he Specification Manager – Gujarat & MP is responsible for driving specification selling across key projects , with a primary focus on building projects (commercial & residential) while also supporting industrial and infrastructure segments across both private and government projects . The role ensures early-stage influence with consultants, developers, government bodies, industrial clients, and EPC stakeholders , positioning Sika solutions at design and tender stage, and enabling strong project pipeline and conversion. 1. Specification Development – Project Coverage Drive specifications across: Building Projects : Commercial, residential, mixed-use developments Industrial Projects: Factories, warehouses, manufacturing facilities Infrastructure Projects: Government & private sector projects (roads, metro, utilities, etc.) Ensure Sika solutions are included in: BOQs Tender specifications Approved vendor lists Build and manage a strong zonal specification pipeline across segments 2. Stakeholder Engagement & Influence Develop strong relationships with: Developers & builders (real estate) Architects, consultants, and PMCs Government departments / authorities (PWD, Metro, infrastructure agencies) EPC contractors & industrial project stakeholders Conduct: Technical presentations Product demonstrations Consultant & developer meets 3. Conversion to Business Work closely with zonal sales teams to convert specifications into project orders Provide support in: Technical submissions Value engineering proposals Tender participation (Govt & private) Track and improve specification-to-order conversion ratios 4. Technical Positioning & Approvals Coordinate with Product Management & Technical teams to: Secure approvals with consultants, developers & government bodies Support mock-ups, trials, and site applications Position Sika products and systems as preferred project specifications 5. Data & Pipeline Management Maintain project pipeline in CRM / Salesforce Track: Number of specifications created (segment-wise) Pipeline value across building, industrial & infra Conversion metrics Provide regular MIS and zonal performance reports 6. Cross-Functional Collaboration Work closely with: Sales & Business Development teams Technical Services Target Market Management Ensure execution alignment between specification pipeline and sales priorities Key Performance Indicators (KPIs) Number of new specifications generated (by segment) Value of project pipeline (building + industrial + infra) Conversion rate (specification → order) Number of consultants, developers & government stakeholders engaged Growth in building segment + strategic project penetration