Global Head of Specification Selling

Global Head of Specification Selling

Requisition ID: 18598

Location: Zug, CH, 6300

Holcim is the leading partner for sustainable construction, creating value across the built environment from infrastructure and industry to buildings. Headquartered in Zug, Switzerland, Holcim has more than 48,000 employees in 45 attractive markets – across Europe, Latin America, Asia, Middle East & Africa. Holcim offers high-value end-to-end Building Materials and Building Solutions, from foundations and flooring to roofing and walling – powered by premium brands including ECOPlanet, ECOPact, and ECOCycle®. Find out more at www.holcim.com

About Holcim

As a global leader in innovative and sustainable building solutions, Holcim is enabling greener cities, smarter infrastructure, and improved living standards around the world. With sustainability at the core of our strategy, we are becoming a net-zero company, with our people and communities at the heart of our success. We are driving circular construction as a world leader in recycling to build more with less. Together with our 45,000 talented and passionate people around the world, we are building progress for people and the planet through four business segments: Cement, Ready-Mix Concrete, Aggregates, and Solutions & Products.

Role Overview

Support the Holcim Group in driving top-line growth and market share by institutionalizing a world-class specification selling framework globally. This high-impact corporate leadership role is responsible for positioning Holcim’s sustainable and high-performance building solutions directly with key influencers - such as architects, engineers, planners, and developers - early in the project lifecycle. The position bridges global strategic design with local execution, managing complex stakeholder networks across priority markets, identifying global key accounts, and driving commercial capability building to secure Holcim’s competitive advantage on high-value projects.

Responsibilities

Strategic Governance & Frameworks

Defines Holcim’s specification selling standards, frameworks, and KPIs: Establish and govern the global blueprints, methodology, and performance metrics for specification selling to ensure a unified, high-performing commercial approach across all operating countries.

Global Initiative Management: Oversees the end-to-end strategic and operational specification selling initiatives as well as Hub functions and capability development.

Market Intelligence & Client Strategy

Global Account Prioritization: Oversees initiative in identifying Holcim’s priority clients / key accounts at Global level to maximize conversion on landmark and high-margin projects.

Trend Analysis: Works with Segment Leads & IKAM (International Key Account Management) to identify market trends and insights, ensuring Holcim’s product portfolio matches future building regulations and architectural demands.

Cross-Functional Alignment & Execution

Cross-Border Collaboration: Drives cross-function and cross-country alignment and best practice sharing to break down silos and scale successful commercial strategies globally.

Market Coordination: Coordinates CSSLs (Commercial Specification Selling Leads / local teams) across priority markets to ensure seamless execution of localized specification strategies.

Key Account Support: Supports strategic opportunities and key accounts, stepping in directly as an executive sponsor on high-stakes, large-scale global projects.

Your Profile

Level of education/qualifications normally required:

University degree required, preferably in Business Administration, Architecture, Civil Engineering, or Economics.

Master’s degree or MBA is an advantage.

Specific work experience:

8+ years of experience in B2B commercial roles, with a proven track record specifically in specification selling or project pipeline management.

Experience within the building materials, construction, or real estate sector is highly desirable.

Proven experience interfacing with global key accounts, architects, or engineering firms.

Technical / functional skills:

Masterful understanding of specification selling cycles and value-based selling methodologies.

Strong cross-functional project management skills.

Ability to translate market trends, ESG requirements, and technical product features into compelling commercial value propositions.

Experience with CRM architecture and pipeline tracking tools (e.g., Salesforce).

Behavioural competencies:

Strategic Influence & Leadership: Exceptional ability to drive alignment and influence senior stakeholders across a decentralized, multicultural matrix without direct authority.

Collaboration & Network Building: Natural bridge-builder who excels at cross-country best practice sharing.

Problem-Solving & Critical Thinking: Ability to navigate complex local regulatory landscapes and synthesize global insights into actionable local roadmaps.

Language skills:

Fluency in English.

Additional languages (Spanish, French, German) are a distinct advantage.

Mobility requirements:

Approx. 30% to 40% international travel.

Benefits

Hybrid work contract

Family Support: Subsidized child care and paid maternity/paternity leave

Professional Growth: Company-sponsored training and professional development.

Discounts and Perks: Subsidized meals, exclusive discounts, and company gifts for special occasions.

Long-service awards

Employee referral bonus

Pension and Savings: Access to a comprehensive pension fund and an employee savings scheme.

Holcim is committed to a diverse and inclusive workplace. We support equal opportunities for everyone, regardless of race, national origin, gender, sexuality, disability, or age.

Important Notice: Holcim recruiters only contact candidates via official @[holcim.com] email addresses. We do not use Gmail or any other non-Holcim domains to conduct recruitment processes. Please verify the sender address before responding."