ROLE OVERVIEW:

We are hiring a hunter-type Sales & Business Development Manager to win new B2B accounts and grow revenue across contracting, construction and industrial flooring. You will lead the B2B sales and BD team, open doors through your own market network, and convert tenders and specifications into signed contracts. This is a role for a closer, not an account maintainer. At least 60–70% of your time will go to new client acquisition and new market entry.

KEY RESPONSIBILITIES:

New Business Hunting:

Identify, target and win new clients, including main contractors, MEP and fit-out contractors, developers, consultants, architects, facility managers and industrial end users (warehouses, factories, logistics, food & pharma, parking, healthcare).
Build and run a structured prospecting plan, and generate a strong pipeline through cold outreach, site visits, referrals and your existing network.
Track upcoming projects from the early design stage and get the company's systems specified (epoxy, PU, PU-cement, screeds, resin, vinyl and other industrial flooring solutions).
Lead negotiations and close high-value contracts while protecting margin and payment terms.

Team Leadership:

Lead, coach and manage the B2B sales and BD team, and set individual targets, territories and key account ownership.
Run weekly pipeline reviews, joint client visits and performance reviews.
Recruit and develop sales talent, and build a high-performance, results-driven culture.

Tenders, Estimation & Contracts:

Oversee prequalification, vendor registration and approvals with consultants, developers and government entities.
Work with the estimation and technical teams on BOQ review, pricing, value engineering and technical submittals.
Review commercial terms, variations, retention and payment conditions before signing.

Market & Relationships:

Use and expand strong relationships with key decision makers, including procurement managers, project managers, QS, consultants and owners.
Represent the company at exhibitions, industry events and client presentations.
Monitor competitors, pricing and market trends, and find new segments and geographies.

Planning & Reporting:

Build the annual sales and BD strategy and budget, then deliver it.
Keep the CRM accurate, and report pipeline, forecast, win rate and collections to management.
Coordinate with operations and project delivery to ensure smooth handover and repeat business.
Follow up on receivables together with finance.

REQUIREMENTS:

Experience:

10+ years in B2B sales and business development in contracting, construction, flooring or building materials.
At least 4–5 years leading a B2B sales / BD team, with a record of hitting team targets.
A proven hunter, with a track record of winning new accounts and opening new segments rather than only managing existing ones.
Direct experience selling industrial flooring or specialty finishes (epoxy, PU, screeds, resin, waterproofing, coatings) is a strong advantage.
A track record of closing projects of significant contract value. Candidates should be ready to share examples of won projects and their values.

Market Connections:

A strong, active network with main contractors, developers, consultants, architects, and facility and industrial clients in the local market.
Established relationships with procurement and project teams, and experience getting products and contractors approved and specified.
GCC market experience preferred.

Skills:

Excellent negotiation and closing skills, and comfortable with C-level and owner-level discussions.
Solid understanding of tenders, BOQs, technical specifications, pricing and contract terms.
Strong leadership, coaching and pipeline management skills.
Confident with CRM tools and MS Office, with strong reporting and presentation skills.
Excellent communication in English. Arabic is a plus.

Education & Other:

Bachelor's degree in Civil Engineering, Construction Management, Business or a related field.
Valid driving license and willingness to travel for site and client visits.

KEY PERFORMANCE INDICATORS (KPIs):

New business revenue: value of contracts signed with new clients vs. the annual target
Total sales revenue and gross margin: team sales vs. budget, and margin per project
Pipeline value and coverage: qualified pipeline vs. the quarterly target (e.g. 3x coverage)
Win rate: tenders and quotations won vs. submitted
New accounts and approvals: new clients onboarded, and new vendor registrations and specifications gained
Collections: receivables collected on time vs. invoiced
Team performance: share of team members achieving their individual targets

Sales & Business Development Manager Construction & Contracting