Specification Sales Manager Interview Questions UK: 8 Real Questions and What Interviewers Want

Most Specification Sales Manager interviews in the UK follow a pattern, and knowing it beats guessing. Below are eight questions from our bank of 12, each with a note on what the interviewer is really after.

Eight Specification Sales Manager interview questions, and what the interviewer is thinking

1. Explain how a building product gets specified on a project, and who influences the decision at each stage of the RIBA Plan of Work.

Why they ask: They want to see you understand the construction decision chain.

2. Tell me about a time you got your product specified on a significant project.

Why they ask: They want proof of influencing specifiers over a long sales cycle.

3. What is NBS, and how do you make sure your products are properly represented in specifications and digital models?

Why they ask: They want to see familiarity with specification tools.

4. What does a Specification Sales Manager do day to day, and what qualities does the role need?

Why they ask: They want to confirm you understand this specialist, long-cycle role.

5. Your product has been specified, but at tender the main contractor proposes a cheaper substitute. What do you do?

Why they ask: They are testing how you defend a specification commercially and technically.

6. How have the Building Safety Act 2022 and the changes to fire safety regulations affected how construction products are specified and marketed?

Why they ask: They want to check regulatory awareness, which is crucial in this role.

7. Tell me about a time you delivered a CPD presentation or event that influenced specifiers.

Why they ask: They want to see how you build credibility with design professionals.

8. How do you manage relationships across architects, contractors, merchants and installers, and track projects through to completion?

Why they ask: They want to see an understanding of the whole supply chain.

A sample answer to question 1

Explain how a building product gets specified on a project, and who influences the decision at each stage of the RIBA Plan of Work.

Specification starts early. At the RIBA Stage 2 concept and Stage 3 spatial coordination, architects and consultants set performance requirements and often name products, which is where the greatest influence lies. By Stage 4 technical design the detailed specification is written, usually via NBS, and the contractor may be involved for buildability. At tender the main contractor's quantity surveyor and procurement team price it and may propose alternatives, so value engineering becomes a risk. Developers, clients, structural and fire engineers, and sometimes sustainability consultants also have a say. As a specification manager I aim to engage architects and consultants at Stages 2 and 3 with technical support and CPD, make sure our product is properly written into the specification with performance criteria, and then keep contractors and merchants informed so it's carried through procurement and installed correctly.

Common mistake to avoid: Only calling on contractors at tender; thinking architects are the sole decision-makers

Want the rest?

Full model answers, key points and common mistakes for all 12 questions are on the Specification Sales Manager interview questions page. The first five are free, no sign-up needed.