EMEA Specification Sales Leader (m/f/d)

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The Specification Sales Leader is responsible for creating market demand and accelerating profitable growth by increasing specification of Corian® products across the region. The role leads the regional Specification organization, develops the specification strategy, drives pipeline creation and conversion, and builds strong relationships with architects, designers, developers, fabricators, strategic end-users, and channel partners to secure specification wins that translate into sustainable revenue growth. The role serves as the organization's leader for specification-selling excellence, capability development, and best-practice deployment.

Core Responsibilities

Specification Management and Excellence

• Execute regional specification growth strategy defined by regional marketing team and support regular and ongoing iteration to drive up win rates.
• Own the regional specification opportunity pipeline.
• Drive project identification, qualification, tracking, and prioritization.
• Ensure disciplined CRM utilization and project visibility.
• Monitor pipeline health, conversion rates, and project progression.
• Focus specification team's efforts on priority segments, target accounts, and market opportunities, as defined by marketing
• Drive penetration into A&D community in key geographic specification hubs (London, Paris, Milan to increase inclusion of Corian® in project specifications, approved vendor lists, and material standards.
• Build strategic relationships with architects, designers, consultants, developers, project owners, and influencers.
• Develop engagement plans for key local, regional, and international design firms.
• Represent Corian® at industry events, associations, and specification forums.
• Position Corian® as the preferred solution through education, inspiration, and technical value selling.

• Lead specification strategies for strategic accounts and multinational customers.
• Secure preferred-material positions and corporate standards.
• Support major project pursuits and cross-border opportunities.
• Develop long-term growth plans for strategic specification accounts.

Fabricator & Channel Ecosystem Development

• Build strong relationships with certified fabricators, installers, distributors, and channel partners.
• Improve conversion of specified opportunities into completed installations.
• Support capability development, project execution excellence, and customer experience improvement.

Team Leadership & Capability Development

• Lead, coach, and develop the regional specification sales team.
• Establish objectives, KPIs, talent development plans, and succession pipelines.
• Drive a culture of accountability, customer focus, and collaboration.
• Develop and deploy specification sales best practices, tools, and training programs.

Commercial Collaboration

• Partner closely with Territory Sales Leaders and Key Account Managers to convert specifications into revenue.
• Align specification priorities with commercial growth targets.
• Support account planning and strategic opportunity reviews.
• Ensure smooth handoff and collaboration between specification and sales teams.

Commercial Excellence & Execution

• Establish standardized specification sales processes, reporting, and performance management.
• Drive KPI visibility and forecasting of specification opportunities.
• Lead sharing of best practices across regions and contribute to global capability building.

Cross-Functional Leadership

• Collaborate with Marketing, Product Management, Technical Services, Supply Chain, Sales Operations, and Finance.
• Provide market intelligence and customer insights to shape business decisions.
• Support product launches, growth initiatives, and strategic business projects.

Main Requirements:

• Bachelor’s degree required.
• Business, Marketing, Engineering, Science, Technical, or related disciplines preferred.
• Advanced business, commercial, technical, or innovation-focused education is a plus.
• Strategic and analytical thinking.
• Ability to connect technical capabilities to business value and customer outcomes.
• Experience in technical, industrial, manufacturing, specialty materials, advanced mobility, shelter, protection, electronics, or solution-based selling environments.
• Experience influencing specifications, technical evaluations, trials, sampling, qualification processes, or customer adoption milestones.
• Experience coordinating cross-functional teams across sales, marketing, product management, technical service, R&D, supply chain, finance, and customer service.
• Experience developing value propositions, market assessments, business cases, or growth strategies for new opportunities.
• Ability to influence without authority across internal and external stakeholders.
• Business development, demand creation, strategic marketing, technical sales, or commercial development experience in a complex B2B environment.
• Proven track record of identifying, qualifying, and advancing new growth opportunities from early discovery through pipeline progression.
• Experience creating new customer, new application, new platform, or new segment opportunities.
• Strong CRM, pipeline management, opportunity qualification, milestone tracking, and handoff discipline.

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