Objective of the position:
Lead the Specification team in reviewing project drawings, preparing quantity take-offs (BOQ), cost estimations, and technical proposals while managing strategic key accounts to support project bidding, secure project awards, and maximize business growth.
I. Specification / Project Technical
1. Drawing Review & Quantity Take-off
- Review architectural, interior, and construction drawings to identify Häfele product opportunities.
- Lead the preparation of BOQs based on project drawings and specifications.
- Ensure quantity calculations are complete, accurate, and aligned with project requirements.
- Coordinate with Product Management for appropriate product selection and alternatives.
2. Cost Estimation & Tender Support
- Oversee project cost estimation and budget preparation.
- Support quotation preparation and tender submissions.
- Evaluate project profitability and recommend commercial strategies.
- Work closely with the Project Sales team during tender clarification and negotiations.
3. Cross-functional Coordination
- Coordinate with Project Sales, Technical, Product Management, Supply Chain, Customer Service, and Logistics.
- Ensure timely responses to customer technical requests.
- Support project execution from tender through project completion.
4. Process Improvement
- Improve estimation accuracy and reduce turnaround time.
- Develop estimation templates, BOQ standards, and technical databases.
- Drive continuous improvement within the Specification function.
II. Key Account Management / Project Development
1. Client & Stakeholder Management
- Build and maintain strong relationships with key stakeholders, including investors,
developers, architects, consultants, main contractors, MEP contractors, and
designers.
- Act as the main commercial contact throughout the project lifecycle, ensuring client satisfaction and long-term partnership.
- Manage key accounts and strategic partners to generate repeat and referral business.
- Understand customer requirements and propose suitable Häfele solutions.
- Conduct regular customer meetings to identify upcoming projects and business opportunities.
- Support strategic account planning and long-term partnership development.
2. Internal Coordination & Execution Support
- Coordinate closely with technical, design, supply chain, logistics, and finance teams to ensure feasible and timely project execution.
- Support smooth handover from sales to project execution teams, ensuring clear scope, specifications, and commercial alignment.
- Monitor project progress to identify variation orders, upselling opportunities, and risk mitigation actions.
3. Pipeline, Reporting & Market Intelligence
- Maintain accurate project pipelines, forecasts, and sales reports.
- Conduct win/loss analysis to continuously improve bidding and sales strategies.
- Gather and analyze market intelligence on competitors, pricing trends, new technologies, and upcoming developments in the industry.
4. Brand & Market Presence
- Represent the company at industry events, exhibitions, product launches, and client functions.
- Promote the company's solutions, brand values, and technical capabilities in the project market.
- Ensure all activities comply with company policies, quality standards, and relevant lighting regulations.
5. Team Leadership
- Lead, coach, and develop the Specification team responsible for drawing review, quantity take-offs, and project estimation.
- Allocate workloads and monitor productivity, quality, and turnaround time.
- Establish standard operating procedures (SOPs) for BOQ preparation and estimation.
- Review and approve technical submissions before issuing to customers.
- Perform other tasks assigned by the company.