Specification Sales Manager

What is the role:

To identify key projects and customers at pre-tender stage and develop opportunities to present CMS Danskin Acoustics solutions to key stakeholders during concept and technical design stages. The role will build a specification and sales pipeline to support delivery of the commercial strategy for the nominated region, identify intrinsically linked key accounts and develop sales and margin growth. The role is also responsible for generating, identifying and managing sales leads and enquiries through the sales process, providing robust solutions to defend and maintain specifications.

What you will be doing:

• Promote the CMS Danskin Acoustics brand and educate potential clients on product range and system benefits through direct engagement, face-to-face appointments and CPD seminars, for the following product groups – Leisure, Commercial Flooring, Acoustic Flooring, Acoustic Lagging, Vibration.
• Ask qualifying questions and obtain clear client briefs to support client-driven solutions on a project-by-project basis.
• Understand and maximise inbound opportunities, including engagement via NBS and website analytics.
• Take an active, consultative problem-solving approach and act as a trusted advisor to specifiers and contractors during design and tender stages.
• Develop a well-qualified, accurately forecasted project pipeline to provide workflow as part of the business development focus.
• Liaise with internal teams to maximise product volume potential on projects and protect against competitor threats.
• Manage and develop a portfolio of customers within a set region, understand customer needs and plan/report accurately on the region monthly or quarterly.
• Maintain accurate project-based pipelines and forecasts and report clearly on current sales position.
• Apply an understanding of the RIBA flow of work and stakeholder responsibilities throughout design and procurement process using a right stage, right product, right person approach.
• Develop understanding of the wider market, competitor activity and any emerging challenges.
• Build a robust and profitable project pipeline to futureproof CMS Danskin Acoustics business and increase market penetration across product ranges.
• Drive profitability and strong conversion rates in projects communicate to peers and the internal sales team.
• Work with project tracking support and technical colleagues to ensure projects are tracked through the business-wide CRM system.
• Be accountable for performance against revenue and margin budgets
• Manage diary planning and prioritisation effectively and cold call when appropriate.
• Identify and develop new and existing accounts.
• Build strategically important relationships with multiple stakeholders, understand customer needs and involve appropriate colleagues when required.
• Maintain quality CRM records and use PowerBI to understand sales performance.
• Increase sales and margin and ensure price increases are driven through to customers.
• Support and communicate effectively with Internal Sales and Technical teams.
• Identify new opportunities and markets for products and services.
• Make commercial decisions and understand their implications.
• Use the diamond approach for key account management to grow sales and margin through cross-selling and differentiation from competitors.
• Use the wider CMS Danskin Acoustics team to overcome customer barriers to sales.
• Present confidently to a wide variety of audiences.
• Carry out any other reasonable duties within individual capability.

What you will bring:

Must Have:

• Project-based sales approach with understanding of construction project procurement.
• Ability to spot opportunities and leads to sell all CMSDA products across - Leisure, Commercial Flooring, Acoustic Flooring, Acoustic Lagging, Vibration.
• Ability to capture accurate project briefs and ask qualifying questions to ensure product proposal accuracy.
• Strong communication skills, including clear and concise written and verbal communication and confident presentation skills.
• Business acumen, analytical skills and ability to strategize and prioritise workflow.
• Ability to negotiate, manage objections and make commercial decisions.
• Accurate CRM/project reporting, good data accuracy and high attention to detail.
• Self-driven, motivated, target-driven and collaborative approach.
• General construction knowledge and awareness of market/competitor activity.

Desirable:

• Awareness of key regulatory and insurance issues affecting the industry.
• Experience managing key accounts and applying structured account management approaches.
• Experience using website analytics, NBS and PowerBI to support sales activity.
• Ability to adapt to changing market challenges

What we offer:

• Highly Competitive salary with annual pay award and excellent bonus scheme
• 25 days holiday + 8 bank holidays. Company closed during Christmas period.
• A great pension, with SIG contributing up to 7.5% and up to 4x life insurance.
• Car allowance
• Money saving with retail discounts via colleague portal
• Cycle to Work scheme.
• Share Incentive Scheme

At SIG, we recognise the value our employees bring. In return, you’ll be part of a supportive team with opportunities to grow, train, and build a long-term career.

SIG is committed to creating a fair and inclusive environment where employees feel safe, proud, and valued. We welcome talent that reflects the diverse customers and communities we serve. If you require any accommodations during the recruitment process, please let us know.