KPM/Infra Business Development Manager

Sika is a specialty chemicals company with a globally leading position in the development and production of systems and products for bonding, sealing, damping, reinforcing, and protecting in the building sector and motor vehicle industry. Sika has subsidiaries in 103 countries, manufactures in over 400 factories, and develops innovative technologies for customers around the world that facilitate the sustainable transformation of the construction and transportation industries. With more than 33,000 employees, the company generated annual sales of CHF 11.24 billion in 2023.

Sika is an independent Swiss group founded in Zurich in 1910. Its shares are listed on the SWX Swiss Exchange since 1968. In May 2017, Sika enters the Swiss Market Index (SMI), the leading index of the Swiss stock exchange, containing the top 20 Blue Chip companies of Switzerland.

Sika’s product range features high-quality concrete admixtures, specialty mortars, sealants and adhesives, damping and reinforcing materials, structural strengthening systems, industrial flooring as well as roofing and waterproofing systems.

SIKA (SINGAPORE) PTE LTD established in 1978 is a wholly owned company of Sika AG in Switzerland and a member of the Sika Group of Companies.

The principal activities of the company are manufacturing, trading, and supply of specialty construction chemicals in the building and construction industry.

Over the years we have successfully established our technical assistance, services, and product solutions for various projects in different sectors.

Job Description

Reporting to the National Sales Manager, we are looking for an independent and driven Key Project Management / Infrastructure Business Development Manager who aspires to serve the following job purpose:

• Leading the Large & Infrastructure Projects (LIPs) team. Develop and drive the implementation of project sales strategies for complete product and service offerings including the full portfolio of Sika Construction Systems portfolio of products into large and major infrastructure projects.
• Establish and nurture strong industry relationships with owners, architects, consultants, major customers, and clients within the region by identifying common customer pain points, collaborating with internal stakeholders to address issues, and delivering effective solutions utilizing Sika's products and systems.
• Provide customer / market feedback on the portfolio, developing submissions for innovation and portfolio maintenance to the General Manager.
• Oversee price margin management elements of the portfolio, setting high and low brackets for the portfolio.
• Monitor market technology, pricing trends and implement actions to improve margins and/or productivity using innovation.
• Orchestrate key projects from system proposals and specifications to maximizing cross-selling opportunities through collaboration with related sales teams.
• Ensure that Sika initiatives, policies and procedures are implemented and communicated effectively to all direct reports.
• Incorporate the management of all activities from gathering market intelligence, building and managing key accounts, developing effective proposals and managing negotiations, developing the market/increasing market share, risk analysis and mitigation.

Job Responsibilities:

• Identify and assign Key Projects to suitable KPM team members.
• Create and maintain best systems to track and manage KPM.
• Work closely with Architects, Consultants, Promoters, Owners, Government Technical Officers, Engineering Services Companies, etc. to ensure that Sika standards are included in the main current/future projects.
• Supervise and monitor the execution of the key project management with the support of the TMMs to ensure Sika solutions are specified and seamlessly transitioned to sales.

Services and Waterproofing:

• Responsible for the ongoing Supply and Apply Contracts to ensure profitable and smooth completion of the projects till 2026.
• Create a risk management plan specific to SIKA products to identify and mitigate potential issues during the progress of the Supply and Apply contracts.
• Develop and manage the project budget, focusing on costs associated with waterproofing materials and application.
• Provide accurate cost estimates for products, labor, and other project-related expenses.
• Monitor and control project costs specific to the use of SIKA waterproofing solutions.
• Ensure compliance with product application guidelines.
• Address any deviations from Sika product application standards promptly.
• Lead the preparation, implementation and adjustment of the related key industrial project & infrastructure strategy (when required) and provide monthly feedback to the General Manager & National Sales Manager.

Identification of Large & Infrastructure Projects from Country Key Opportunity Plans (KOP):

• Accountable for revenue and profitability improvement plans by:
• Identifying targets and opportunities from country KOPs.
• Driving account acquisitions and technical support throughout Singapore.
• Building the competencies of the team and supporting organizations in the countries.

Strategic Alignment with Regional KOPs:

• Ensure strategic direction within the region in close cooperation with Southeast Asia Infrastructure Sales.
• Interact with APAC Infrastructure Management team for all relevant strategic and technical issues.
• Ensure that each direct report and assigned specialists are tied to overall strategy through individual business plans.
• Responsible for the development of forecast and budgets in coordination with regional and AP Infrastructure Sales Management.
• Work with functional areas such as Supply Chain/Operations, T+D, Marketing, etc. to ensure alignment with business/strategic plan and customer satisfaction.
• Inform Management on progress to plan and adjust plan based on Management feedback and market conditions.
• Inform appropriate organizational function of competitor and market intelligence and key accounts.
• Accountable for coaching and mentoring country teams and locally assigned specialists for performance improvement and professional development / training.

Develop and implement sales strategies to secure large & infrastructure projects:

• Prepare clear, concise, explicit plans to win infrastructure projects with focus on well-defined deliverables including all required stakeholders.
• Prepare monthly updates on the achievement of objectives with key projects / accounts. Identify and foster areas of possible development, where Sika can capitalize on its strength.
• Lead the preparation, implementation and adjustment of the related infrastructure strategy (when required) and provide monthly feedback to the General Manager.

Conduct analysis of market, customer, competition, latest trends, challenges and product development:

• Prepare, update, archive and pro-actively share the knowledge of the local market conditions (market intelligence) with the required parties.
• Contribute to a database of key contacts within the cluster on a timely manner.
• Conduct monthly discussions with Head of Infrastructure APAC on changes in the market and new options for Sika including cross segments and cross-country opportunities.

Build and manage key accounts:

• Establish and maintain relationships with targeted contractors, developers, consultants and other important parties within the region.
• Prepare and conduct Monthly discussions and reports to Cluster Head.

Prospecting for new business, monitoring infrastructure activities, identifying and winning key business opportunities:

Support the cluster to progress the sales strategy through the stages towards commitment by the client. Understand company policy, procedures in conducting business including the Code of Conduct & Responsible Care.

Qualifications

The ideal candidate should preferably possess the following:

• Degree in Civil Engineering or any related discipline.
• Over 10 years’ experience in construction or construction related industry.
• Min. 5 years’ experience in management level.
• Professional experiences in an MNC environment and/or construction company preferred.

Additional Information

• Self-motivated, positive attitude and results oriented.
• Networking and relationship building skills.
• Strong interpersonal skills to secure support from related teams.
• Developed contracts / relationship in the construction industry.
• Technical aptitude to understand various product groups comprehensively.
• Professional sales and business management skills.
• Communication and presentation skills in English, people management skills.
• Ability to work with senior management and various other decision makers.