Role Purpose

The Projects Specification Manager is responsible for building V Guard's presence in the project specification pipeline across Kerala. The role works upstream of the sale- engaging architects, MEP consultants, government bodies, and contractors to ensure V Guard's product basket is included in project specifications, BOQs and government tender documents before projects go to procurement. This is a relationship-intensive, technically grounded role that directly drives the projects business.

Role & responsibilities

1. Consultant & Specifier Engagement

- Own and manage relationships with the top MEP and electrical consultants in Kerala
- Make regular structured visits to each consultant- present V Guard's full product basket, provide technical support, and position V Guard as the preferred specification brand
- Conduct product presentations, arrange factory visits, and facilitate technical training sessions for the MEP consultants, architects and other influencers
- Ensure V Guard is included in master specification lists and standard BOQ templates used by key consultants
- Travel to consultants based outside Kerala (Bengaluru, Pune, Mumbai) if required

2. Government & Institutional Specification

- Identify and map key government departments, PSUs, and statutory bodies in Kerala that float electrical tenders (PWD, KSEB, CPWD, municipal corporations, housing boards, defence and police boards)
- Complete the documentation and approval process to get V Guard products registered and included in approved vendor lists and government specification standards
- Track upcoming tenders and projects; identify the listed contractors and initiate early engagement

3. Contractor & EPC Engagement

- Map and develop relationships with the top electrical contractors and EPC firms operating in Kerala




- Work alongside the Projects Sales team to ensure contractor preference for V Guard products at the time of procurement
- Identify upcoming projects at the pre-award stage and ensure V Guard is positioned with the contractor before competitor brands establish preference

4. Lead Generation & Pipeline Management

- Maintain a structured database of all active leads- consultant name, project name, stage, estimated value, contractor, and timeline
- Hand over sales-ready leads to the Projects team with complete context; track conversion and maintain visibility on attributed revenue.
- Provide a fortnightly pipeline report to the Regional Projects Head covering recent leads added, leads in progress, and conversions

5. Market Intelligence

- Track competitor specifier activity- which brands are being specified, which consultants are recommending competitors and why, which contractors have exclusive arrangements
- Feed market intelligence to the Marketing and Product teams to support positioning and product development decisions

Preferred candidate profile

Experience

- 15+ years of experience in specification sales, technical sales, or business development in the electrical, building materials, or construction industry
- Demonstrated experience engaging with MEP consultants, architects, or government specification bodies
- Prior exposure to the Kerala project market strongly preferred

Technical Knowledge

- Deep technical understanding of V Guard's product range wires, cables, switchgear,



modular switches, and allied products including material composition, conductor grades, insulation specifications, current ratings, breaking capacities, and compliance certifications
- Ability to read and interpret electrical drawings, single-line diagrams, BOQs, and project specifications and to articulate product suitability in technical terms that MEP consultants and government engineers find credible
- Strong working knowledge of BIS standards, ISI certification, relevant IS codes, and CPWD/PWD specification standards for electrical products sufficient to prepare or review product technical submissions for government empanelment
- Ability to position V Guard products against competitor alternatives on technical parameters conductor purity, insulation material, switchgear breaking capacity, IS compliance — to address objections in specification conversations with confidence

Commercial Capabilities

- Understanding of project commercial structures including BOQ preparation, rate analysis, tender pricing formats, and the typical terms and conditions that govern electrical supply in government and private projects
- Familiarity with government procurement rules- GeM portal requirements, GFR compliance, CPWD Schedule of Rates, L1 procurement logic, and the conditions under which a listed brand can be substituted in a tender
- Ability to advise the Projects Sales team on commercial positioning for specification, appropriate pricing bands by project segment, payment milestones, retention clauses, and credit risk flags
- Understanding how project credit and collection cycles work in the Kerala market including typical payment timelines for government, developer, and EPC contractor customers, and the commercial risks associated with each

📌 Projects Specification Manager (Kochi)
🏢 V-Guard
📍 Kochi