National Specification Manager – Institutional Business

Sika Schweiz AG (Group); New Delhi; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Sika Schweiz AG (Group) is seeking a professional to drive specification-based business growth in New Delhi. This role emphasizes engagement with project stakeholders to ensure strong execution and conversion into sales.

The ideal candidate will be responsible for developing a sustainable specification pipeline and managing relationships with key influencers like architects and government bodies, focusing on strategic institutional project acquisitions.

Qualifications

• Experience in specification-based selling and project management.
• Strong relationship-building skills with institutional stakeholders.
• Ability to influence product selection in early project stages.

Responsibilities

• Drive specification-based business growth across institutional segments.
• Develop and execute a national strategy for the institutional segment.
• Work closely with sales teams to convert specifications into orders.

Skills

Specification selling

Project influence

Cross-functional coordination

Training and technical advocacy

Job description

Specification Selling & Project Influence

Drive specification-based business growth across institutional segments by influencing project stakeholders at the design stage and ensuring conversion into sales through strong execution with sales teams. This role is responsible for building a sustainable specification pipeline, securing product approvals in institutional projects, and strengthening relationships with key influencers such as consultants, architects, government bodies, and large institutional clients.

• Identify and track large institutional and infrastructure projects at early design stages.
• Engage with consultants, architects, PMC, and developers to secure product specifications.
• Influence product selection through technical presentations and solution-based approach.
• Ensure company products are embedded in project BOQs/specifications (Core expectation: driving specification at pre-construction stage to ensure downstream sales).

Institutional Business Development

• Develop and execute national strategy for institutional segment (hospitals, metros, airports, data centers, government, PSU, etc.).
• Build relationships with key institutional stakeholders and decision-makers.
• Identify and onboard strategic institutional accounts and long-term contracts.
• Drive conversion of specified projects into firm business with sales teams.

Cross-Functional Coordination

• Work closely with Sales teams for conversion of specifications into orders.
• Work closely with Technical services for solution development and approvals.
• Work closely with Product management for positioning and new product introduction.
• Align specification pipeline with commercial execution plans.

Training & Technical Advocacy

• Conduct technical presentations, seminars for stakeholders.
• Promote new technologies, systems, and solutions.
• Support digital tools for better specification adoption.