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., faade, 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.
