Specification & Business Development Specialist – FFI (Facades, Fenestration & Insulated Glazing)

Sika Australia; Melbourne; On-site; AUD 90,000 - 130,000; Full time

Benefits offered by this job

Competitive salary package

Training and development

Equal opportunity employer

Job summary

Sika Australia is seeking a Specification & Business Development Specialist for FFI, Facades, Fenestration and Insulated Glazing to drive design-stage opportunities and convert them into projects. You will engage with façade consultants, architects and engineers, deliver technical presentations, and build a strong specification pipeline across the Melbourne region.

This role requires 5+ years in specification sales or BD in building materials, the ability to influence decision-makers, and

Qualifications

• Degree in Engineering, Architecture, Construction Management, or a related technical/commercial field.
• 5+ years in specification sales, business development, or technical product sales within building materials, construction chemicals, or industrial adhesives/sealants.
• Proven success influencing architects, engineers, and consultants to secure specifications and convert them into project sales.
• Sound understanding of adhesives, sealants, waterproofing, flooring, or roofing systems and their application.
• Outstanding presentation, stakeholder management, and negotiation skills, with willingness to travel.

Responsibilities

• Proactively identify and track new projects at early stages; engage stakeholders to include Sika FFI solutions in BOQ and specs.
• Develop and implement short-, medium-, and long-term strategies by analyzing regional project databases and market intelligence.
• Maximize revenue, material margin, and product mix while coordinating with Sales, Technical Service and R&D teams.
• Collaborate with local/regional sales teams, Technical Service, Marketing, and other Target Markets; provide regular forecasts and CRM reports.
• Support product launches, market penetration initiatives, and value-added services.

Skills

Specification sales

Business development

Technical product sales

Architect/engineer engagement

Travel willingness

Education

Engineering/Architecture/Construction Management degree

Tools

CRM tools

Job description

Specification & Business Development Specialist – FFI (Facades, Fenestration & Insulated Glazing)

• Proactively identify and track new projects at early stages (design/tender).
• Engage façade consultants, architects, engineers, and specifiers to get Sika FFI solutions (structural sealants, weather sealants, IG sealants, accessories, etc.) included in Bill of Quantities, make lists, and project specifications.
• Conduct technical presentations, Lunch & Learns, product demonstrations, and training sessions.
• Support design calculations, substrate validation, mock-ups, and trials in collaboration with Technical Service.
• Maintain a strong specification pipeline and ensure conversion into sales.

Business Development

• Build and maintain strong relationships with façade contractors, fabricators, curtain-wall manufacturers, and key accounts.
• Introduce and implement Sika FFI solutions; organize technical validation activities and trials (structural glazing, weather silicones, etc.).
• Identify production constraints or application challenges at customer sites and propose solutions with Technical Service and Business Development support.
• Develop short-, medium-, and long-term strategies by analyzing regional project databases and market intelligence.
• Drive new business acquisition while managing and expanding existing accounts.

Sales, Commercial & Cross-Functional Activities

• Maximize revenue, material margin, and product mix.
• Manage commercial efforts (pricing, negotiations, forecasts) in alignment with the Business Manager.
• Collaborate closely with local/regional sales teams, Technical Service, R&D, Marketing, and other Target Markets.
• Monitor competitors, market trends, and project developments; provide regular forecasts and reports (often via CRM tools).
• Support product launches, market penetration initiatives, and value-added services (e.g., project management tools, design calculations).

About the Role

Specification Development & Influence

• Proactively identify and track new projects at early stages (design/tender).
• Engage façade consultants, architects, engineers, and specifiers to get Sika FFI solutions (structural sealants, weather sealants, IG sealants, accessories, etc.) included in Bill of Quantities, make lists, and project specifications.
• Conduct technical presentations, Lunch & Learns, product demonstrations, and training sessions.
• Support design calculations, substrate validation, mock-ups, and trials in collaboration with Technical Service.
• Maintain a strong specification pipeline and ensure conversion into sales.

Business Development

• Build and maintain strong relationships with façade contractors, fabricators, curtain-wall manufacturers, and key accounts.
• Introduce and implement Sika FFI solutions; organize technical validation activities and trials (structural glazing, weather silicones, etc.).
• Identify production constraints or application challenges at customer sites and propose solutions with Technical Service and Business Development support.
• Develop short-, medium-, and long-term strategies by analyzing regional project databases and market intelligence.
• Drive new business acquisition while managing and expanding existing accounts.

Sales, Commercial & Cross-Functional Activities

• Maximize revenue, material margin, and product mix.
• Manage commercial efforts (pricing, negotiations, forecasts) in alignment with the Business Manager.
• Collaborate closely with local/regional sales teams, Technical Service, R&D, Marketing, and other Target Markets.
• Monitor competitors, market trends, and project developments; provide regular forecasts and reports (often via CRM tools).
• Support product launches, market penetration initiatives, and value-added services (e.g., project management tools, design calculations).

Your Skills and Experience

Essential Requirements

• Degree in Engineering, Architecture, Construction Management, or a related technical/commercial field (equivalent industry experience highly regarded).
• 5+ years in specification sales, business development, or technical product sales within building materials, construction chemicals, or industrial adhesives/sealants.
• Proven success influencing architects, engineers, and consultants to secure specifications and successfully converting them into project sales.
• Sound understanding of adhesives, sealants, waterproofing, flooring, or roofing systems and their application in manufacturing or on-site assembly.
• Outstanding presentation, stakeholder management, and negotiation skills, with the willingness to travel as required.

Preferred

• Solid working knowledge of Modern Methods of Construction (MMC), off-site/volumetric modular, panelised systems, or precast manufacturing.
• Familiarity with industrial manufacturing processes and identifying efficiency/automation improvements.
• Proficiency in CRM tools and structured pipeline management.

Why Join Us

As a market leader, Sika Australia understands and recognizes the contribution employees make to the success of our business.

In return for your experience and commitment, you will be rewarded with,

• A competitive salary package.
• A supportive working environment with a strong, positive company culture
• We invest in our employees – you will be provided with all relevant training and development.

Applicants must have valid AU working rights.

Successful applicants will be required to undergo a Pre-Employment Medical including a drug and alcohol screen.

Sika Australia is proud to be an Equal Employment Opportunity employer.

We value and seek diversity in our workforce.

We offer competitive salaries, aligned with local market benchmarks and the specific scope and responsibilities of each role. Compensation is determined based skills relevant to the position, education and/or training. We are committed to fair and equitable pay practices in accordance with applicable laws and regulations.

Sika Australia uses Artificial Intelligence (AI) tools to support the initial screening of job applications based on inherent duties of the role. However, we want to stress that AI does not make final decisions or disqualify candidates from consideration. Applications are carefully reviewed by our experienced hiring managers and recruiters to ensure a fair and thorough evaluation process.

By combining the efficiency of AI with the expertise and judgment of our hiring team, we are able to identify top candidates while maintaining a human-centered approach to hiring.

About Sika

Sika Australia Pty Ltd is a well-established industry leader in the manufacturing of construction chemicals servicing Construction, Industry, & Mining divisions across Australia.

We are a Global Organization with subsidiaries in over 103 countries around the world, we manufacture in over 400 factories with over 33,000 employees & an expanding team across Australia.