Specification Sales Manager – Southern England

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Business Development: Establish, enhance, and sustain relationships with building owners, operators, developers, consultants, and other pivotal stakeholders to position Armstrong’s products as the foundation of design (BoD) for significant projects throughout the South of the UK.

• Engage proactively with clients to comprehend technical and commercial needs, discover new opportunities, and influence bid requirements to integrate Armstrong solutions from the earliest design phases.

• Focus on priority sectors - including commercial design-build, district energy, healthcare, industrial, and data centres - collaborating closely with internal technical and commercial teams to create customized solution packages.

• Identify and capitalize on opportunities within government-funded infrastructure initiatives, sustainability programs, and energy-efficiency mandates to promote the specification of Armstrong technologies.

• Represent Armstrong at industry exhibitions, networking events, CPDs, and professional forums to enhance brand visibility and cultivate strong relationships with consultants and decision-makers.

• National Leadership: Foster and develop long-term relationships with key national clients, highlighting early-engagement strategies that position Armstrong as the preferred BoD.

• Deliver outstanding technical and commercial support throughout the project lifecycle, ensuring customer confidence and satisfaction.

• Continuously collect, analyze, and communicate customer insights to shape national strategy, drive enhancements, and fortify Armstrong’s market position.

• Product Knowledge & Sales Strategy: Advocate for Armstrong’s complete product range - including pumps, HVAC solutions, digital technologies, and energy-efficient systems - through direct outreach to consulting engineers, mechanical contractors, design teams, and building owners.

• Create detailed territory plans with specific KPIs, growth targets, and competitive strategies to consistently meet and exceed sales objectives.

• Utilize strong technical expertise and consultative selling techniques to secure specifications, close sales opportunities, and expand Armstrong’s market share across critical sectors.

• Administrative Responsibilities: Keep accurate and current records of customer interactions, opportunities, and pipeline activities within the CRM system.

• Monitor and report on market trends, competitor activities, and emerging project opportunities within the region.

• Produce structured bi-weekly activity reports, tracking progress against goals and highlighting risks, successes, and forthcoming opportunities.

• Team Collaboration & Development: Work closely with internal teams—engineering, customer service, marketing, and senior management—to relay customer feedback, improve service delivery, and support ongoing improvement initiatives.

• Contribute to cross-functional projects that enhance Armstrong’s national presence and expedite strategic growth.

• Actively participate in key trade associations and industry organizations to improve professional knowledge, stay updated on emerging technologies, and elevate Armstrong’s industry influence.

⛳️ Requirements

• University degree in Engineering, Mechanical Engineering, or an equivalent combination of technical sales, business development, and industry experience.

• Extensive experience in technical mechanical specification sales, application engineering, business development, or a similar role within the HVAC, hydronic, pumping, heat network, district energy, or data centre sectors.

• Experience collaborating with consultants, end-users, building owners, developers, contractors, and operators throughout the project lifecycle, from concept design to project delivery.

• Proven success in end-user specification sales, influencing design decisions, and building strong relationships with consultants, developers, and senior decision-makers across commercial, district energy, industrial, healthcare, and data centre sectors.

• Experience in positioning complex mechanical and digital solutions as the Basis of Design (BoD) for major new-build, retrofit, refurbishment, and mission-critical projects.

• Familiarity with Asset Management Systems, maintenance methodologies, and performance-focused building operations.

• Demonstrated ability to lead and collaborate within cross-functional teams, driving action, accountability, and measurable business outcomes.

• Willingness to travel throughout the region (approximately 50–60% of the time).

• Strong understanding of mechanical building services systems, including pumps, chilled water, heating water, heat transfer, hydronic systems, energy-efficient HVAC solutions, district energy networks, and critical cooling infrastructure.

• Proficient in reading and interpreting construction drawings, layouts, specifications, and electrical/hydraulic schematics.

• Experience in securing product specifications and positioning engineered solutions during early design phases (RIBA Stages 1–4) for new-build, retrofit, refurbishment, and mission-critical projects.

• Highly skilled in utilizing CRM platforms to manage customer pipelines, track forecasts, analyze activities, and generate comprehensive reports.

• Competent in applying technical sales tools, digital platforms, and structured processes to promote energy-efficient HVAC and pumping solutions.

• Excellent presentation, communication, and technical training skills, with experience in delivering CPDs, technical workshops, solution demonstrations, and strategic customer engagement programs.

• Ability to understand customer operational, energy, sustainability, resilience, and performance needs and translate these into engineered solutions that provide measurable value.

• Advanced analytical and data-driven approach to assessing sales performance, market trends, competitive dynamics, and specification opportunities.

• Comfortable integrating product knowledge with industry standards, regulatory requirements, and sustainability goals, including energy efficiency and carbon reduction initiatives.

• Proven success in building relationships and influencing design decisions with consulting engineers, end users, building owners, developers, facilities managers, and key project stakeholders.

• Demonstrated success in identifying opportunities, managing project pipelines, and achieving sustainable specification growth across commercial buildings, healthcare, district energy, industrial, and data centre markets.

• Strong commercial awareness, with the ability to align technical solutions with customer objectives, business outcomes, and long-term value creation.

• Experience in developing key account plans, stakeholder engagement strategies, and growth initiatives to maximize specification opportunities and enhance customer relationships.

• Highly proficient in pipeline management, forecasting, and opportunity qualification, ensuring effective prioritization and conversion of strategic projects.

• Experience in analyzing market, account, and project pipeline data, providing regular reporting, insights, and recommendations to support business planning, forecasting, and strategic decision-making.

• Strong interpersonal and communication skills, capable of influencing stakeholders at all organizational levels, from design engineers to C-suite executives.

• Exceptional problem-solving capabilities, with the ability to turn complex technical and commercial challenges into clear, actionable recommendations.

• Highly organized and detail-oriented, with strong planning, time-management, and prioritization skills.

• Demonstrates resilience, adaptability, and a proactive mindset in fast-paced, competitive environments while maintaining a collaborative and customer-focused approach.

• UK Citizen - Permanent Residency only

• UK Driving Licence and own Car.

🏝️ Benefits

• Competitive Salary plus benefits