Grace Construction Chemicals
The Project Sales Manager exists to convert identified construction projects into secured business through early engagement, structured relationship management, and disciplined commercial execution.
This role bridges:
Market intelligence
Technical credibility
Commercial negotiation
It replaces reactive quoting with planned, influence-led project selling.
3. Core Accountability Areas
The Project Sales Manager is accountable for:
Identifying and qualifying construction projects early
Building relationships with contractors, developers, and consultants
Driving project opportunities through defined pipeline stages
Securing purchase orders or contract awards
Ensuring clean handover to operations after award
4. Key Responsibilities
A. Project Identification & Qualification
Track upcoming and active construction projects within assigned territory
Qualify projects based on size, relevance, payment reliability, and technical fit
Enter all qualified projects into the CRM at early stages
Prioritize high-probability projects based on defined criteria
B. Relationship & Influence Management
Build professional relationships with:
Main contractors
Sub-contractors
Project owners
Consultants and engineers
Engage early to influence product selection and specifications
Position the company as a reliable, technically competent supplier
C. Proposal & Negotiation Management
Coordinate with Technical Sales Engineers to prepare solutions
Prepare commercial proposals in line with pricing polici
Lead negotiations within approved authority limits
Escalate pricing or risk issues when required
D. Pipeline & Forecasting Discipline
Maintain accurate and up-to-date project pipeline data
Track opportunity stages, probabilities, and timelines
Provide weekly updates on pipeline movement and risks
Support realistic forecasting
E. Contract Award & Handover
Secure written purchase orders or contracts
Confirm payment terms, delivery schedules, and scope
Conduct formal handover to operations, logistics, and finance
Support post-award client communication during early execution
5. Decision Authority
The Project Sales Manager has authority to:
Qualify and disqualify project opportunities
Issue proposals and proformas within policy
Negotiate terms within approved pricing limits
Request technical support and trials
Escalate risks and exceptions
6. Key Performance Indicators (KPIs) Revenue
Project revenue achieved vs target
Average deal size
Pipeline
Active project pipeline value
Stage conversion rates
Sales cycle duration
Quality
Accuracy of forecasts
Number of project wins
Clean handover incidents (no sales-caused issues)
9. What Success Looks Like in 12 Months
Stable pipeline of qualified projects
Early-stage project engagement becoming routine
Improved conversion from proposal to order
Reduced emergency quoting
Strong internal trust from operations and finance
10. What This Role Is NOT
Not a retail sales role
Not a price negotiator without limits
Not a technical designer
Not an order taker
It is a long-cycle revenue creation role.
Position Identification
Job Title: Project Sales Manager
Reports To: Head of Projects & Tenders
Direct Reports: None (may mentor Technical Sales Engineers on projects)
About You
7. Required Qualifications & Experience
Bachelor’s degree in engineering, Construction Management, or Business
5+ years’ experience in B2B or project-based sales
Strong understanding of construction project environments
Experience dealing with contractors and consultants
Ability to read basic technical drawings and specifications
8. Required Competencies
Structured selling discipline
Relationship management without dependence
Commercial negotiation skills
Planning and prioritization
Professional persistence
Integrity in commitment