Specification Sales Manager – Building Technology

Location: London, UK
Contract: Permanent, Full Time

About the Role

We are looking for an experienced Specification Sales Manager to join an established technology business supplying solutions into the commercial and built-environment sector.

The role will focus on developing sales opportunities across London, building relationships with key industry stakeholders and influencing projects from the early design and specification stages through to completion.

You will be responsible for developing new business while strengthening relationships with existing customers, consultants, contractors and other project stakeholders.

This is a highly customer-facing position, with the majority of your time spent meeting customers, developing opportunities and building a strong project pipeline.

What We're Looking For

• Proven experience in B2B sales, preferably within a technical or project-led environment.

• Commercial understanding of sales processes, margins, forecasting and customer relationships.

• Experience selling technical solutions into sectors such as:

  • Lighting and lighting technology

  • Lighting controls

  • Building automation

  • HVAC controls

  • Smart building technology

  • Energy management

  • Building services

• A demonstrable track record of achieving or exceeding sales and commercial targets.

• Strong relationship-building and stakeholder-management skills.

• Confident communicating with customers, consultants and senior decision-makers.

• Ability to present technical and commercial propositions clearly to both individuals and groups.

• A proactive and self-motivated approach to identifying new opportunities.

• Strong organisational skills and the ability to manage multiple projects and stakeholders simultaneously.

• Comfortable working within a structured sales process and maintaining accurate CRM information.

• Customer-focused, commercially aware and confident operating independently.

• Based within reasonable travelling distance of London and willing to travel regularly throughout the region.

• Fluent written and spoken English.

• Additional European language skills would be advantageous but are not essential.

Previous experience specifically within lighting controls would be beneficial, but candidates from closely related building technology sectors will also be considered.

Key Responsibilities

Develop New Business

• Identify and pursue new sales opportunities across the London market.

• Develop relationships with key decision-makers and influencers involved in commercial building projects.

• Identify potential projects at an early stage and establish the relevant stakeholders, decision-making process and commercial opportunity.

• Build a sustainable pipeline of new opportunities.

• Develop long-term relationships rather than focusing solely on individual transactions.

Build Industry Relationships

Develop and maintain strong relationships with stakeholders including:

• Lighting designers

• Electrical consultants

• M&E consultants

• Architects and design professionals

• Electrical contractors

• Main contractors

• Distributors and wholesalers

• Developers and investors

• Building owners and occupiers

• Other relevant project and technical stakeholders

Use these relationships to identify upcoming projects, understand customer requirements and influence purchasing decisions.

Influence Specifications

• Engage with consultants and design teams during the early stages of projects.

• Promote appropriate technical solutions through a consultative and value-led sales approach.

• Identify opportunities to influence specifications before procurement decisions are finalised.

• Maintain relationships throughout the project lifecycle to help protect and develop opportunities.

• Work with project stakeholders to ensure proposed solutions integrate effectively with other building systems and technologies.

Manage the Sales Process

• Track opportunities from initial identification through specification, tender, quotation and order.

• Maintain accurate records of customer activity, opportunities, meetings and project progress.

• Prepare and deliver customer presentations and commercial proposals.

• Manage multiple projects simultaneously while maintaining a clear focus on priority opportunities.

• Work towards agreed revenue, margin and profitability targets.

• Ensure timely communication with customers and internal stakeholders throughout the sales cycle.

Customer & Market Development

• Identify emerging market opportunities and changing customer requirements.

• Develop relationships with new customer groups and industry networks.

• Attend relevant industry events, exhibitions and networking activities.

• Support customer education through technical presentations, workshops and professional development sessions where appropriate.

• Work closely with marketing and technical colleagues to develop customer engagement initiatives.

What You'll Bring

The successful candidate will combine technical sales knowledge with strong commercial and interpersonal skills.

You will be comfortable discussing technical solutions with consultants and engineers while also understanding the commercial priorities of contractors, developers and building owners.

You should be confident working independently, capable of managing a busy project pipeline and motivated by developing relationships that generate long-term business.

The Opportunity

This is an opportunity to join a growing technology business operating within the smart buildings and building-services market.

The role offers significant customer exposure, responsibility for developing a regional market and the opportunity to work with a broad range of stakeholders across major commercial and infrastructure projects.

A competitive salary and benefits package is offered, together with opportunities for professional development and progression.