Specification Sales Executive

Job Description

Johnson Controls is strengthening how we engage with customers and project influencers before technical and commercial decisions are fixed. This role focuses on early-stage specification work across Benelux, helping position fire and security solutions where they add genuine value.

What you will do

You will build trusted relationships with consultants, planners, engineers, end users, contractors and other project stakeholders, identify opportunities before product or supplier decisions are finalised, and work with internal specialists to shape appropriate solution approaches. The role is designed to create demand, develop qualified pipeline and support a structured handover into the wider sales organisation.

How you will do it

• Develop relationships with consultants, planners, engineers, end users, contractors and other relevant project stakeholders.
• Identify projects and investment plans early, before product or supplier decisions are finalised.
• Understand technical requirements, applicable standards, project constraints and commercial drivers.
• Work with internal product, engineering and sales specialists to develop appropriate solution approaches.
• Influence design, specification and solution choice where Johnson Controls can add real value.
• Build and maintain a structured pipeline of early-stage opportunities with clear next actions and ownership.
• Transfer qualified opportunities effectively to the appropriate sales teams and remain involved where relationships or technical understanding can add value.
• Provide practical market intelligence on competitor activity, customer requirements and emerging project trends.
• Support fire detection design and specification activity, including relevant European and local standards, technical presentations and continuing professional development sessions.
• Maintain opportunity records in Salesforce with agreed qualification criteria, next actions, ownership and handover requirements.
• Work across direct sales, indirect partners, distributors and local country teams with clear ownership for each qualified opportunity.

What we look for

• Experience in specification, project development, consultative business development or complex project sales in fire & security, building technologies, construction products, electrical systems, automation or another technically led B2B environment.
• Experience working with consultants, engineers, designers, contractors or end users on technically led projects.
• Strong technical and commercial credibility, with the confidence to ask detailed questions, challenge assumptions and discuss solution choices professionally.
• A structured approach to opportunity management, follow-up and internal coordination.
• Experience using Salesforce or a similar CRM to manage pipeline, qualification and handover.
• Fluent English and professional proficiency in either Dutch or French.
• Valid driving licence, the right to work in the relevant employing country and the ability to travel regularly across the Benelux region.
• Based within approximately two hours' travel of Amsterdam or Brussels.

Preferred

• Professional proficiency in both Dutch and French.
• German or Luxembourgish language skills.
• Experience in fire detection design, relevant European and local standards, technical presentations or continuing professional development sessions.
• Previous work with direct sales, indirect partners or distributors in the Benelux region.

Why Join Us

This is a role with visible impact across Benelux. You will work at the front end of the sales cycle, collaborate with technical and commercial specialists, and help shape opportunities before procurement begins. The role suits someone who enjoys building credibility, working independently and turning market insight into measurable pipeline growth.

If this sounds like the right next step, we would be pleased to hear from you!

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