those thinking of getting into specification selling on the common mistakes to avoid making.

Part One: What is specification selling?

Part Two: The mistakes to avoid

Part Three: The skills needed to succeed

Part Four: What is different about specification selling?

Part Five:  Why it is so rewarding and what are the career development opportunities available?

If you are interested in developing a career in Specification Sales in the building industry then please contact us to discuss the Specification Sales Job right for you. Call our expert building industry recruitment consultants for a discussion on your career on 01480 405225.

www.pinnacleconsulting.co.uk

Hand image courtesy of jannoon028 / FreeDigitalPhotos.net