Specification & Contractor Manager - HVAC

Vacancy No 5602

Job Title SPECIFICATION & CONTRACTOR SALES MANAGER

Location: SCOTLAND & NORTH EAST

Please Note

This is a field-based regional position covering Scotland and the North East of England.

Candidates based in Scotland will ideally be located across the Central Belt, providing strong access to Glasgow, Edinburgh and the wider Scottish market. Candidates based within the North East of England will also be fully considered, particularly those around Newcastle, Durham, Teesside and surrounding areas, provided they are comfortable travelling regularly into Scotland and can demonstrate the ability to develop and manage the territory effectively.

Job Description

Are you a commercially strong and technically credible building services sales professional with the ability to influence specification, develop relationships with leading consultants and M&E contractors, and take complex project opportunities from initial design through to commercial conversion?

We are partnered with a highly respected global engineering and manufacturing business with an outstanding reputation across the commercial HVAC, hydronic and building services market.

Our client provides an extensive portfolio of technically advanced fluid flow and building performance solutions, including commercial pumping systems, pressurisation equipment, packaged hydronic systems, heat exchangers, intelligent controls, automation, energy optimisation technology and associated lifecycle support.

The business has established a strong position within the market through engineering expertise, energy efficient technology and a consultative approach to system performance, helping consulting engineers, contractors, building owners and operators improve system efficiency, reduce energy consumption and achieve better long-term building performance.

This represents an excellent opportunity to take ownership of a strategically important territory covering Scotland and the North East, combining specification development with contractor engagement and project conversion.

This is not simply a traditional specification role. The successful individual will be expected to create demand, secure product and system specification, build strong relationships across the consultant and contractor communities and remain commercially involved as opportunities move through tender, contractor selection, technical review, negotiation and final order placement.

For the right person, the role offers significant autonomy, excellent technical support, a highly credible product and solutions portfolio and genuine long term career opportunity within an internationally established engineering organisation.

The Company

Our client is a globally established engineering and manufacturing business specialising in advanced fluid flow, hydronic and building performance technologies.

The organisation provides a comprehensive portfolio of commercial pumps, intelligent variable speed pumping systems, pressurisation solutions, packaged hydronic systems, heat exchangers, controls, automation, optimisation platforms and associated technical and lifecycle services.

Its approach extends considerably beyond supplying individual pieces of equipment. The business works with consulting engineers, M&E contractors, building owners, operators and other building services professionals to optimise complete systems, improve energy performance, reduce operating costs and support increasingly demanding sustainability and carbon reduction objectives.

Solutions are deployed across a broad range of commercial and technically demanding environments, including offices, healthcare, education, data centres, district energy, government, hospitality, retail, transportation and wider industrial applications.

The company combines established engineering expertise with significant investment in intelligent control, connected technology, energy optimisation and system performance, providing a highly differentiated proposition within the modern building services market.

The Opportunity

Our client is looking to appoint an experienced Specification & Contractor Sales Manager to develop its position across Scotland and the North East of England.

This is a senior field-based sales position combining consultant specification activity with direct engagement across the M&E contracting community. You will identify projects at the earliest possible stage, develop relationships with consulting engineers and key decision makers, influence system design and product selection and secure specifications for the company's technical solutions.

Crucially, your involvement will continue as projects progress into the contracting and procurement stages. You will work closely with M&E contractors and other relevant project stakeholders to protect specifications, support technical and commercial discussions, identify project changes and value engineering activity, manage competitive pressure and maximise the likelihood of successful order conversion.

The role therefore requires somebody capable of operating effectively at both the technical specification and commercial contractor stages of the project cycle. You will be supported by experienced internal technical, engineering, applications and commercial teams, although the territory itself will require a high degree of ownership, organisation and proactive market development.

The Role

This is a field based regional sales position focused on specification development, contractor engagement, project conversion and long-term commercial growth across Scotland and the North East.

You will promote a comprehensive portfolio of commercial fluid flow and hydronic solutions, including commercial pumps, intelligent variable speed systems, pressurisation equipment, packaged solutions, heat exchangers, controls, automation and energy optimisation technologies.

A significant proportion of the role will involve developing and maintaining relationships with consulting engineers, building services consultants, mechanical designers, M&E contractors and other influential project stakeholders.

You will identify and track projects from the earliest design and specification stages, establish technical requirements, influence equipment and system selection and position the company's solutions around energy efficiency, lifecycle performance, reliability, installation benefits and whole system optimisation.

As projects progress, you will remain actively involved with contractors and other commercial stakeholders, supporting technical clarification, tender activity, product selection, commercial negotiation and specification retention through to final order placement.

