Business Development/Specification Manager- HVAC

We are recruiting for a Business Development/Specification Manager for Our client which is an established HVAC manufacturing company providing a range of air-conditioning, air distribution, ventilation and air-control solutions for commercial, residential, industrial and infrastructure projects. Location - Umm Al Quwain, UAE Salary- 15,000- 17,000 AED (All inclusive) Role Overview The Business Development Manager will be responsible for developing and managing relationships with MEP consultants, HVAC consultants, developers, architects and project management consultants to increase the specification and adoption of companies products. The core focus of the role is to engage with stakeholders at the design and specification stage, ensuring products are considered, technically approved and incorporated into project specifications and approved vendor/manufacturer lists. This is primarily a consultant- and developer-facing business development position. The successful candidate will be expected to understand the HVAC specification process, identify projects at an early stage, influence product selection and convert specification opportunities into commercial business. Key Responsibilities 1. Consultant & Developer Relationship Management • Develop and maintain strong relationships with key MEP consultants, HVAC consultants, developers, architects and project management companies. • Establish the companies products as a preferred and trusted HVAC product manufacturer among key industry stakeholders. • Regularly visit consultants and developers to understand their upcoming project requirements and product preferences. • Build a structured database of key consultants, developers, decision-makers and project opportunities. • Identify key influencers and decision-makers involved in HVAC product selection and approval. 2. Product Specification & Approval • Promote products to consultants and developers at the design and specification stage. • Influence consultants to incorporate products into project specifications. • Secure product approvals, manufacturer approvals and approved vendor/approved manufacturer listings. • Conduct technical presentations and product introductions to consultants and engineering teams. • Understand consultant specifications and identify opportunities where products can provide technically and commercially suitable alternatives. • Follow up on specifications to ensure products remain included through subsequent project stages. • Support the technical team in addressing consultant queries, technical requirements and product documentation. 3. Project Identification & Business Development • Identify upcoming commercial, residential, hospitality, healthcare, industrial and infrastructure projects at an early stage. • Track projects from concept/design → consultant specification → developer approval → tender → award → procurement. • Develop and maintain a healthy pipeline of projects influenced through consultant and developer relationships. • Research market developments and identify new business opportunities for products. • Monitor upcoming projects, tenders and developments within the assigned territory. • Develop strategies to increase market share across targeted product categories. 4. Technical & Commercial Presentations • Conduct product presentations, technical seminars and CPD-style sessions where appropriate. • Present product portfolio, technical capabilities, certifications, manufacturing capabilities and competitive advantages. • Understand the technical requirements of consultants and provide appropriate product recommendations. • Work closely with the engineering/technical team to prepare technical submissions and presentations. • Represent at industry exhibitions, networking events and professional forums. 5. Internal Coordination • Work closely with Sales, Estimation, Engineering, Production and Technical teams to ensure consultant requirements are addressed. • Coordinate technical information and documentation required for consultant approvals. • Provide feedback from consultants and developers regarding market requirements, competitor products and pricing. • Support the commercial team when specified projects progress into tender and procurement stages. • Ensure smooth handover of qualified project opportunities to the relevant sales/project team. 6. Market & Competitor Intelligence • Monitor competitor activity, product developments and market positioning. • Identify competitors that are actively specified by consultants and developers. • Understand market pricing, product positioning and technical differentiators. • Provide regular market feedback to management. • Identify opportunities to introduce new products into consultant specifications. 7. Reporting & Pipeline Management • Maintain accurate records of consultant meetings, developer meetings and project opportunities. • Prepare regular business development reports for management. • Track specification opportunities and product approvals. • Maintain a forecast of projects influenced and potential commercial value. • Monitor conversion of specified projects into actual sales. Education • Bachelor's degree in Mechanical Engineering, HVAC Engineering, Business Administration or a related discipline. • Engineering qualifications are preferred due to the technical nature of the products and consultant engagement. Experience • 5–10+ years of experience in HVAC, air-conditioning, ventilation, air distribution or related building-services products. • Proven experience in business development, specification sales, technical sales, consultant relations or project sales. • Strong experience dealing directly with MEP/HVAC consultants and/or developers. • UAE market experience is strongly preferred. • Experience working for an HVAC manufacturer or specialist HVAC product company is highly desirable. Show more Show less

Bachelor's degree in Mechanical Engineering, HVAC Engineering, Business Administration or a related discipline. Engineering qualifications are preferred. 5–10+ years of experience in HVAC, air-conditioning, ventilation or related building-services products. Proven experience in business development, specification sales, technical sales, consultant relations or project sales. Strong experience dealing directly with MEP/HVAC consultants and/or developers. UAE market experience strongly preferred. Experience working for an HVAC manufacturer or specialist HVAC product company is highly desirable.

1. Consultant & Developer Relationship Management: Develop and maintain relationships with MEP/HVAC consultants, developers, architects and project management companies; establish the company’s products as a preferred HVAC manufacturer; regularly visit consultants and developers; build a structured database; identify key decision-makers. 2. Product Specification & Approval: Promote products at design/specification stage; influence inclusion in project specifications; secure product and manufacturer approvals; conduct technical presentations; address consultant requirements; support documentation. 3. Project Identification & Business Development: Identify upcoming projects; track projects through concept/design to procurement; maintain a healthy pipeline; research market developments; monitor tenders and developments; develop strategies to increase market share. 4. Technical & Commercial Presentations: Conduct product presentations and CPD sessions; present portfolio, certifications, capabilities and differentiators; prepare technical submissions with engineering teams; represent at events. 5. Internal Coordination: Work with Sales, Estimation, Engineering, Production and Technical teams; coordinate information for approvals; feedback market requirements; support during tender/procurement; ensure smooth handover of opportunities. 6. Market & Competitor Intelligence: Monitor competitors, pricing and market positioning; identify opportunities to introduce new products into specifications. 7. Reporting & Pipeline Management: Maintain records of meetings and opportunities; prepare management reports; track opportunities and approvals; forecast projects influenced and potential value; monitor conversion to sales.