Strategic Specification Sales Lead – Benelux

Johnson Controls; Capelle aan den IJssel, Echt-Susteren, Enschede; Hybrid; EUR 70,000 - 90,000; Full time

Job summary

Johnson Controls seeks a Specification Sales Executive to drive early-stage specification work across Benelux, building trusted relationships with consultants, planners, engineers, end users and contractors. You will identify opportunities before final decisions, coordinate with internal specialists, and shape solution approaches that add real value.

The role requires strong technical and commercial credibility, CRM experience, and fluent English with Dutch or French.

Qualifications

• Experience in specification, project development, or complex project sales in fire & security, building technologies, or similar B2B environments.
• Proven ability to work with consultants, engineers, designers, contractors or end users on technically led projects.

Responsibilities

• Build relationships with consultants, planners, engineers, end users, contractors and other project stakeholders.
• Identify projects and investment plans early, before product or supplier decisions are finalised.
• Understand technical requirements, applicable standards, project constraints and commercial drivers.
• Work with internal product, engineering and sales specialists to develop appropriate solution approaches.
• Influence design and solution choices where Johnson Controls can add value.
• Maintain a structured pipeline of early-stage opportunities with clear next actions and ownership.
• Transfer qualified opportunities to the appropriate sales teams and stay involved where relationships or technical understanding add value.
• Provide practical market intelligence on competitor activity and customer requirements.
• Support fire detection design and specification activity, including relevant European and local standards.
• Maintain opportunity records in Salesforce with agreed qualification criteria, next actions, ownership and handover requirements.
• Collaborate across direct sales, indirect partners, distributors and local country teams with clear ownership for each qualified opportunity.

Skills

Specification sales

Consultative selling

CRM (Salesforce)

Cross-functional collaboration

Tools

Salesforce

Job description

Johnson Controls seeks a Specification Sales Executive to drive early-stage specification work across Benelux, building trusted relationships with consultants, planners, engineers, end users and contractors. You will identify opportunities before final decisions, coordinate with internal specialists, and shape solution approaches that add real value.

The role requires strong technical and commercial credibility, CRM experience, and fluent English with Dutch or French.