National Specification Manager – Industrial Segment

The National Specification Manager – Industrial Segment is responsible for driving specification selling across industrial projects, key accounts, and EPC ecosystem in order to position Sika solutions at the design stage.

The role focuses on influencing consultants, owners, industrial end-users, and project stakeholders, ensuring Sika products are specified, approved, and converted into business—supporting long-term, sustainable growth.

Key Responsibilities

1. Specification Development & Project Influence

• Drive early-stage specifications in industrial projects (factories, warehouses, process plants, pharma, automotive, etc.)
• Engage with consultants, architects, PMCs, EPC contractors, and industrial clients
• Ensure Sika solutions are included in BOQs, tenders, and approved vendor lists
• Develop and maintain a robust pipeline of specification-driven projects

2. Industrial Segment Strategy

• Define and execute segment-specific specification strategy for industries (e.g., manufacturing, logistics, chemicals, food & pharma)
• Identify key growth sectors, cluster opportunities, and emerging industrial hubs
• Build key account specification plans for large industrial customers

3. Conversion to Business

• Work closely with Sales teams to convert specifications into orders
• Support value propositions, technical submissions, and tender negotiations
• Track specification-to-sales conversion ratio and improve hit rates

4. Stakeholder & Relationship Management

• Establish strong networks with:
  • Industrial consultants & design firms
  • Project owners and corporate engineering teams
  • EPC contractors and system integrators
• Conduct technical presentations, seminars, and client workshops

5. Technical & Product Positioning

• Collaborate with Target Market Management & Technical teams to:
  • Position Sika solutions as preferred technical standards
  • Support approvals, mock-ups, and trials
  • Provide application-based technical solutions

6. Digital & Data-Driven Specification Management

• Maintain project and stakeholder database (CRM / Salesforce)
• Track:
  • Number of specifications generated
  • Unique project entries
  • Conversion rates

7. Cross-Functional Collaboration

• Work closely with:
  • Sales & Business Development teams
  • Technical Services & R&D
  • Marketing & Specification teams
• Align industrial segment approach with overall Target Market strategy

Key Performance Indicators (KPIs)

• Number of new specifications generated
• Value of specification pipeline created
• Conversion rate (specification → order)
• Number of industrial key accounts engaged
• Approval status in consultant/vendor lists
• Growth in industrial segment contribution