Job Description

Join us at Wavin: Where purpose comes to life.You're purpose driven. Growth minded. Ready to stretch your potential. Welcome to Orbia's Building & Infrastructure business, Wavin, where our purpose 'to advance life around the world' drives our entire global team.Every day, we are thinking big and working smart to solve some of the toughest challenges impacting the world. Whether it's facilitating clean drinking water for communities, creating climate resilient cities, or designing more comfortable living spaces, we never settle for good enough when there's an opportunity to make life better.Where purpose comes to life, it changes lives. This is what we work for. How about you?At Orbia Building & Infrastructure (Wavin), we advance life around the world by building healthy, sustainable environments. And where is our help most needed? The places we live in: cities where drinking water is leaking away, greenery is disappearing, streets are flooding after heavy rain, and outdated sewer systems are polluting our groundwater. It's time to join our team and help build more sustainable environments!We are currently looking for a Specification Manager to join us at Wavin. If you want to make a difference and work for a purpose-led company, please read on.Reporting to the Commercial Director - UK & Ireland, the Specification Manager will be responsible for securing the specified use of Orbia B&I's (Wavin) products through a solution and value-added approach focusing on a clearly defined group of upstream stakeholders, specifiers and decision makers.Your focus will be placed on technical concept and solution selling to upstream stakeholders in defined sectors. The postholder will secure the specification through to order placement and ensure our Orbia B&I services are leveraged (design, engineering, customer service) and our solutions specified, ordered and used in the construction process. The key to success in this role is sound pipeline management with an upstream consultative selling approach to projects/opportunities (building a pipeline and selling).The delivery of a specification driven approach is a core strategic element of the Company's plan to enable the realisation of its aggressive growth ambitions. The focus of specifications will be with defined product ranges across the entire product portfolio of Orbia B&I and the specific customer base such as Structural and Civil Engineers, Mechanical & Electrical Consultants, Architects, Investors, Developers, Public Health Consultants, Local Authorities, Industry & Government Bodies.The role

• Positive engagement towards Health and Safety following all guidelines
• Responsible for achieving profitable sales growth of the business through development and execution of go to market strategy which is embedded into Orbia B&I's Global strategy
• Accountable for own specification pipeline and subsequent sales results
• Become a trusted advisor and partner for investors, developers, specifiers, architects and partners engaging earlier in the project value chain to shape client vision in the market, display thought leadership, promote the integrated solutions and support customers through the design phase of their projects
• Play a key role in executing the Country Commercial Plan, translating it into account development plans and commercial action projects at target customer segments
• Proactively seeks and realises new business opportunities
• Utilises CRM as a tool to manage the commercial business. Keeps customer accounts updated, logs regular F2F meetings for target accounts and shares account development progress
• Plan and work according to Orbia B&I's CRM SAMBA Sales Excellence methodology and apply the relevant tools in the different phases
• Responsible for building up a solid project pipeline
• Share key insights for both short- and long-term commercial opportunities and challenges
• Work in close co-operation with Product Management and Design & Engineering teams to build up the required technical competency
• Proactively supports or involves colleagues of other relevant Wavin B&I product categories in their sales process; to enable cross-sales with other business segments (e.g. drinking water, foul water wastewater, Urban Climate Resilience, Indoor Climate Solutions, etc.).
• Conduct all activities compliant to legal, regulatory and company requirements

The role is complex as the post holder is part of a start-up business segment within a multinational matrix organisation. The job holder is expected to identify and grow profitable sales through securing specification from concept to completion for a defined portfolio of both Above Ground and Below Ground products by (further) developing, promoting and selling our value proposition towards:

• Specifiers, Architects and Engineers
• Investors, Developers and House Builders
• Public Health Consultants, Local Authorities, Industry & Government Bodies
• Relevant Partners/Agents

This role also critically interacts and is defined by the following relationships:

• BU Sales Directors
• Orbia B&I Market Strategy, Innovation & Sustainability
• Technical Design
• Product Management
• Business Support
• Marketing
• Sales

