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)

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