Specification Sales Manager

Title:            Specification Sales Manager East Midlands Northern home countries England

Reports to:   UK Sales Leader

Imagine working at the forefront of innovation in fluid-flow technology, with over 1400 colleagues across the globe, and contributing to a legacy of excellence that spans eight manufacturing facilities on four continents. Armstrong Fluid Technology is more than just a leader in our industry; we are a community of the brightest and most creative technical and marketing minds driven by a shared mission to engineer the future and safeguard our planet.

As a member of our team, you'll dive into an environment that encourages learning and boundary-pushing every day. You'll be part of an agile and dynamic workplace where today's solutions are built for tomorrow's challenges.

In this role, you will build and maintain relationships with key stakeholders, driving business growth by positioning Armstrong’s products as the Basis of Design (BoD) in major projects. Focus areas include high-value markets like commercial design-build, district energy and data centres.

Key Responsibilities:

Business Development:

• Build, strengthen, and maintain relationships with building owners, operators, developers, consultants, and other key stakeholders to position Armstrong’s products as the basis of design (BoD) for major projects across the North of the UK.
• Engage proactively with customers to understand technical and commercial requirements, uncover new opportunities, and influence bid criteria to integrate Armstrong solutions at the earliest design stages.
• Target priority verticals - such as commercial design-build, district energy, healthcare, industrial, and data centres - working closely with internal technical and commercial teams to develop tailored solution packages.
• Identify and leverage opportunities within government-funded infrastructure programmes, sustainability initiatives, and energy-efficiency mandates to drive specification of Armstrong technologies.
• Represent Armstrong at industry exhibitions, networking events, CPDs, and professional forums to promote brand visibility and build strong relationships with consultants and decision-makers.

National Leadership:

• Develop and nurture long-term relationships with key national clients, emphasising early-engagement strategies that position Armstrong as the preferred BoD.
• Provide exceptional technical and commercial support throughout the project lifecycle, ensuring customer confidence and satisfaction.
• Continuously gather, analyse, and communicate customer insights to influence national strategy, drive improvements, and strengthen Armstrong’s market position.

Product Knowledge & Sales Strategy:

• Promote Armstrong’s full product portfolio - pumps, HVAC solutions, digital technologies, and energy-efficient systems - through direct outreach to consulting engineers, mechanical contractors, design teams, and building owners.
• Develop comprehensive territory plans with clear KPIs, growth objectives, and competitive strategies to consistently achieve and exceed sales targets.
• Apply strong technical knowledge and consultative selling approaches to secure specifications, close opportunities, and expand Armstrong’s market share across key sectors.

Administrative Responsibilities:

• Maintain accurate and up-to-date records of customer interactions, opportunities, and pipeline activities within the CRM system.
• Monitor and report on market trends, competitor activity, and emerging project opportunities across the region.
• Produce structured bi-weekly activity reports, tracking progress against objectives and highlighting risks, wins, and upcoming opportunities.

Team Collaboration & Development:

• Collaborate closely with internal teams—engineering, customer service, marketing, and senior management - to relay customer feedback, enhance service delivery, and support continuous improvement initiatives.
• Contribute to cross-functional projects that strengthen Armstrong’s national presence and accelerate strategic growth.
• Participate actively in key trade associations and industry bodies to enhance professional knowledge, stay current with emerging technologies, and elevate Armstrong’s industry influence.

What We’re Looking For

To thrive in this role, you should bring:

Education & Experience

• University degree in Engineering, Mechanical Engineering, or an equivalent combination of technical sales, business development, and industry experience.
• Substantial experience in technical mechanical specification sales, application engineering, business development, or a related role within the HVAC, hydronic, pumping, heat network, district energy, or data centre sectors.
• Experience working with consultants, end users, building owners, developers, contractors, and operators throughout the project lifecycle, from concept design through to project delivery.
• Proven track record in end-user specification sales, influencing design decisions and developing strong relationships with consultants, developers, and senior decision-makers across commercial, district energy, industrial, healthcare, and data centre sectors.
• Experience positioning complex mechanical and digital solutions as the Basis of Design (BoD) within major new-build, retrofit, refurbishment, and mission-critical projects.
• Familiarity with Asset Management Systems, maintenance methodologies, and performance-focused building operations.
• Demonstrated ability to lead and collaborate within cross-functional teams, driving action, accountability, and measurable business results.
• Able and willing to travel throughout the region (approximately 50–60% of the time).

Technical Skills

• Strong understanding of mechanical building services systems, including pumps, chilled water, heating water, heat transfer, hydronic systems, energy-efficient HVAC solutions, district energy networks, and critical cooling infrastructure.
• Strong ability to read and interpret construction drawings, layouts, specifications, and electrical/hydraulic schematics.
• Experience securing product specifications and positioning engineered solutions during early design stages (RIBA Stages 1–4) within new-build, retrofit, refurbishment, and mission-critical projects.
• Highly proficient in utilising CRM platforms to manage customer pipelines, track forecasts, analyse activity, and generate comprehensive reports.
• Skilled in applying technical sales tools, digital platforms, and structured processes to promote energy-efficient HVAC and pumping solutions.
• Excellent presentation, communication, and technical training skills, with experience delivering CPDs, technical workshops, solution demonstrations, and strategic customer engagement programmes.
• Ability to understand customer operational, energy, sustainability, resilience, and performance requirements and translate these into engineered solutions that deliver measurable value.
• Advanced analytical and data-driven approach to evaluating sales performance, market trends, competitive dynamics, and specification opportunities.
• Comfortable integrating product knowledge with industry standards, regulatory requirements, and sustainability objectives, including energy efficiency and carbon reduction initiatives.

Soft skills

• Proven track record of developing relationships and influencing design decisions with consulting engineers, end users, building owners, developers, facilities managers, and key project stakeholders.
• Demonstrated success identifying opportunities, building and managing project pipelines, and delivering sustainable specification growth across commercial buildings, healthcare, district energy, industrial, and data centre markets.
• Strong commercial awareness with the ability to align technical solutions with customer objectives, business outcomes, and long-term value creation.
• Experience developing key account plans, stakeholder engagement strategies, and growth initiatives to maximise specification opportunities and strengthen customer relationships.
• Highly proficient in pipeline management, forecasting, and opportunity qualification, ensuring effective prioritisation and conversion of strategic projects.
• Experience analysing market, account, and project pipeline data, providing regular reporting, insights, and recommendations to support business planning, forecasting, and strategic decision-making.
• Strong interpersonal and communication skills, capable of influencing stakeholders at all organisational levels, from design engineers to C-suite executives.
• Exceptional problem-solving abilities, with the capacity to turn complex technical and commercial challenges into clear, actionable recommendations.
• Highly organised and detail-focused, with strong planning, time-management, and prioritisation skills.
• Demonstrates resilience, adaptability, and a proactive mindset in fast-paced, competitive environments while maintaining a collaborative and customer-focused approach.

Why Armstrong Fluid Technology?

By joining us, you’ll become part of a global community dedicated to pushing the boundaries of fluid-flow technology. You’ll have endless opportunities to learn, grow, and make a significant impact on the world by reducing carbon emissions and energy costs. Together, we'll build tomorrow’s solutions today and enjoy a safer and greener world.