National Specification Manager – Industrial Segment

Overview

Drive specification selling for industrial projects and key accounts to position Sika solutions at the design stage and convert them into business.

What you'll do

• Drive early-stage industrial project specifications and influence project stakeholders.
• Ensure Sika solutions are included in BOQs, tenders, and approved vendor lists.
• Define and execute industrial segment-specific specification strategy and key account plans.
• Work with Sales to convert specification activity into orders and improve hit rates.
• Manage relationships with consultants, owners, EPC contractors, and system integrators.
• Maintain specification and stakeholder databases using CRM/Salesforce and track conversion metrics.

What you'll need

• 10+ years of experience in specification sales in the industrial segment.
• Experience supporting specification-to-sales conversion (hit rates and conversion ratio tracking).
• Experience engaging consultants, architects, PMCs, EPC contractors, and industrial clients.
• Knowledge of tender/BOQ/vendor list processes for project approvals.
• Familiarity with maintaining project/stakeholder databases (CRM/Salesforce).

Details

• Key industries mentioned include manufacturing, logistics, chemicals, food & pharma.
• Uses KPIs such as new specifications, pipeline value, and approval status in consultant/vendor lists.