About the Role
Drive specification-based business growth across institutional segments by influencing project stakeholders at the design stage and ensuring conversion into sales through strong execution with sales teams.
This role is responsible for building a sustainable specification pipeline, securing product approvals in institutional projects, and strengthening relationships with key influencers such as consultants, architects, government bodies, and large institutional clients.
Specification Selling & Project Influence
- Identify and track large institutional and infrastructure projects at early design stages
- Engage with consultants, architects, PMC, and developers to secure product specifications:
- Influence product selection through technical presentations and solution-based approach
- Ensure company products are embedded in project BOQs/specifications
(Core expectation: driving specification at pre-construction stage to ensure downstream sales)
Institutional Business Development
- Develop and execute national strategy for institutional segment (hospitals, metros, airports,
data centers, government, PSU, etc.)
- Build relationships with key institutional stakeholders and decision-makers
- Identify and onboard strategic institutional accounts and long-term contracts
- Drive conversion of specified projects into firm business with sales teams
Cross-Functional Coordination
- Work closely with:
- Sales teams for conversion of specifications into orders
- Technical services for solution development and approvals
- Product management for positioning and new product introduction
- Align specification pipeline with commercial execution plans
- Training & Technical Advocacy
- Conduct technical presentations, seminars for stakeholders
- Promote current technologies, systems, and solutions
- Support digital tools for better specification adoption
Your Skills and Experience
- Education: BE Civil
- Experience: 15 to 20 Years in Specifications.
- Strong network with
📌 National Specification Manager (Delhi)
🏢 Sika
📍 Delhi