Business Development and Specification Manager (Civil Engineering )

Position Title

Territory Business Development In charge (TBDI) / Territory Business Development Manager (TBDM)

Location: Delhi| | Mumbai

Department

Projects Business Vertical Experience 5-7 Years

Qualification

• B.E. (Civil/Chemical preferred)
• B.Sc. (Physics/Chemistry/Polymer Science)
• Any additional certification in Waterproofing, Construction Chemicals, Roofing Systems, or Project Sales will be an added advantage.

Job Purpose

To drive project sales, business development, and specification management activities for Waterproofing, Roofing Systems, Synthetic Membrane Solutions, and other construction chemical products within the assigned territory. The role involves engaging with Architects, Consultants, PMCs, Developers, Government Bodies, real estate companies Contractors to secure project specifications and generate sustainable business growth.

Key Responsibilities

Sales & Business Development

• Achieve assigned sales targets and business growth objectives.
• Generate new business opportunities in the Projects segment.
• Develop and expand relationships with key stakeholders in the construction industry.
• Drive demand generation activities and increase market penetration.
• Identify and convert potential project opportunities into business revenue.

Specification Management

• Secure product specifications from:
• Architects
• Consultants
• PMCs
• Government Institutions
• Private Organizations
• Real Estate Developers
• Conduct technical discussions and product recommendations.
• Monitor project pipelines and ensure conversion of specified projects into sales.

Project Acquisition

• Track upcoming construction and infrastructure projects.
• Coordinate with developers, contractors, and consultants for project approvals.
• Drive project acquisition through effective relationship management.
• Ensure continuous engagement throughout the project lifecycle.

Collection & Credit Management

• Achieve collection targets and ensure timely recovery of outstanding payments.
• Coordinate with internal teams and customers to maintain healthy receivables.
• Monitor customer credit limits and payment discipline.

Market Intelligence

• Gather and analyze market trends, competitor activities, pricing strategies, and new product launches.
• Share actionable market intelligence with management.
• Identify emerging business opportunities and market gaps.

Technical Support & Presentations

• Conduct product demonstrations and technical presentations.
• Educate stakeholders on waterproofing systems, roofing solutions, and synthetic membrane technologies.
• Support customers with technical guidance and solution selling.

Relationship Management

• Develop strong relationships with:
• Architects
• Consultants
• PMCs
• Contractors
• Builders
• Government Authorities
• Real Estate Developers
• Ensure high customer satisfaction and repeat business.

Key Result Areas (KRAs)

1. Achievement of Sales Targets.
2. Achievement of Collection Budgets.
3. Specification Management with:
• Consultants
• Architects
• Government Institutions
• Private Institutions
• Real Estate Companies
4. New Project Acquisition.
5. Market & Competition Intelligence.
6. New Market Development for New Products.
7. Customer Relationship Management.
8. Business Growth and Territory Expansion.

Competencies Required

Functional Competencies

• Sales Management
• Business Development
• Project Sales
• Specification Selling
• Specification Management
• Approval Management
• Waterproofing Systems
• Roofing Systems
• Synthetic Membrane Solutions
• Technical Selling
• Project Lifecycle Management
• Commercial Negotiation & Coordination

Relationship Competencies

• Architect & Consultant Engagement
• PMC Relationship Management
• Contractor Management
• Developer Relationship Management
• Customer Retention & Growth

Behavioral Competencies

• Strong Communication Skills
• Result Orientation
• Negotiation Skills
• Presentation Skills
• Analytical Thinking
• Problem-Solving Ability
• Team Collaboration
• Customer-Centric ApproachBusiness Manager - Specifications

Professional Summary

We are seeking an experienced and dynamic Business Development Manager with 4 to 8 years of experience in the construction Chemicals, Waterproofing, and building materials industry. The ideal candidate will have strong expertise in specification selling, waterproofing systems, roofing solutions, and synthetic membrane technologies. The role focuses on developing project specifications, influencing key stakeholders, securing product approvals, and driving business growth across commercial, residential, industrial, and infrastructure projects.

The ideal candidate should have a well-established network of Architects, Consultants, PMCs (Project Management Consultants), Developers, Contractors, and Project Owners, with the ability to influence project specifications, build strong stakeholder relationships, identify business opportunities, and successfully convert specifications into commercial orders.

Key Responsibilities

• Drive specification sales and business development activities within the assigned region.
• Develop and maintain relationships with Architects, Consultants, PMCs, Developers, and Contractors.
• Identify upcoming construction projects and secure product specifications at the design stage.
• Conduct technical presentations, product demonstrations, and training sessions for stakeholders.
• Obtain product approvals and ensure inclusion in project specifications.
• Manage the complete project lifecycle, from specification stage to order conversion.
• Coordinate closely with sales, technical, and project execution teams to maximize business opportunities.
• Monitor market trends, competitor activities, and emerging project opportunities.
• Achieve regional sales and specification targets.
• Prepare monthly activity reports, project pipelines, and business forecasts.
• Support tender specifications and provide technical guidance to customers.

Required Skills & Competencies

• Specification Management & Specification Selling
• Business Development & Project Acquisition
• Waterproofing & Roofing Systems
• Synthetic Membrane Solutions
• Product Approval Management
• Architect, Consultant & PMC Engagement
• Contractor & Developer Relationship Management
• Technical Presentations & Product Demonstrations
• Project Lifecycle Management
• Negotiation & Commercial Coordination
• Market Development & Key Account Management

Educational Qualification

• Bachelors degree in civil engineering, Construction Technology, Architecture, or related field.
• MBA (Marketing) will be an added advantage.

Preferred Industry Background

Candidates from the following industries will be preferred:

• Waterproofing Solutions
• Roofing Systems
• Construction Chemicals
• Building Materials
• Synthetic Membrane Technologies
• Infrastructure Products

Experience Required

• 4 to 8 years of experience in Specification Selling, Technical Sales, or Business Development.
• Proven track record of working with Architects, Consultants, PMCs, and Developers.
• Experience in converting specifications into commercial business opportunities.

Key Performance Indicators (KPIs)

• Number of Specifications Secured
• Product Approvals Obtained
• Project Pipeline Value
• Conversion of Specifications into Orders
• Revenue Growth from Specified Projects
• Relationship Development with Key Stakeholders

Interested candidates may share their profiles at:
[email removed]
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