Project Sales Manager

About The Job

Grace Construction Chemicals is a leading Ethiopian chemical manufacturing company that produces high-quality waterproofing chemicals, concrete admixtures, and finishing products. Operating under the brand name Darma, we provide specialized solutions to strengthen, protect, and restore structures across the country.

Terms of employment-Permanent

Location-Head office

Salary and Benefits-Attractive salary with additional benefits

Required No. -Multiple

1. Role Purpose 

    

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:

1. Identifying and qualifying construction projects early
2. Building relationships with contractors, developers, and consultants
3. Driving project opportunities through defined pipeline stages
4. Securing purchase orders or contract awards
5. 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 policies
• 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)