Responsibilities

• Develop and grow sales activity across Scotland and the North East of England

• Build, maintain and strengthen relationships with consulting engineers, building services consultants, mechanical designers, M&E contractors and other key industry stakeholders

• Identify major projects and opportunities at the earliest possible stage and develop appropriate account and project strategies

• Influence HVAC, hydronic and building services system design and secure specification for the company's products and engineered solutions

• Promote commercial pumps, intelligent variable speed pumping technology, pressurisation equipment, packaged hydronic systems, heat exchangers, controls, automation, optimisation solutions and associated technologies

• Develop technically credible value propositions around energy efficiency, lifecycle performance, system optimisation, reliability, installation benefits and operating cost reduction

• Deliver technical and commercial presentations, seminars and project meetings to consultants, contractors and other relevant stakeholders

• Work closely with consulting engineers throughout concept, design and specification development

• Maintain involvement as projects move from specification into tender, contractor appointment, procurement and delivery

• Develop strong commercial relationships with regional and national M&E contractors operating across the territory

• Protect specifications and respond effectively to competitive substitution, value engineering exercises and changing project requirements

• Support contractors with product selection, technical clarification, application requirements, quotations and commercial discussions

• Manage opportunities through quotation, negotiation and final order conversion

• Work closely with internal technical, applications, engineering and commercial teams to develop appropriate customer and project solutions

• Maintain a detailed understanding of the regional project pipeline and identify future market opportunities

• Develop strategic relationships with major consultant practices and contracting organisations

• Maintain accurate CRM, pipeline, forecasting and project information and provide clear territory and market intelligence to the wider business

• Monitor competitor activity and identify areas where the company can strengthen specification, contractor engagement and regional market share

• Take full commercial ownership of the territory and develop a structured long-term plan for sustainable growth

Knowledge, Skills and Experience Required

Essential experience and attributes include:

• Proven sales experience within commercial HVAC, building services, hydronics, pumps, mechanical systems or a closely related technical market

• Strong understanding of the UK building services project environment

• Demonstrable experience developing relationships with consulting engineers and influencing technical specification

• Strong experience engaging with M&E contractors and understanding the commercial stages through which specified projects progress

• Evidence of successfully taking opportunities from early project identification and specification through tender, negotiation and order conversion

• Good technical understanding of commercial heating and chilled water systems, pumps, hydronic systems or associated mechanical building services equipment

• Ability to understand system requirements and discuss technical solutions credibly with consulting engineers, contractors and other technically experienced stakeholders

• Existing or transferable relationships within the consultant and M&E contractor community across Scotland and/or the North East

• Candidates based within Scotland should ideally have particularly strong access to and knowledge of the Central Belt market

• Candidates based within the North East of England must be comfortable travelling regularly throughout Scotland and developing relationships across the wider territory

• Strong commercial awareness and the ability to protect specifications while navigating competitive tenders and value engineering discussions

• Ability to manage long and potentially complex project sales cycles involving multiple decision makers

• Strong presentation, communication, relationship development and negotiation skills

• High level of self-motivation and the ability to manage a substantial geographical territory autonomously

• Professional, structured and strategic approach to territory and account development

• Comfortable working with CRM platforms, Microsoft Office and standard business reporting systems

• An engineering, mechanical or building services qualification would be advantageous, although practical industry experience and proven commercial performance will be equally important

• Experience gained within pumps, hydronic systems, commercial HVAC equipment, valves, water systems, packaged plant, controls, building automation, energy optimisation or other technically aligned building services products would be particularly relevant

The Person

This opportunity will suit an experienced building services sales professional who understands that winning a project requires considerably more than simply securing a consultant specification.

You will be technically credible enough to engage confidently with consulting engineers during the design stage, but commercially capable of following the opportunity into the contracting environment and driving it towards successful conversion.

You will understand how mechanical building services projects develop, how specifications can change once contractors become involved and how to maintain influence throughout the project cycle.

You are likely to have established relationships across the consultant, specification and M&E contractor communities and will understand the importance of being visible and credible with both.

You will be comfortable discussing technically engineered products and systems, but equally confident handling commercial negotiations, competitive pressure, value engineering discussions and contractor requirements.

You will be proactive in identifying projects rather than relying solely on incoming enquiries, with the organisational discipline to manage a large geographical territory and the commercial judgement to prioritise the consultants, contractors, projects and opportunities offering the greatest potential.

Above all, you will combine technical credibility, relationship building ability and commercial drive with the confidence to represent a highly respected engineering organisation across an important regional market.

What’s in it for you?

• Strong basic salary up to £70,000 depending on experience

• 30% target bonus with uncapped earning potential and accelerators for performance above target

• £625 per month car allowance

• Company pension

• 25 days annual holiday

• Mobile phone and laptop

• Comprehensive technical and product support

• Significant autonomy across an established and strategically important territory

• Genuine long-term development and career progression opportunities within an internationally established engineering organization

We are constantly seeking candidates within the Construction Material Sales Sector in the following roles:

Sales Manager, Account Manager, Area Sales Manager, Business Development Manager, Specification Sales Executive, Specification Sales Manager, Branch Manager, Field Sales, Account Executive, Key Account Manager, Field Sales Executive, Field Sales Representative, National Account Manager, Account Executive, Territory Sales Executive, Area Sales Manager, National Sales Manager, Internal Sales, Sales Office Manager, Key Accounts Sales, National Account Sales, National Sales Manager and Sales Director.

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