Head of Projects and Market Development

Head of Projects and Market Development

Job Description

Position Summary

• The Head of Projects and Market Development is responsible for driving growth in the company's construction and industrial adhesives portfolio.

• The role focuses on identifying new market opportunities, building strategic partnerships with architects, consultants, developers, contractors, and applicators, and expanding presence in key construction segments.

• The Head of Projects and Market Development leads a large commercial team and ensures achievement of revenue, specification, and profitability targets.

Key Responsibilities

Business & Market Development

• Identify and develop high‑potential business opportunities in construction and infrastructure.

• Lead project tracking, opportunity identification, and specification strategies.

• Conduct market research and competitor analysis to identify trends and product opportunities.

• Develop and execute business plans to achieve sales, profitability, and market penetration.

• Strengthen positioning by forging long‑term alliances with architects, developers, contractors, and applicators.

• Coordinate with technical, R&D, marketing, and supply chain teams.

Team Leadership & Performance Management

• Lead, develop, and mentor a large commercial team.

• Establish KPIs, conduct reviews, and drive a performance‑driven culture.

• Provide coaching on technical sales, client engagement, and specification selling.

Specification, Technical Sales & Client Engagement

• Drive specification of products into key projects.

• Conduct technical presentations, seminars, and product demos.

• Provide site support to ensure proper application and troubleshooting.

• Support applicators and contractors during project execution.

Key Account & Relationship Management

• Build and maintain strategic relationships with developers, architects, consultants, contractors, applicators, and distributors.

• Establish account‑based strategies to increase share of wallet and repeat business.

Financial & Operational Performance

• Achieve revenue, margin, and market share targets.

• Manage forecasting, pipeline accuracy, and planning.

• Implement pricing strategies and value‑based selling.

• Ensure compliance with all operational, EHS, and quality policies.

Required Competencies

Technical & Industry Expertise

• Strong background in construction chemicals, adhesives, sealants, waterproofing, coatings, admixtures, or related technologies.

• Familiarity with construction processes, project cycles, and specification workflows.

• Ability to conduct technical training, product application demos, and evaluations.

Leadership & Team Management

• Experience leading large commercial or technical‑sales teams.

• Strong capability in coaching, performance management, and team development.

Relationship Building & Alliance Development

• Proven success in building alliances across the construction value chain.

• Exceptional networking, influencing, and stakeholder management skills.

Strategic & Commercial Acumen

• Strong skills in market analysis, opportunity assessment, and business planning.

• Skilled in negotiation, financial forecasting, and account management.

Qualifications

• Bachelor's degree in Engineering, Architecture, Business, or related field.

• 8–12 years of experience in construction chemicals or related industries.

• Minimum 5 years in a supervisory or managerial capacity.

• Track record in specification, market development, and partnership management.

Success Indicators

• Growth in specified project pipeline and successful project wins.

• Increased market share in priority product segments.

• Strong team performance and capability development.

• Strengthened partnerships with key industry stakeholders.

• Achievement of financial and operational targets.