At a Glance
- Tasks: Drive lighting specifications and build relationships with industry professionals.
- Company: Leading UK lighting manufacturer focused on innovative, energy-efficient solutions.
- Benefits: Competitive salary, uncapped bonuses, hybrid car options, and generous holiday entitlement.
- Other info: Dynamic work environment with ongoing training and development opportunities.
- Why this job: Make a real impact in a growing company while working with cutting-edge lighting technology.
- Qualifications: Experience in specification sales and strong networking skills required.
The predicted salary is between 51750 - 63250 £ per year.
Location: Northern England (Field-Based)
A leading UK lighting manufacturer and supplier of innovative, energy-efficient LED lighting solutions. We provide high-quality lighting products for commercial, industrial, residential, education, healthcare, hospitality, and public sector projects. Our focus is on delivering exceptional products, technical expertise, and customer service while supporting the UK's transition to sustainable lighting technologies.
Role Overview
The Specification Sales Manager is responsible for generating and securing lighting specifications by developing relationships with consulting engineers, architects, lighting designers, M&E consultants, local authorities, developers, and key contractors directly and through wholesaler/merchant lighting design and key account teams. The role focuses on influencing project specifications at the design stage, ensuring products are specified and ultimately converted into sales through our electrical wholesale and distribution partners.
Key Responsibilities
- Specification Sales - Execute the specification sales strategy. Identify and secure new project opportunities across commercial, industrial, education, healthcare, residential, hospitality, and public sector sectors. Promote lighting solutions to consulting engineers, architects, lighting designers, M&E consultants, and developers through various channels. Work with contractors to ensure specified products are delivered and installed. Track projects from concept through to completion.
- Business Development - Build strong relationships with existing and prospective specification customers. Generate new business opportunities through networking, CPD presentations, exhibitions, and industry events. Maintain a healthy pipeline of specification projects. Identify opportunities for cross-selling the wider product portfolio.
- Project Management - Manage multiple specification projects simultaneously. Liaise closely with internal technical, quotations, customer service, and sales teams. Monitor project progress and specification conversion rates. Ensure timely follow-up on quotations and project opportunities.
- Account Management - Develop strategic relationships with key regional consultants and contractors. Support electrical wholesalers to maximise conversion of specified projects. Conduct regular customer reviews and business planning meetings. Provide technical guidance and product recommendations.
- Market Intelligence - Monitor competitor activity and market trends. Identify emerging sectors and new business opportunities. Provide regular market feedback to the management team. Report on project pipeline, forecasting, and sales activity using CRM.
- Technical Support - Deliver product presentations and CPD seminars. Advise customers on lighting regulations, energy efficiency, emergency lighting, and controls. Work with and support internal lighting design teams where required including carrying out site surveys, putting together detailed and complex lighting designs and producing quotations. Maintain up-to-date knowledge of lighting standards and legislation.
Key Performance Indicators (KPIs)
- Specification value secured
- Specification-to-order conversion rate
- Sales growth
- CPD presentations delivered
- Project pipeline value
- CRM activity and reporting accuracy
- Gross margin achievement
- Customer retention and satisfaction
Skills & Experience
- Essential - Proven experience in specification sales within the lighting industry. Strong network of wholesalers, lighting design and key account teams, consultants, architects, M&E engineers, contractors, and developers. Excellent knowledge of LED lighting products and applications. Experience managing projects from specification through to completion. Commercial awareness with strong negotiation skills. Excellent presentation and communication abilities. Self-motivated with the ability to work independently. Full UK driving licence. Proficient in Microsoft Office and CRM systems.
- Desirable - Experience within a lighting manufacturer. Knowledge of lighting controls, emergency lighting, and energy-efficient solutions. Understanding of Relux, Dialux, or lighting design software. Familiarity with Building Regulations, BS EN standards, and sustainability initiatives. Experience delivering CPD presentations.
Personal Attributes
- Results-driven and commercially focused.
- Professional and confident communicator.
- Relationship builder with strong influencing skills.
- Organised and able to manage multiple priorities.
- Proactive problem solver.
- Positive, resilient, and adaptable.
- Team player with a collaborative approach.
Benefits
- Competitive base salary + uncapped bonus structure.
- Hybrid / Fully Electric company car or car allowance + mobile phone & laptop.
- Opportunity to make a measurable impact in a growing company with innovative products.
- Support from marketing, product development and project services functions.
- Ongoing training and development; a collaborative, energetic working environment.
- Starting holiday entitlement of 23 days plus Bank holidays increasing up to 27 days.
- Private healthcare cover which includes dental and optical cashback.
- Pension.
- Contribution to gym membership.
- Up to 3 chillax days a year.
- Access to Employee Assistance Program.
- Major discount on our company lighting products.
Specification Sales Manager North employer: Aldena Associates
Join a leading independent lighting and electrical engineering consultancy in Hampshire, where your career development is prioritised through ongoing professional mentoring and structured progression opportunities. Enjoy a hybrid working environment that fosters collaboration and innovation, while contributing to prestigious projects that make a real impact. With a strong emphasis on employee well-being and an inclusive culture, this is an excellent place for ambitious engineers to thrive and grow.
StudySmarter Expert Advice🤫
We think this is how you could land Specification Sales Manager North
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Specification Sales Manager North at Aldena Associates, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Aldena Associates. Tailor your message to explain why you’re drawn to them and how you can contribute as a Specification Sales Manager North. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Specification Sales Manager North
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Aldena Associates:When writing your cover letter, make sure to tailor your message specifically for Aldena Associates. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Aldena Associates
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Aldena Associates that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Aldena Associates that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Aldena Associates’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
