The Manager Specifications & Business Development will be responsible for developing and strengthening ECMAS's specification-driven business across the assigned region. The role will focus on creating awareness and preference for ECMAS solutions among key specifiers and decision-makers, securing product specifications and vendor approvals, mapping and tracking projects, developing strategic relationships, and converting specification opportunities into sustainable business in close coordination with the regional sales and technical teams.

Role & responsibilities

1. Regional Specification Strategy & Business Development

- Develop and implement a specification and business development plan aligned with ECMAS's overall business objectives and regional sales strategy.
- Identify priority market segments, key accounts, consultants, projects and institutions where ECMAS solutions can be specified and established.
- Promote ECMAS's Concrete Admixtures, Waterproofing, Technical Mortars, Sealants & Adhesives, Structural Fibres, Protective Coatings and other allied solutions.
- Increase awareness, technical acceptance and market visibility of the ECMAS brand across the assigned region.
- Identify new applications, customer segments and project opportunities that can generate sustainable business.

2. Consultant & Key Specifier Management

- Develop and maintain strong, long-term relationships with Architects, Structural Consultants, PMCs, Government Agencies, Developers and other key specifiers.
- Understand consultant and client requirements and position appropriate ECMAS solutions at the design and specification stage.
- Conduct regular technical interactions, presentations, seminars and knowledge-sharing sessions with key influencers and decision-makers.
- Build a structured database of key specifiers and maintain regular engagement plans for priority accounts.
- Develop ECMAS as a preferred technical solution partner among leading consultants and institutions.

3. Product Specification & Vendor Approvals

- Drive product specifications, approved-make listings, vendor enlistments and technical approvals with consultants, developers, contractors, Government departments and other institutions.
- Prepare and submit technically sound product data, system descriptions, compliance documents, method statements and other supporting information required for approvals.
- Coordinate internally with Technical, R&D;, QA and Product teams to address technical queries and approval requirements.
- Track specifications from initial recommendation through approval, tendering, procurement and project execution to improve conversion into business.
- Identify gaps in specifications and recommend corrective actions to improve ECMAS's chances of project conversion.

4. Project Mapping, Tracking & Conversion

- Develop and maintain a comprehensive regional project database covering upcoming, ongoing and planned projects.
- Map key stakeholders, decision-makers, consultants, contractors, developers, project timelines, specifications and procurement stages for each priority project.
- Track project progress and identify opportunities for ECMAS solutions at the appropriate stage of the project cycle.




- Work closely with Regional Sales Managers and Area Sales Managers to hand over qualified opportunities and support conversion into orders.
- Monitor specification-to-order conversion and identify reasons for lost opportunities.

5. Technical Presentations & Customer Engagement

- Prepare and deliver effective technical presentations to consultants, architects, clients, contractors and Government agencies.
- Organise product demonstrations, technical seminars, workshops, knowledge-sharing sessions and customer engagement programmes.
- Prepare project-specific technical proposals and recommend suitable ECMAS systems based on application requirements.
- Coordinate with Technical Services for product trials, mock-ups, site demonstrations and technical evaluations where required.
- Ensure technical communication clearly demonstrates the performance, value proposition and application benefits of ECMAS solutions.

6. Market Intelligence & Competitive Analysis

- Conduct regular market research, competitor analysis and customer surveys to understand market trends, specifications, pricing and competitive positioning.
- Monitor competitor products, technical claims, approved-make lists, consultant preferences and project strategies.
- Provide timely market intelligence to National / Regional Sales leadership and relevant product teams.
- Identify emerging technologies, applications and customer requirements that can support future product and business development.

7. Sales & Business Development Coordination

- Work closely with Regional Sales Managers and Sales teams to convert specification opportunities into commercial business.
- Share qualified leads, project intelligence and stakeholder information with relevant sales teams and ensure systematic follow-up.
- Participate in key technical-commercial discussions and project meetings when required.
- Support sales teams in overcoming technical objections and strengthening the value proposition of ECMAS solutions.
- Contribute to regional sales growth by creating a strong and sustainable specification-led project pipeline.

8. Reporting, Planning & CRM

- Prepare weekly and monthly plans covering consultant visits, presentations, project mapping, specifications, approvals and business development activities.
- Maintain accurate records of projects, specifications, vendor approvals, consultant interactions and opportunity status in the prescribed CRM / reporting system.
- Submit regular reports covering specification achievements, project pipeline, market intelligence, competitor activities and key account development.
- Track performance against agreed KPIs including Specifications to Sales Conversions.

9. Cross-Functional Collaboration

- Work closely with Sales, Technical Services, R&D;, Marketing, QA, SCM and other functions to ensure effective customer engagement and business conversion.
- Provide structured feedback on product performance, technical requirements,



customer expectations and market gaps.
- Support product launches, exhibitions, conferences, seminars and other regional marketing initiatives.
- Coordinate technical documentation and responses required for project specifications and approvals.

10. Governance, Skilled Conduct & Compliance

- Ensure all business development and specification activities are carried out in accordance with ECMAS policies and approved processes.
- Maintain skilled, ethical and transparent relationships with consultants, clients, Government agencies and other stakeholders.
- Protect the company's commercial and technical interests while maintaining a strong customer-centric approach.
- Ensure compliance with applicable quality, environment, health and safety requirements during site visits and technical activities.

Desired Candidate Profile

Educational Qualifications:

- B.E. / B.Tech in Civil Engineering or B.Architecture preferred; B.Sc. in Physics / Chemistry / Mathematics may also be considered.
- MBA in Marketing / Business Management will be an added advantage.

Work Experience:

- 7-12 years of relevant experience in Specifications, Business Development, Technical Marketing or Project Sales within Construction Chemicals, Building Materials or related industries.
- Candidates with strong experience in consultant/specification management and established relationships with key consultants, PMCs, Government departments, Developers and major Contractors will be preferred.

Nature of Experience:

- Strong exposure to specification-driven business development and project-based sales.
- Demonstrated experience in securing product specifications, vendor approvals, approved-make listings and project opportunities.
- Good understanding of construction materials, construction methodologies and technical product applications.
- Experience in preparing and presenting technical proposals and conducting technical presentations with consultants and clients.
- Strong project mapping, stakeholder management and business conversion capabilities.

Specific Skills / Personal Attributes:

- Excellent communication, presentation and interpersonal skills.
- Confident and credible in technical discussions with senior consultants, architects, clients and Government authorities.
- Solid relationship-building, influencing and negotiation skills.
- Analytical, structured and commercially aware with strong follow-up discipline.
- Self-motivated, energetic, proactive and result-oriented.
- Ability to work independently while collaborating effectively with Sales, Technical and other functions.
- Proficiency in MS Office, CRM and preparation of technical/business presentations and reports.

Key Performance Focus

- Specification wins and approved-make / vendor enlistments.
- Quality and value of project pipeline generated through specification activities.
- Project mapping, tracking and specification-to-order conversion.
- Relationship development with key consultants, PMCs, Developers and Government agencies.
- Technical presentations, seminars, trials and customer engagement activities.
- Market intelligence and competitor tracking.
- Timely and accurate weekly/monthly planning and reporting.
- Contribution to regional business growth and sales conversion.

📌 Manager - Specifications & Business Development (Ahmedabad)
🏢 Ecmas Construction Chemicals
📍 Ahmedabad