The post holder must have the ability to manage complex stakeholder environments.The profile

• Bachelor's degree or equivalent in engineering or science relevant to one or more solution areas, e.g. hydraulic engineering, civil engineering, mechanical engineering, building services, software engineering, urban planning, (landscape) architecture, or similar
• 5+ years' experience in technical value-added solution selling in a corporate sales environment - current active selling experience is a must or relevant commercial experience in the building products and construction industry or
• Experienced technical professional e.g. from engineering consultancies, architecture firms, or end-client's engineering teams. A Sales Engineering background would be an advantage
• Experience of working with the 'building envelope'
• Experience of working on major commercial projects as a strategic supplier
• Go-to-market strategy execution and Key Client activation
• Proven track-record of projects sales and understanding full project scopes- ability to sell integrated solutions and cross-sell other Orbia B&I solutions
• Strong commercial excellence skills
• Strong client facing skills and an ability to inspire and transform client pains into demand - experienced in presenting, persuading, preparing proposals, procurement and interacting with clients on their technical level. (focus on coaching, skills development)
• Knowledge of the (Territory/set of countries) market opportunities and challenges
• A strong team player, motivator and excellent communicator. Must be able to communicate effectively and engage people at all levels both internally and externally to the business
• High level problem solving, planning and analytical skills
• Ability to positively influence peers commercially and cross functionally
• Managing project pipeline and working with a CRM system and project management tools.
• Demonstrable results and a high achiever
• Customer focused and market orientated
• IT literate

What Orbia Building & Infrastructure offersDo you want to make a difference by working with a purpose? Count on a warm welcome at Orbia Building & Infrastructure (Wavin)! Here we take responsibility for each other and our company. We stay brave in pursuing calculated risks that fuel innovation. And we embrace diversity in perspectives, skills and talents to transform the way we work and the impact we have on the world. Above all we encourage all our employees to develop their talents and to become the best version of themselves. Together, as a strong team, we grow and deliver on our purpose every day. is the place to be if you truly wish to make an impact. In addition to working with an enthusiastic, professional team in an international environment, we offer a competitive compensation and benefit package.OrganizationOrbia's Building & Infrastructure business, Wavin, is an innovative solutions provider for the global building and infrastructure industry. Backed by more than 60 years of product development experience, we advance life around the world by building healthy, sustainable environments for global citizens. Whether it's to improve the distribution of clean drinking water, to make sanitation accessible for everyone, to create climate resilient cities, or to design comfortable living spaces, Orbia B&I collaborates with municipal leaders, engineers, contractors, and installers to help future-proof communities, buildings and homes. Orbia B&I has 11,000+ employees and 65 production sites worldwide, serving over 80 countries through a global sales and distribution network. Our key commercial brands are: Wavin, Amanco Wavin, Pavco Wavin, Plastigama Wavin, and Bow Wavin.Orbia Building & Infrastructure is part of Orbia - a company driven by a shared purpose: to advance life around the world. Orbia operates in several sectors including: Polymer Solutions (Vestolit and Alphagary), Building and Infrastructure (Wavin), Precision Agriculture (Netafim), Connectivity Solutions (Dura-Line) and Fluor and Energy Materials (Koura). These five Orbia business groups have a collective focus on expanding access to health and wellness, reinventing the future of cities and homes, ensuring food and water security, connecting communities to information and accelerating a circular economy with basic and advanced materials, specialty products and innovative solutions. Orbia has a global team of over 24,000 employees, commercial activities in more than 100 countries and operations in over 50, with headquarters in Boston, Mexico City, Amsterdam and Tel Aviv. The company generated $8.2 billion in revenue in 2023.Doncaster, DNC, GB, DN12 1BYTime Zone: British Summer TimeBusiness Unit: BU Northern Europe Sales (BU_B&I_71)Functional Area: FA Commercial (FA_COM_01)

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