Sales Specification Engineer

Purpose and Mission

A Sales Specification Engineer works with architects, designers, and contractors to promote and secure product specifications for masonry systems (brick, block, stone, mortar).

The role bridges engineering knowledge and commercial strategy to drive sales.

Main Duties

Identify key targets, projects, and stakeholders within the German masonry market, and use these insights to develop a comprehensive technical and commercial market development plan.

Market Development Duties

• Target & Pipeline Development
• Identify and prioritize key projects (early design phase)
• Build and manage projects pipeline
• Track opportunities from design to execution
• Focus on repeatable developer portfolios

Stakeholder Management Duties

• Specification Management
• Engage architects, planners and General Contractors early
• Ensure products are written into specifications
• Provide technical documentation and design support

Framework of Action

Market collaboration and governance:

Close collaboration with the Masonry and Plastering Market Sales Manager to align on:

• Market strategy
• Pricing policies
• Current and future investment plans

Sales and offers are carried out only after obtaining approval of Masonry and Plastering Market Manager or Construction Business Lead Renovation, upon request.

Support the development of cooperation and contractual agreements for both direct and indirect sales:

Agreements are prepared by the Market Manager in collaboration with the company’s legal department. Ensure implementation in full compliance with internal company procedures.

Work closely with the Innovation Manager Renovation to:

• Support design processes
• Address certification requirements
• Resolve technical issues and provide engineering solutions

Key Activities and Responsibilities

Sales

• Converting specifications into actual orders
• Track projects from early design stage through to construction.
• Identify new business opportunities and upcoming projects.
• Maintain CRM/project tracking systems.

Multi-channel sales relationships

• Direct sales to large contractors, where possible (provided they are not already purchasing through the existing distribution network).
• Sales conducted through an appointed distributor.
• Lead generation in cooperation with existing distributors.

Client Relationship Management (Conducting meetings, presentations, and product demonstrations leading to investment sales)

• Developers
• General Contractors
• Architects

Market Segments (Where to Play)

• Focus on segments with volume, regulation pressure, and innovation demand:

Residential Construction

• Multi-family housing
• Social housing (public funding-driven)

Non-Residential Buildings

• Schools, hospitals (public tenders)
• Logistics & industrial buildings
• Office developments

Specification & Technical Support

• Collaboration with architects and consultants to incorporate the company's products
• into project specifications.
• Technical advice on masonry systems, details, and performance for specific investments
• included in the market development plan.
• Drawing review and recommendation of appropriate materials and solutions.

Product Expertise

• Brick and block systems (AAC, CLAY)
• Facade solutions (lintel solutions as well)
• Mortar and fixing systems
• EU Masonry codes and tech. Demands
• Master Series tool knowledge (MurforCompact design tool)

Essential Skills & Competencies

• Strong customer service, analytical and interpersonal skills.
• Excellent organizational and multi-tasking abilities
• Deep understanding of the technical aspects of the products or services being sold.
• knowledge of the sales process for construction projects
• Knowledge of construction project phases, including design stage requirements
• Understanding of construction codes, certifications and reqairemnts

Previous Experience

• Minimum 5-7 years of experience in technical sales or related roles

Qualifications and Education

Bachelor's degree in civil engineering or related field