Project Specification Manager

Empower, Connect, Evolve, and Inspire – these are the values that drive us and make BMI a company where you can thrive and grow. BMI UK&I have an exciting permanent opportunity for a Project Specification Manager - Flat Refurb to join our team. Reporting to the Regional Sales Director - Flat, this role is home based but will require travel around the South West of England.

Role Summary

The purpose of this role is to be a solution-oriented driver, focused on integrating BMI's comprehensive system offerings to deliver significant value to our clients. A key objective is to maximise the utilisation and benefits of our SpecMaster systems and guarantees.

Key Responsibilities

• Customer Engagement: Conduct a minimum of 12 customer visits per week to build relationships, understand needs, and identify opportunities.
• Specification-Driven Sales: Focus on promoting and selling BMI's full system offerings, emphasising their value and benefits within project specifications.
• Guarantee & Site Support: Provide expert support related to specification guarantees, including conducting site visits as needed to ensure proper implementation.
• Sales Forecasting & Demand Planning: Develop and manage accurate sales forecasts and demand plans to ensure optimal product availability and resource allocation.
• Business Development: Proactively identify and pursue new business opportunities to expand market share and drive revenue growth.
• Strategic Alignment: Ensure all sales activities are fully aligned with overall portfolio strategies and target market objectives.
• CRM Management: Maintain comprehensive and up-to-date records of all customer interactions, activities, and opportunities within the C4C system.

Key Skills

• Solution Selling: Expert ability to identify customer needs, articulate complex product and system benefits (BMI full system offerings), and present integrated solutions that add clear value.
• Technical Product & System Knowledge: Deep understanding of relevant building materials and systems, particularly those related to BMI's offerings. In-depth knowledge of the SpecMaster system and associated guarantees is essential.
• Specification Management: Strong ability to read, interpret, and influence project specifications. Experience engaging with specifiers, architects, and main contractors.
• Business Development: Proven ability to proactively identify, qualify, and secure new business opportunities, driving sales growth.
• Sales Forecasting & Planning: Proficiency in developing accurate sales forecasts and contributing to demand management planning.
• CRM Proficiency (SAP C4C): Highly skilled in maintaining accurate and comprehensive activity, opportunity, and client data within the C4C system.
• Client Relationship Management: Excellent interpersonal skills to build and maintain strong, long-term relationships with clients.
• Presentation & Communication: Clear, concise, and persuasive verbal and written communication skills for client interactions, presentations, and internal reporting.
• Problem-Solving: Aptitude for addressing client challenges, technical queries related to specifications or site conditions, and offering effective solutions.
• Time Management & Organisation: Exceptional ability to plan and execute a high volume of client visits (12 per week), manage a sales pipeline, and handle administrative tasks efficiently.

Key Competencies

• Customer Centricity: A genuine passion for understanding and solving client problems, consistently aiming to add value through BMI's solutions.
• Proactivity & Initiative: A self-starter who consistently seeks out new opportunities, drives activity, and takes ownership of outcomes.
• Results-Orientation: Driven by targets, highly motivated to achieve sales goals and maximise the adoption and use of SpecMaster and BMI guarantees.
• Accountability: Takes full responsibility for commitments, actions, and performance.
• Attention to Detail: Critical for managing specifications, guarantees, and CRM data accuracy.
• Commercial Acumen: Understanding of market dynamics, competitive landscape, and how to position BMI's offerings for optimal commercial success.
• Adaptability: Ability to adjust approach based on client needs, market changes, or specific project requirements.
• Collaboration: Willingness and ability to work effectively with internal teams (e.g., technical support, operations, marketing) to deliver integrated solutions.

Key Experiences

• Proven Sales Experience: A number of years of successful experience in a sales, technical sales, or business development role within the building materials or construction industry.
• Solution & Specification Sales: Demonstrable experience in selling complex solutions (not just individual products) and working closely with product specifications.
• Technical Product Knowledge (Specific to BMI's offerings): Strong background with products or systems relevant to BMI's full offerings (e.g., roofing, waterproofing, insulation), ideally with exposure to design and guarantee aspects.
• CRM System Experience: Practical experience using CRM platforms for sales management, with a strong preference for SAP C4C.
• Field-Based Sales: Proven track record of managing a sales territory with a high volume of client visits.
• Business Development Success: Evidence of having successfully generated new leads, converted prospects, and grown revenue.
• Site Engagement: Experience conducting site visits and liaising with contractors, project managers, or technical teams. Experience in the UK building and construction market.

If you do not have all key skills but still feel like you would be a good fit, please still apply and we will consider your application based on merit and experience.

Benefits

• A competitive base salary
• Substantial bonus
• Private medical insurance – dependant on role
• Company matched pension contributions between 4% and 8%
• Income protection and life insurance
• EAP program
• A host of other benefits such as cycle to work scheme and EV scheme.

About BMI

BMI is a new name backed-up with over 180 years of roofing experience and knowledge. Bringing together some of the industry’s most trusted local brands such as Redland & Icopal to become the largest supplier of both flat and pitched roofing and waterproofing solutions throughout Europe. With over 120 production facilities across Europe, Africa and Asia, and more than 9,800 employees worldwide, we're well positioned to offer an unparalleled level of experience and innovation to our clients. Our roofing products and systems are designed and manufactured in the UK. We have multiple manufacturing sites and distribution depots across the UK and Ireland with our UK&I Head Office based in Milton Keynes and our industry-leading BMI Academy is based in South Cerney, Gloucestershire. Across these sites we offer a wide range of opportunities; from dedicated sales managers and technical experts to skilled operators in our plants, we value every role in the BMI Team and are united in delivering excellence for our customers and becoming the best roofing and waterproofing solutions company in the world. We are One BMI. We embrace and recognise our differences and unique qualities across all of our people and the value these bring. We inspire, connect and empower our people and seek to proactively engage the communities in which we serve. We continually focus on creating an inclusive culture where everyone contributes and thrives, where our people feel valued for who they are, have a sense of belonging, and do their best every single day.

Equal Opportunity

We are an equal opportunities employer and believe that everyone should be treated equally, regardless of their religion, beliefs, age, gender, gender reassignment, race, disability, marital or civil partnership status, pregnancy or maternity, sexual orientation or any other protected characteristic. If you need any help or adjustments for any stage within the recruitment process due to health, disability or any other reason, please let us know by contacting ukrecruitment@bmigroup.com.

A career with BMI Group is more than just a job. We help you to find work you enjoy, to use your skills, and support you to become the best you can be. Working together we can achieve great things. Come and join us.