Product Sales Manager

Product Sales Manager

• Job Type Full Time
• Qualification BA/BSc/HND
• Experience 5 years
• Location Nairobi
• Job Field Project and Program Management , Sales and Business Development

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 announcements.

• Identify projects where company products may be specified or supplied.

• Develop relationships with relevant project stakeholders while maintaining full compliance with applicable procurement laws and company policies.

• Coordinate internally on tender requirements, technical submissions, quotations, samples, and supporting documentation.

• Track tender and procurement processes through to award and order placement.

• SALES & COMMERCIAL PERFORMANCE

• Achieve agreed monthly, quarterly, and annual project sales targets.

• Develop sales forecasts based on the project pipeline.

• Monitor conversion rates from project leads to quotations and confirmed orders.

• Maximize sales opportunities across tiles and relevant complementary products.

• Negotiate commercially viable deals within approved authority levels.

• Monitor gross margins and commercial performance of project orders.

• Identify opportunities for repeat orders and account expansion.

• CROSS-FUNCTIONAL COORDINATION

Work closely with:

• Sales

• Marketing

• Product

• Factory

• Supply Chain

• Logistics

• Finance

• Customer Service

• Technical/Engineering teams

• to ensure smooth execution of project orders.

• The Project Sales Manager will be expected to coordinate internally and ensure that commitments made to customers are followed through to completion.

• QUALIFICATIONS & EXPERIENCE

• Academic Qualifications

• Bachelor's Degree or Diploma in Engineering, Architecture, Construction Management, Building Technology, Business Administration, Marketing, Sales, or a related field.

• Additional training in sales, project management, construction, or building materials will be an advantage.

• Professional Experience

• Minimum 5 years of proven experience in project/engineering sales within the building materials industry.

• Experience selling tiles, ceramics, sanitaryware, surfaces, construction materials, or related products is highly preferred.

• Demonstrated experience managing large-scale construction, real estate, government, institutional, or commercial projects.

• Proven track record of achieving project sales targets and converting project opportunities into orders.

• Experience working with developers, contractors, arcit