Sales Manager

Sales Manager (Construction), with experience managing China-based suppliers :
Role Summary

Drive project and product sales in the construction sector (main contractors, sub-contractors, developers, consultants) while managing end-to-end supplier relationships in China to ensure competitive pricing, quality, and on-time delivery.

Key Responsibilities

• Sales Strategy & Pipeline
  
  Build and execute territory/account plans for Singapore projects (public & private).

Identify and qualify opportunities via tenders, design specs, and contractor networks.

Maintain a healthy pipeline in CRM; forecast monthly and quarterly bookings/revenue.
- Key Account Management

Own relationships with main contractors, QS/consultants, and developers.

Drive specification wins; position products in pre-tender/VE stages.

Lead bid/no-bid decisions and coordinate bid submissions.
- Tendering, Pricing & Contracts

Prepare quotations, BOQs, and proposal packs; align margins with management.

Negotiate commercial terms (payment, warranty, LDs, delivery, installation scope).

Review contracts/subcontracts for commercial risks; coordinate with legal/finance.
- Supplier Management (China)

Source, evaluate, and onboard manufacturers in China; conduct factory due diligence.

Negotiate ex-works/FOB/CIF terms, MOQs, rebates, and annual price reviews.

Manage sampling, mock-ups, and product approvals to meet project specs.

Resolve quality issues (NCRs, rework, replacements) and drive root-cause actions.
- Project Sales Execution

Hand over won projects to delivery/PM teams; stay engaged on critical milestones.

Track production, shipment schedules, and site deliveries against programme.

Coordinate with logistics on import, customs clearance, and last-mile to site.
- Compliance & Standards (SG-specific)

Ensure products meet BCA/MOM/SCDF requirements, relevant SS/EN/BS standards.

Support submissions for BCA listings, PSB tests, SCL/LEW/PE endorsements where needed.

Adhere to PDPA for customer data and company HSE/WSH policies during site visits.
- Market & Product Enablement

Monitor competitor pricing, specs, and tender outcomes; feed insights to management.

Run product demos/toolbox talks for contractors and consultants.

Localize China-sourced products to meet Singapore specs and documentation needs.
- Team Leadership & Collaboration

Coach sales executives/BD reps; set activity targets and review performance.

Work closely with engineering, procurement, logistics, and finance teams.
- Reporting

Weekly funnel, quote hit-rate, GM% by account/product, and risk/issue logs.

KPIs / Targets

• Revenue and gross margin by quarter.
• Tender win rate and average deal cycle time.
• Specification wins (value engineered conversions).
• On-time delivery rate from China suppliers; defect/NCR rate.
• DSO for project accounts; overdue reduction.
• New supplier onboarding and cost-down achievements.
• Customer satisfaction/NPS for key accounts.

Requirements

• 5–8+ years in construction/project sales or building materials/M&E solutions.
• Proven track record managing China manufacturers/suppliers and international logistics.
• Strong commercial negotiation (Incoterms, payment terms: LC/TT, warranties, LDs).
• Familiarity with Singapore tender processes (BCA/GeBIZ/private) and project lifecycles.
• Technical literacy with drawings/specs (architectural, structural, M&E).
• Language: Fluent English; business Mandarin to liaise with China suppliers.
• Tools: CRM (e.g., Salesforce/HubSpot), MS Excel/PowerPoint, basic MS Project.

Nice-to-Have

• Existing network with main contractors/developers/consultants in Singapore.
• Experience in a specific category (e.g., façade, HVAC, electrical, civil materials).
• Knowledge of local testing/approval (PSB, SCDF, SS standards).
• Willingness to travel to China for supplier audits and to sites in the region.

Working Conditions

• Based in Singapore; frequent site and consultant office visits.
• Regional travel to China (supplier audits, negotiations, FATs) as required.

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