JOB SPECIFICATION

Job Title:

SPECIFICATION MANAGER

Standards of

Performance

Prerequisites:

• Achieve all targets, sales & margin, for Commercial sales team
• Ensure weekly plan on time/every time (08:30 Monday)
• Ensure weekly call reports on time/every time
• Smart Appearance
• Always Punctual – on time/every time
• Strong leadership qualities
• Accurate and on time reports & forecasts
• Excellent presentation skills

Department:

FIELD SALES - Home based.

Reporting to:

National Specification Manager

Area of Responsibility:

• Specification of company products to architects and specifiers
• To efficiently track all projects from conception to order
• To target main contractors and secure open spec projects
• To target main contractors to identify and secure supply chain and framework agreements opportunities
• To identify and secure on-going projects for fabricators nationwide.

Market Knowledge:

· Responsibility for continual personal and company update as to the state of the market and its requirements. Performance standards to be attained:

· To be conversant with competition and its products

· To be fully aware of existing and potential customer base

· To be aware of regional variations regarding product suitability

· To provide constant feedback on market information and changing trends.

Administration:

· Responsibility for the maintenance of systems and on time reporting. Ensure standards of performance are attained:

· To concisely maintain customer records on CRM system

· To produce on time and accurate sales forecasts

· Demonstrate an ability to submit and maintain a record of customer correspondence

· Maintain an on-time submission of required monthly reports

· Ensure adequate stocks are held of all relevant sales aids

Sales Skills:

· Responsibility and standards of performance are to be attained for the use and development of sales skills to achieve optimum results:

· A clear objective is set before every call / meeting

· To be able to build and maintain a rapport with the customer

· To be able to communicate effectively the features and benefits of products by good demonstration and presentation

· To be able to effectively overcome objections and gain commitment.

· Build and support strong internal relations

· To develop existing customers

· To prospect and secure new customers

· To effectively manage & develop an agreed customer base

Product Knowledge:

· Responsibility to fully understand all relevant company products and attain standards of performance:

· To advise and demonstrate assembly and fabrication of all products

· To have the ability to understand and communicate product information and interpret product features in customer benefits.

· Within a typical sales call to be able to recall majority of product information with reference.

Targets:

· Responsibility for the ‘on-time’ achievement of agreed targets and that standards of performance are attained:

· Agreed targets are attained or exceeded in line with company Sales budget

· Correct product mix is attained as per company strategy

· Correct margin value is attained in line with Sales budget

Attitude:

· Responsibility is held for the conveyance and maintenance of correct attitudes and required standards of performance are attained:

· Positive

· Enthusiastic

· Responsible

· Sincere

· Motivated

· Empathetic

· Professional