Specification Selling Specialist Linings,

United States, California, Los Angeles

Business unit: Protective Coatings

About AkzoNobel

AkzoNobel is a leading global paints and coatings company and a major producer of specialty chemicals, with leading market positions and brands in countries around the world. We operate in a number of important market segments ranging from buildings and infrastructure to transport, industrial and consumer goods. We’re also the sector leader in sustainability and are number one in the renowned Dow Jones Sustainability Index. In practical terms, that means our sustainable solutions are in your lives, and those of your friends and family, every day. We’re the people that make it possible for you to do what you need to do.


AkzoNobel creates everyday essentials to make people's lives more liveable and inspiring. As a leading global paints and Coatings Company and a major producer of specialty chemicals, we supply essential ingredients, essential protection and essential color to industries and consumers worldwide. Backed by a pioneering heritage, our innovative products and sustainable technologies are designed to meet the growing demands of our fast-changing planet, while making life easier. Headquartered in Amsterdam, the Netherlands, we have approximately 46,000 people in around 80 countries, while our portfolio includes well-known brands such as Dulux, Sikkens, International, Interpon and Eka. Consistently ranked as a leader in sustainability, we are dedicated to energizing cities and communities while creating a protected, colourful world where life is improved by what we do
The Linings Specification Selling Manager is responsible for developing and driving the North American Linings Market including Rail Car by selling, mentoring and influencing others. Duties include, project tracking, specifications writing/ recommendations, product positioning and establishing and maintaining relationships at the owner/engineer/EPC level. The Lining Manager will be responsible developing the North American Linings business through sales growth and margin development as well as expenses control.  The customer base includes, but is not limited to Engineers, Owners, EPC’s and select customers involved in the writing, developing or influencing specifications for linings, secondary containment and grouting in the new construction and maintenance markets.   
The linings manger will manage and mentor their direct reports as well as develop the knowledgebase of the regional Sales and Manufacturers Agents in North America. 
The specialist is responsible for
·         The managed growth of sales value while concurrently achieving margin levels acceptable to the business.
·         The identification, engagement and closing of opportunities within all of the markets the business has selected as target markets while also reviewing and assessing the opportunities outside of those markets
·         Dialog of the weekly opportunities, targets and activities related to the linings product lines during the scheduled Territory conference calls or meetings
·         Identify all sales opportunities and works with PC Reps, Regional Sales Managers to develop North American tactics and actions
·         Identify current accounts that require further penetration and work with Territory Sales Representatives to develop tactics, actions and value propositions.
·         Identify and drive innovation relative to opportunities for new products
Linings Team Management
·         Growth of NAM linings including Liners, Secondary Containment, and Grouting.   Identify and tracking lining projects for specification development and eventual sale
·         Ensure all major lining projects have been identified and are actively developed.
·         Contact new and existing Engineers, Owners, EPCs and or applicator customers to secure projects through the specification of products and or services
·         Develop and influence site, project and or master specifications
·         Develop and understand the contract chain for all projects in your “pipeline”
·         Assist in setting Commercial terms of sales and service
·         Identify new prospective customers by using business directories, following leads from existing clients, participating in organizations and attending select trade shows and conferences
·         Maintain customer records using Oneplace or One CRM
Project Management and technical service coordination
·         Maintain project records with OnePlace or One CRM
·         Develop and communicate the contract chain to ensure internal alignment on target and high priority projects.
·         Collaborate with Specification Selling staff, PC Sales and Sales Management to exchange information and capture projects
·         Emphasize product solutions based on analyses of customers' needs, and on technical knowledge of product capabilities and limitations
·         Select the correct products or assist customers in making product selections, based on customers' needs, product specifications, and applicable regulations
Participate and contribute in Health & Safety, Security and Environmental activities (SAFE Meetings, BBS Observer, HS&E Training, Housekeeping, 5S, Recycling, Defensive Driving, etc)

Vacancy data


Job characteristics

Closing date

December 31, 2099

Vacancy number



North America


United States




Los Angeles

Business unit

Protective Coatings

Job family


Hierarchy level


Full time/part time


Contract type


Job requirements/Candidate profile

·         7+ years sales experience specific to protective coatings, technical or specification sales
·         Knowledge & experience with coatings industry
·         Speaking — Talking to others to convey information effectively
·         Persuasion — Persuading others to change their minds or behavior
·         Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times
·         Time Management — Managing one's own time and occasionally the time of others
·         Negotiation — Bringing others together and trying to reconcile differences
·         Service Orientation — Actively looking for ways to help people
·         Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do
·         Reading Comprehension — Understanding technical languages in work related documents
·         Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems
·         Active Learning — Understanding the implications of new information for both current and future problem-solving and decision-making
·         Good computer skills including customer relationship management CRM software, internal database, electronic mail software, presentation software (PowerPoint), Spreadsheet software (Excel), word processing software (Microsoft Word)   
·         NACE certification strongly preferred
·         Bachelors or technical degree preferred
Success factors
·         Understand customer needs
·         Achieves expected results on time
·         Understands the need to learn
·         Open to change and new ideas
·         Fulfils responsibilities in expected style
·         Travel required throughout assigned territory (60%)
·         This position is predominantly a white collar position in which the employee will be working in a controlled office space environment.  On occasion the employee will visit the site to identify existing conditions or areas of concern.  
·         Occasional Customer site visits:
o   The worker is rarely if ever subject to outside environmental conditions
o   It is unlikely that the employee will be subject to conditions or situations in which there is danger to life, health, or bodily injury.  It is unlikely to have physical hazards, such as proximity to moving mechanical parts, electrical shock, working on scaffolding and high places, confined spaces, exposure to burns and radiant energy, and exposure to toxic chemical, radiological and biological agents
o   It is possible that the conditions may necessitate wearing a respirator on occasion.
o   The employee will be exposed and work around paint, noise, dust, odors and other possible elements
      ●    M ust know environmental, health, and safety regulations and how to spot issues
Employment at AkzoNobel is contingent upon the successful completion of both pre-employment background checks and drug screening. All candidates hired must be able to provide proper documentation of their eligibility to work in the US.

AkzoNobel is an E-Verify Employer.

AkzoNobel is an Equal Opportunity Employer.

Minorities/Females/Disabled/Veterans (M/F/D/V).