Harbourne Associates
Specification Manager
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Solar Business Development Manager - Flat Roofing & Commercial Solar Solutions
Role Purpose
The Solar Business Development Manager will be responsible for driving sales growth and developing new business opportunities for commercial solar PV solutions within the flat roofing market. The role will focus on building strong relationships with Tier 1 and Tier 2 main contractors, major roofing contractors, developers, consultants, and end users, while supporting the Specification Manager in securing project specifications and delivering commercially viable solar solutions.
The successful candidate will combine strong business development skills with technical knowledge of roofing and solar technologies, enabling them to identify opportunities, provide expert advice, and support customers throughout the project lifecycle.
Business Development
- Identify, target, and secure new business opportunities within the commercial roofing and solar sectors.
- Develop strategic relationships with Tier 1 and Tier 2 building contractors, major roofing contractors, developers, asset owners, and key stakeholders.
- Generate project opportunities through proactive market engagement and networking.
- Create and implement business development plans to achieve sales growth and revenue targets.
- Manage opportunities through the sales pipeline from initial enquiry to contract award.
Customer & Market Engagement
- Become a trusted advisor for roofing-integrated and rooftop solar PV systems.
- Build relationships with commercial property owners, consultants, architects, M&E consultants, and project teams.
- Promote the company's solar solutions and associated roofing systems through presentations, CPDs, project meetings, and industry events.
- Maintain awareness of market trends, legislation, funding opportunities, and competitor activities.
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Technical & Commercial Support
- Support customers with solar PV system design concepts and project feasibility assessments.
- Provide guidance on energy generation forecasts, return on investment calculations, payback periods, and whole-life cost benefits.
- Understand and communicate available funding mechanisms, grants, power purchase agreements (PPAs), leasing solutions, and other financing options.
- Work closely with technical teams to ensure proposed solutions are compliant, practical, and commercially viable.
- Assist with the preparation of proposals, business cases, and tender submissions.
Specification Development
- Support the Specification Manager in securing project specifications with architects, consultants, and developers.
- Help convert specifications into secured project opportunities through contractor engagement.
- Track specified projects and ensure successful project conversion.
- Provide technical and commercial assistance during project development stages.
Contractor Management
- Develop strong relationships with national and regional roofing contractors.
- Support approved installers and contractor networks with project opportunities and technical information.
- Ensure smooth communication between contractors, consultants, and internal teams throughout project delivery.
Knowledge & Experience
Essential
- Proven experience in business development within solar PV, roofing, construction, building envelope, or renewable energy sectors.
- Strong understanding of commercial flat roofing systems.
- Experience working with Tier 1 and Tier 2 contractors and large roofing contractors.
- Knowledge of rooftop solar PV systems and associated construction requirements.
- Understanding of energy generation, payback calculations, ROI assessments, and business case development.
- Experience presenting technical and commercial solutions to senior stakeholders.
- Demonstrable success in generating new business and achieving sales targets.
- Full UK driving licence.
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Desirable
- Experience selling solar solutions integrated with roofing systems.
- Knowledge of PPAs, lease funding, grants, and renewable energy financing models.
- Understanding of planning, grid connection, and regulatory requirements for commercial solar installations.
- Experience with specification sales and influencing project design teams.
Skills & Competencies
- Commercially focused with strong negotiation skills.
- Excellent communication and presentation abilities.
- Strong technical aptitude and ability to explain complex concepts clearly.
- Relationship-builder with a consultative sales approach.
- Self-motivated and capable of working independently.
- Strong project management and organisational skills.
- Ability to influence key decision-makers throughout the construction supply chain.
Key Performance Indicators (KPIs)
- New business revenue generated.
- Number and value of solar opportunities created.
- Specification value secured and converted.
- Growth in Tier 1, Tier 2, and roofing contractor relationships.
- Pipeline value and conversion rate.
- Number of stakeholder presentations, CPDs, and client meetings completed.
- Annual sales and margin achievement.
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