Product Sales Manager

ABOUT THE ROLE

• We are looking for an experienced and commercially driven Project Sales Manager to develop and secure building-material project opportunities across Kenya, with a strong focus on real estate, government, institutional, and large-scale construction projects.
• The successful candidate will be responsible for identifying project opportunities at an early stage, developing relationships with key decision-makers, converting project leads into tile and building-material procurement orders, and managing projects from initial opportunity through negotiation, supply, delivery, payment, and after-sales support.
• The ideal candidate should have a strong understanding of the Kenyan construction and real estate market, an established network among developers, contractors, consultants, architects, government project stakeholders, quantity surveyors, and procurement decision-makers, and proven experience in engineering/project sales.
• Experience in tiles, ceramics, sanitaryware, surfaces, or other building materials will be highly advantageous.

KEY RESPONSIBILITIES

PROJECT DEVELOPMENT & BUSINESS GENERATION

• Identify and develop new real estate, government, institutional, commercial, hospitality, and other large-scale construction projects across Kenya.
• Proactively build relationships with developers, contractors, consultants, architects, quantity surveyors, procurement teams, project managers, and other key stakeholders.
• Identify projects at the early planning, design, tender, procurement, and construction stages.
• Develop project leads into qualified business opportunities and ultimately into confirmed procurement orders.
• Build and maintain a strong project pipeline to achieve agreed sales targets.
• Take ownership of project sales targets and revenue generation.

PROJECT LIFECYCLE MANAGEMENT

Independently manage assigned projects from initial development through completion, including:

• Project Identification → Client Development → Specification → Quotation → Negotiation → Contract/Order → Supply Planning → Delivery → Installation/Inspection → Payment Collection → After-Sales → Project Closure

Responsibilities will include:

• Understanding project requirements and specifications.
• Working with clients and consultants to identify appropriate product solutions.
• Preparing and presenting quotations and commercial proposals.
• Negotiating pricing and commercial terms within approved company guidelines.
• Coordinating orders and supply schedules with internal teams.
• Following up on production, stock availability, logistics, and delivery.
• Coordinating site deliveries and addressing project-related issues.
• Monitoring project progress through to completion.
• Following up on outstanding payments and supporting timely collection.
• Maintaining strong client relationships throughout the project lifecycle.

PROJECT SPECIFICATION & PRODUCT DEVELOPMENT

• Identify opportunities to have company products specified into upcoming projects.
• Work closely with architects, designers, engineers, quantity surveyors, contractors, and developers to promote appropriate product solutions.
• Understand project specifications and recommend suitable tiles, surfaces, sanitaryware, and complementary building products.
• Monitor changes in project specifications and procurement requirements.
• Identify opportunities to increase product penetration within existing projects.

CLIENT RELATIONSHIP MANAGEMENT

• Develop and maintain strong relationships with key project stakeholders.
• Establish trusted relationships with developers, contractors, consultants, procurement teams, government stakeholders, and other decision-makers.
• Conduct regular client and project visits.
• Understand client requirements and anticipate potential project needs.
• Maintain professional relationships throughout and after project completion.
• Develop long-term accounts and repeat business opportunities.

CUSTOMER COMPLAINT & PROJECT ISSUE RESOLUTION

• Take ownership of project-related customer complaints and execution issues.
• Handle concerns relating to product quality, delivery delays, product specifications, installation results, quantities, and other project requirements.
• Coordinate with relevant internal departments to establish the root cause and develop practical solutions.
• Ensure complaints are resolved promptly and professionally.
• Maintain clear records of complaints, actions taken, and final resolution.
• Protect customer relationships and minimize the commercial impact of project issues.

PROJECT PIPELINE & MARKET INTELLIGENCE

• Develop and continuously update a comprehensive project pipeline database.
• Monitor projects by stage, value, location, client, contractor, consultant, procurement status, expected completion, and sales potential.
• Track upcoming projects before they reach the procurement stage.
• Gather information on project budgets, specifications, procurement plans, decision-makers, tender timelines, and competing suppliers.
• Provide regular project pipeline and market intelligence reports to management.
• Identify first-mover opportunities and recommend early engagement strategies.

COMPETITOR & MARKET ANALYSIS

• Monitor competitor activities within the Kenyan project and building-materials market.
• Track competitor project wins, product positioning, pricing, customer relationships, distribution strategies, and market presence.
• Monitor major tile and building-material competitors, including SAJ Ceramics and other local and imported brands.
• Identify competitor strengths, weaknesses, pricing trends, product gaps, and market opportunities.
• Provide actionable competitor intelligence to Sales, Marketing, and Management.
• Develop strategies to improve the company's competitiveness in project sales.

TENDER & GOVERNMENT PROJECT OPPORTUNITIES

• Monitor relevant government and institutional project opportunities, tenders, and procurement a