Job Title: Specification Manager

About Us:

Ebco, founded in 1963 and having diversified into furniture hardware in 1987, stands as a leading brand in India's furniture fittings industry. The company offers a diverse product range with over 1,000 items and 7,500+ SKUs, including fittings for beds, wardrobes, kitchens, and offices. Positioned in the mid-premium market segment, Ebco caters to value-conscious customers seeking high-quality branded products. Currently, Ebco operates 4 manufacturing units in Palghar and Vasai contributing about 26% of its sales and remaining being procured from China, Thailand and Europe. To enhance its manufacturing capabilities, the company is setting up 1 new plant in Palghar, dedicated to hinges and drawer slides, which are expected to boost in-house production revenues to 60% and be operational by late 2024.

Ebco has a strong geographic presence across 22 Indian states, with a notable leadership position in South India, which generates approximately 61% of its revenues. The company's distribution network includes 30 plus exclusive distributors serving over 5,000 plus retail outlets. The top 5-10 distributors are particularly significant, accounting for 72% of revenues and maintaining long-term relationships averaging 25 years.

The corporate office is situated in Mumbai, while the manufacturing facilities are based in Vasai and Palghar, Maharashtra. Ebco employs nearly 900 people and utilizes advanced technology, including 3D design software and CNC machining, to maintain high production standards. The company is expanding its infrastructure with new plants and enhancing its in-house manufacturing capabilities to further reduce reliance on international suppliers.

For more information, visit https://ebco.in/company

Investors - Warburg Pincus

Warburg Pincus has acquired a controlling stake in Ebco. Warburg Pincus is a leading global private equity firm focused on thesis-driven growth investing at scale. With more than $83 billion in assets under management, the firm’s active portfolio of more than 250 companies is highly diversified by stage, sector and geography. As an experienced partner to outstanding management teams, Warburg Pincus helps build durable companies with sustainable value. Warburg Pincus has raised 21 private equity funds and 2 real estate funds, which have invested more than $117 billion in over 1,000 companies in more than 40 countries.

Warburg Pincus takes a long-term perspective and invests in businesses at all stages of development, from founding start-ups and supporting growth in new and developing companies, to leading complex recapitalizations or large-scale buyouts of more mature businesses. This long-term approach also applies to expectations of accountability, the firm’s commitment to ethical business conduct and acting as a responsible investor and member of the local communities in which it operates.

Some of their key and recent portfolio companies in India include Airtel, Apollo Tyres, Ecom Express, Boat, Medplus, Meril, Ola, Watertec, Imperial Auto, Parksons Packaging, Appasamy Associates, Perfios etc. Warburg has invested in another medical devices company from India (Meril Life Sciences) and has familiarity with the medical devices and healthcare space. For a complete list of key investments, visit https://warburgpincus.com/investments/

Role: Specification Manager

Location: Mumbai, Bengaluru & Delhi

Role Purpose

The Specification Manager will be responsible for driving Ebco’s products into architectural and interior design projects by building strong relationships with Architects & Designers (A&D) firms and Project Management Consultants (PMCs). This role is pivotal in strengthening Ebco’s brand positioning within the A&D ecosystem, securing project specifications, and collaborating closely with distributor teams to expand market penetration—especially within tier-2 A&D firms—while maintaining and nurturing top-tier accounts.

Key Responsibilities

Relationship Management

Build and maintain strong, long-term relationships with architects, interior designers, and Project Management Consultants in the assigned city.

Conduct regular face-to-face and virtual interactions to understand project requirements, propose Ebco solutions, and secure product specifications.

Account Engagement & Growth

Identify and prioritize top potential accounts (large architectural firms and PMCs) and ensure consistent engagement through presentations, site visits, and technical demonstrations.

Develop tailored value-adds (e.g., samples, specification guides, BIM objects) to influence key decision-makers and secure product inclusion.

Brand Positioning

Represent Ebco at A&D forums, design conferences, and industry events to reinforce brand visibility and credibility.

Collaborate with the marketing team to organize technical workshops, lunch-and-learn sessions, and showrooms to showcase Ebco’s product portfolio and technical capabilities.

Distributor Collaboration

Work closely with local distributor teams to cascade A&D-focused strategies, provide training on product features, and help them navigate specification processes in tier-2 A&D firms.

Monitor and mentor distributor efforts to ensure consistent follow-up on leads, track specification opportunities, and close key projects.

Market & Competitor Analysis

Conduct periodic market research to identify emerging A&D trends, new project pipelines, and competitor activities in the city.

Prepare monthly/quarterly reports highlighting specification wins, pipeline forecasts, and areas of improvement.

Technical Skills & Qualifications

Deep Understanding of the A&D Ecosystem

Demonstrable knowledge of architectural workflows, specification processes, and project documentation (e.g., working drawings, bill of quantities).

Familiarity with BIM and CAD platforms (preferred but not mandatory).

Consultative Selling & Product Positioning

Proven ability to position hardware solutions in the context of architectural design—translating technical features into design benefits.

Experience in preparing and presenting technical proposals, specification dossiers, and product sample kits.

Networking & Rapport-Building

Strong existing network or the ability to quickly cultivate relationships with A&D firms and PMCs.

Comfort engaging senior architects, design heads, and PMC decision-makers.

Market & Competitor Analysis

Ability to scan the market for new project opportunities, track competitor product offerings, and recommend actionable strategies to stay ahead.

Experience

Significant experience in specification management, sales engineering, or technical sales within the building materials, furniture fittings, or architectural hardware sector.

Prior exposure to managing top accounts.

Behavioral Skills

Customer-Centric Approach

Proactiveness & Resilience

Negotiation Skills & Strategic Thinking

Collaboration & Teamwork