Regional Sales & Specification Manager Hongkong, Macao & Philippines B&W

Position Title: Regional Sales (Hongkong, Macao &  Philippines ) & Regional Specification Manager (base in Hongkong) B&W

Location: Hong Kong, home office

Markets: Specification (Regional) & Sales (HK, MO & PH)

Job Summary: The Regional Sales (HK, MO & PH) & Specification Manager (Hong Kong) is a pivotal role responsible for driving market share and revenue growth by strategically securing product specifications in high-value projects, particularly within the hospitality, residential, and other property sectors. This role focuses on cultivating and managing relationships with key specifiers such as international hotel groups, leading architects, designers, and developers to ensure Villeroy & Boch products are integrated into early-stage project designs. Concurrently, the manager will lead direct sales efforts, manage the sales pipeline, and collaborate closely with local market teams to ensure specification retention, support the tender process, and ultimately convert specified projects into successful sales. This position demands a strategic thinker with strong relationship-building, influencing, cross-functional collaboration, and project management skills, with a clear focus on achieving planned sales, revenue, and profit targets through distributor partnerships and direct project business.

Key Responsibilities:

I Direct Sales & Project Business Expansion for Hongkong, Macao & Philippines (Approx. 60% focus on Projects & Retail Development):

• Achieve all planned sales, revenue, and profit targets in collaboration with our distributors.
• Develop and execute regional sales strategies to achieve and exceed sales targets and market share objectives for specified projects.
• Lead the development and expansion of Villeroy & Boch's project business in the region, ensuring professional and consistent project follow-up and building strong relationships with key stakeholders including architects, investors, developers, and hotel chains.
• Manage and nurture existing project accounts, including direct clients, distributors, and project partners, while actively identifying and acquiring new business opportunities that complement specification efforts.
• Negotiate contracts, pricing, and terms with clients, ensuring profitability and adherence to company policies and guidelines.
• Develop and efficiently utilize market potential through the preparation of comprehensive market and customer development plans and the expansion of the distribution network.
• Collaborate effectively with sales and bid teams to support project tendering with the developer or property owner.
• Provide essential technical documentation, certifications, and robust justification to defend or reinforce specified products during the tender process.
• Analyze market trends, competitor activities, and customer needs to identify growth opportunities and inform strategic sales approaches.

II. Strategic Specification & Relationship Management based in Hongkong for Asia Region (Approx. 40% focus on Specification Development):

• Manage and cultivate relationships with Interior Design Firms and International Hotel Groups, gaining a deep understanding of their brand standards, project pipelines, and development cycles.
• Influence design and procurement decision-makers at corporate and regional levels to adopt Villeroy & Boch brand standards or project-specific specifications.
• Build strong partnerships with leading architects, designers, and consultants, providing expert product guidance, technical support, and tailored solutions that meet diverse project needs.
• Engage proactively with architects, designers, and consultants to secure product specifications during early planning stages of projects.
• Secure project specifications at the concept or regional design level and meticulously document them within the Salesforce system.
• Provide detailed product presentations, comprehensive technical documentation, and mock-up support to design teams to facilitate informed decision-making.
• Track and manage specifications through all design phases to ensure retention and prevent product substitution.
• Support other markets as required for regional project specification, extending influence beyond Hong Kong.

III. Project Lifecycle Management & Collaboration:

• Work seamlessly with country/market teams to hand over project details once the concept specification is secured, ensuring a smooth transition.
• Identify and support engagement with locally appointed architects, designers, or consultants to maintain specification integrity.
• Assist local teams in reinforcing the original specification and managing any necessary adaptations throughout the project lifecycle.
• Monitor project progress across all phases—from initial specification through tender to final delivery—to ensure timely execution and adherence to original plans.
• Ensure the original specification is upheld through transitions in project stakeholders or geographies.
• Reporting: Utilize Salesforce for accurate reporting, prepare Business Review Meeting (BRM) documents, contribute to planning activities, and participate in Sales & Operations Planning (S&OP) meetings.
• Partner with Marketing for A&D brand and engagement programs, ensuring consistent messaging and support.
• Work closely with Product Category Management to align specifications with evolving project requirements and product availability.
• Coordinate with After-Sales/Customer Service teams to support installation, commissioning, and issue resolution, particularly for long-term accounts and hotel operators.
• Collaborate with the Sales Support Team to ensure accurate project pipeline tracking, data integrity, reporting, and user feedback that supports system improvements and end-to-end project visibility.

IV. Strategic Leadership & Industry Engagement:

• Develop and implement the overall specifications strategy for HK, ensuring alignment with business goals, market priorities, and customer needs.
• Lead strategic account planning for assigned key accounts (e.g., international hotel groups, architecture firms, and interior design firms), including developing, executing, and measuring individual account plans aligned with business objectives and project targets.
• Provide strategic insights and regular updates to leadership on trends in specifications, design and development practices, competitive activity, and market dynamics.
• Represent Villeroy & Boch as a brand ambassador at key industry events, forums, and networking opportunities, elevating the company’s visibility and credibility among architects, designers, developers, and decision-makers.
• Support the organization’s thought leadership positioning by sharing best practices, contributing to content, and building relationships with industry influencers.

Job Specifications:

General Qualifications:

• Bachelor’s degree in Architecture, Interior Design, Engineering, Business, or a related field.
• 10+ years of experience in specification, business development, sales, or project management within the construction or building materials industry, with at least 3 years in a leadership role.

Experience:

• Proven success in driving specifications and securing major project wins.
• Demonstrated experience in managing relationships with international hotel chains and A&D firms.
• Strong understanding of project lifecycles, from design to procurement and construction.
• Familiarity with Salesforce CRM for tracking projects and contacts .
• Strategic planning experience in specifications, business development, or market expansion.
• Ability to represent the company at industry events and conferences as a thought leader.
• Strong background in negotiation, stakeholder engagement, and commercial decision-making.