Sales and Specification Manager | MENA | BD Manager Building Materials

Position:

Sales and Specification Manager, Middle East & Africa (Focus: Indirect Sales & Specifications Strategy)

Department:
Business Development & Specifications

Location:
Dubai, UAE

Reports To:
Managing Director

Role Overview

Our client, a leading distributor of specialised building materials from Germany, Korea, and South Africa, is seeking a dynamic and experienced Sales and Specification Manager to join their team in Dubai. As the company rapidly expands throughout the GCC, this role focuses on driving specifications, building strong client pipelines, and promoting innovative building materials through consultants, architects, and other key stakeholders.

This position offers excellent growth potential, with the opportunity to evolve into a Country Manager role within a multinational company headquartered in South Africa.

Key Responsibilities

Strategic Leadership

• Develop and implement specifications strategies to promote solid surfacing materials, MDF melamine boards, and decorative laminates to architects, developers, and stakeholders in the construction and design industries.
• Establish and execute a long-term strategy to strengthen the companys market positioning in the Middle East and Africa.
• Drive brand awareness and align product promotions with regional market trends and customer needs.

Indirect Sales Management

• Take ownership of the indirect sales channel, ensuring seamless collaboration with the direct sales team for integrated market engagement.
• Oversee key accounts in the indirect sales pipeline and develop strategies to drive revenue growth.
• Identify and build partnerships with distributors, architects, and contractors to expand the indirect sales network.

Marketing and Specifications Development

• Collaborate with marketing teams to create compelling campaigns targeting the specification community (architects, developers, and designers).
• Identify opportunities for new product specifications and promote the companys portfolio to decision-makers in the design and construction industries.
• Ensure a consistent brand message across marketing and sales channels.

Team Collaboration and Development

• Partner with direct sales teams to ensure indirect and direct efforts are aligned and mutually beneficial.
• Mentor and develop junior team members, ensuring their skills align with the organisations strategic objectives.
• Foster a culture of innovation, accountability, and performance within the business development team.

Key Requirements

Qualifications

• Bachelors degree in Business Administration, Marketing, Architecture, or a related field. A Masters degree is preferred.
• Professional certifications in marketing or business development are advantageous.

Experience

• Minimum 8 years of experience in sales, business development, and specifications within the architectural materials or construction industry.
• Proven track record of managing indirect sales channels and driving growth through strategic partnerships.
• Experience working with products like solid surfaces, MDF melamine boards, or other building materials.
• Strong expertise in promoting products through architects, consultants, and contractors.
• Solid understanding of building materials, including flooring, wall coverings, wood stains, and engineered wood products.

Skills and Attributes

• Strong leadership and strategic thinking abilities.
• Exceptional communication, negotiation, and relationship-building skills.
• Deep understanding of GCC and international market dynamics, particularly in the architectural and construction sectors.
• Knowledge of German, Korean, or South African building materials is an advantage.
• Ability to balance strategic planning with hands-on operational execution.
• Team-oriented mindset, with the ability to collaborate effectively across departments.

Additional Requirements

• Travel: Willingness to travel within the GCC and internationally as needed.
• Personal Attributes: Self-driven, innovative, and committed to excellence in delivering results.

Why Join Us?

• Be part of a dynamic team driving innovation in architectural materials.
• Opportunity to shape the strategy and growth of a leading player in the Middle East and Africa.
• Work in a collaborative, fast-paced, and high-growth environment.
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To Apply

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