BMI UK&I have an exciting permanent opportunity for a Project Specification Manager - Flat Refurb to join our team. Reporting to the Regional Sales Director - Flat, this role is home based but will require travel around the South West of England.
Role Summary
The purpose of this role is to be a solution‑oriented driver, focused on integrating BMI's comprehensive system offerings to deliver significant value to our clients. A key objective is to maximise the utilisation and benefits of our SpecMaster systems and guarantees.
Responsibilities
- Customer Engagement: Conduct a minimum of 12 customer visits per week to build relationships, understand needs, and identify opportunities.
- Specification‑Driven Sales: Focus on promoting and selling BMI's full system offerings, emphasising their value and benefits within project specifications.
- Guarantee & Site Support: Provide expert support related to specification guarantees, including conducting site visits as needed to ensure proper implementation.
- Sales Forecasting & Demand Planning: Develop and manage accurate sales forecasts and demand plans to ensure optimal product availability and resource allocation.
- Business Development: Proactively identify and pursue new business opportunities to expand market share and drive revenue growth.
- Strategic Alignment: Ensure all sales activities are fully aligned with overall portfolio strategies and target market objectives.
- CRM Management: Maintain comprehensive and up‑to‑date records of all customer interactions, activities, and opportunities within the C4C system.
Key Skills
- Solution Selling: Expert ability to identify customer needs, articulate complex product and system benefits (BMI full system offerings), and present integrated solutions that add clear value.
- Technical Product & System Knowledge: Deep understanding of relevant building materials and systems, particularly those related to BMI's offerings. Crucially, in‑depth knowledge of the SpecMaster system and associated guarantees is essential.
- Specification Management: Strong ability to read, interpret, and influence project specifications. Experience engaging with specifiers, architects, and main contractors.
- Business Development: Proven ability to proactively identify, qualify, and secure new business opportunities, driving sales growth.
- Sales Forecasting & Planning: Proficiency in developing accurate sales forecasts and contributing to demand management planning.
- CRM Proficiency (SAP C4C): Highly skilled in maintaining accurate and comprehensive activity, opportunity, and client data within the C4C system.
- Client Relationship Management: Excellent interpersonal skills to build and maintain strong, long‑term relationships with clients.
- Presentation & Communication: Clear, concise, and persuasive verbal and written communication skills for client interactions, presentations, and internal reporting.
- Problem‑Solving: Aptitude for addressing client challenges, technical queries related to specifications or site conditions, and offering effective solutions.
- Time Management & Organisation: Exceptional ability to plan and execute a high volume of client visits (12 per week), manage a sales pipeline, and handle administrative tasks efficiently.
Key Competencies
- Customer Centricity: A genuine passion for understanding and solving client problems, consistently aiming to add value through BMI's solutions.
- Proactivity & Initiative: A self‑starter who consistently seeks out new opportunities, drives activity, and takes ownership of outcomes.
- Results‑Orientation: Driven by targets, highly motivated to achieve sales goals and maximise the adoption and use of SpecMaster and BMI guarantees.
- Accountability: Takes full responsibility for commitments, actions, and performance.
- Attention to Detail: Critical for managing specifications, guarantees, and CRM data accuracy.
- Commercial Acumen: Understanding of market dynamics, competitive landscape, and how to position BMI's offerings for optimal commercial success.
- Adaptability: Ability to adjust approach based on client needs, market changes, or specific project requirements.
- Collaboration: Willingness and ability to work effectively with internal teams (e.g., technical support, operations, marketing) to deliver integrated solutions.
Key Experiences
- Proven Sales Experience: A number of years of successful experience in a sales, technical sales, or business development role within the building materials or construction industry.
- Solution & Specification Sales: Demonstrable experience in selling complex solutions (not just individual products) and working closely with product specifications.
- Technical Product Knowledge (Specific to BMI's offerings): Strong background with products or systems relevant to BMI's full offerings (e.g., roofing, waterproofing, insulation), ideally with exposure to design and guarantee aspects.
- CRM System Experience: Practical experience using CRM platforms for sales management, with a strong preference for SAP C4C.
- Field‑Based Sales: Proven track record of managing a sales territory with a high volume of client visits.
- Business Development Success: Evidence of having successfully generated new leads, converted prospects, and grown revenue.
- Site Engagement: Experience conducting site visits and liaising with contractors, project managers, or technical teams.
- Experience in the UK building and construction market.
Benefits
- A competitive base salary
- Substantial bonus
- Private medical insurance – dependant on role
- Company matched pension contributions between 4% and 8%
- Income protection and life insurance
- EAP program
- A host of other benefits such as cycle to work scheme and EV scheme.
We are an equal opportunities employer and believe that everyone should be treated equally, regardless of their religion, beliefs, age, gender, gender reassignment, race, disability, marital or civil partnership status, pregnancy or maternity, sexual orientation or any other protected characteristic.
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