Kosnic Lighting
Specification Sales Manager - Northern England
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Specification Sales Manager
Company: Kosnic Lighting Ltd.
Location: Northern England (Field-Based)
Reporting to: Project Team Manager
About Kosnic Lighting
Kosnic Lighting is a leading UK manufacturer and supplier of innovative, energy-efficient LED lighting solutions. We provide high-quality lighting products for commercial, industrial, residential, education, healthcare, hospitality, and public sector projects. Our focus is on delivering exceptional products, technical expertise, and customer service while supporting the UK's transition to sustainable lighting technologies.
Role Overview
The Specification Sales Manager is responsible for generating and securing lighting specifications by developing relationships with consulting engineers, architects, lighting designers, M&E consultants, local authorities, developers, and key contractors directly and through wholesaler/merchant lighting design and key account teams.
The role focuses on influencing project specifications at the design stage, ensuring Kosnic products are specified and ultimately converted into sales through our electrical wholesale and distribution partners.
Key Responsibilities
Specification Sales
- Execute the Kosnic specification sales strategy.
- Identify and secure new project opportunities across commercial, industrial, education, healthcare, residential, hospitality, and public sector sectors.
- Promote Kosnic lighting solutions to consulting engineers, architects, lighting designers, M&E consultants, and developers through various channels.
- Work with contractors to ensure specified products are delivered and installed.
- Track projects from concept through to completion.
Business Development
- Build strong relationships with existing and prospective specification customers.
- Generate new business opportunities through networking, CPD presentations, exhibitions, and industry events.
- Maintain a healthy pipeline of specification projects.
- Identify opportunities for cross-selling Kosnic's wider product portfolio.
Project Management
- Manage multiple specification projects simultaneously.
- Liaise closely with internal technical, quotations, customer service, and sales teams.
- Monitor project progress and specification conversion rates.
- Ensure timely follow-up on quotations and project opportunities.
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Account Management
- Develop strategic relationships with key regional consultants and contractors.
- Support electrical wholesalers to maximise conversion of specified projects.
- Conduct regular customer reviews and business planning meetings.
- Provide technical guidance and product recommendations.
Market Intelligence
- Monitor competitor activity and market trends.
- Identify emerging sectors and new business opportunities.
- Provide regular market feedback to the management team.
- Report on project pipeline, forecasting, and sales activity using CRM.
Technical Support
- Deliver product presentations and CPD seminars.
- Advise customers on lighting regulations, energy efficiency, emergency lighting, and controls.
- Work with and support internal lighting design teams where required including carrying out site surveys, putting together detailed and complex lighting designs and producing quotations.
- Maintain up-to-date knowledge of lighting standards and legislation.
Key Performance Indicators (KPIs)
- Specification value secured
- Specification-to-order conversion rate
- Sales growth
- CPD presentations delivered
- Project pipeline value
- CRM activity and reporting accuracy
- Gross margin achievement
- Customer retention and satisfaction
Skills & Experience
Essential
- Proven experience in specification sales within the lighting industry.
- Strong network of wholesalers lighting design and key account teams, consultants, architects, M&E engineers, contractors, and developers.
- Excellent knowledge of LED lighting products and applications.
- Experience managing projects from specification through to completion.
- Commercial awareness with strong negotiation skills.
- Excellent presentation and communication abilities.
- Self-motivated with the ability to work independently.
- Full UK driving licence.
- Proficient in Microsoft Office and CRM systems.
Desirable
- Experience within a lighting manufacturer.
- Knowledge of lighting controls, emergency lighting, and energy-efficient solutions.
- Understanding of Relux, Dialux, or lighting design software.
- Familiarity with Building Regulations, BS EN standards, and sustainability initiatives.
- Experience delivering CPD presentations.
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Personal Attributes
- Results-driven and commercially focused.
- Professional and confident communicator.
- Relationship builder with strong influencing skills.
- Organised and able to manage multiple priorities.
- Proactive problem solver.
- Positive, resilient, and adaptable.
- Team player with a collaborative approach.
Benefits
- Competitive base salary + uncapped bonus structure.
- Hybrid/Fully Electric company car or car allowance + mobile phone & laptop.
- Opportunity to make a measurable impact in a growing company with innovative products.
- Support from marketing, product development and project services functions.
- Ongoing training and development; a collaborative, energetic working environment.
- Starting holiday entitlement of 23 days plus Bank holidays increasing up to 27 days.
- Private healthcare cover which includes dental and optical cashback.
- Pension.
- Contribution to gym membership.
- Up to 3 chillax days a year.
- Access to Employee Assistance Program.
- Major discount on our company lighting products.
Equal Opportunities
Kosnic Lighting is an equal opportunities employer committed to creating an inclusive workplace where everyone is treated fairly and with respect. We welcome applications from candidates of all backgrounds and are committed to developing a diverse workforce.
Candidates must have the right to work in the UK.
How to Apply
Please send your CV and covering letter highlighting your relevant lighting design experience and how you have driven business growth in previous roles or why you feel suitable for this opportunity to richard.scott@kosnic.com with the subject “Specification Sales Manager – North – Kosnic Lighting”.
Kosnic Lighting is an equal-opportunity employer and welcomes applications from all suitably qualified persons.
Please note that we will not accept approaches from recruiters for this role unless we have specifically reached out to you first.
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