Project & Institutional Sales Executive

Human Capital Business Solutions Ltd is a Boutique HR Advisory Firm that specializes in strategic HR Consulting, Talent Acquisition & Development, Risk Management and Business Process Outsourced Services with our Headquarters based in Uganda and Country Office in Tanzania.

On behalf of our client in the Manufacturing Sector, we are looking for competent and experienced Project & Institutional Sales Executive tobe based in Namanve.

Reports To : Country Head

Number of Positions : One (1)

Duty Station : Namanve, Uganda

Job Summary : The Project & Institutional Sales Officer is responsible for driving profitable sales growth by identifying, developing, securing, and managing construction projects, institutional accounts, corporate customers, government organizations, contractors, developers, consultants, architects, and other key business accounts. The position is highly target- and performance-oriented, with primary responsibility for achieving agreed sales value, sales volume, customer acquisition, project conversion, collections, and market coverage targets. The officer is expected to demonstrate a high level of discipline, urgency, ownership, professionalism, and commitment to deadlines.

Failure to consistently meet agreed targets, submit reports on time, follow up opportunities, or execute assigned responsibilities will be treated as a performance concern.

Main Duties and Responsibilities

Project Sales & Business Development

• Identify and develop new construction and infrastructure projects with potential for paint and coating sales.
• Build and maintain strong relationships with developers, contractors, quantity surveyors, architects, consultants, project managers, interior designers, and other project influencers.
• Generate a consistent pipeline of qualified project opportunities.
• Conduct regular project visits and monitor projects from early planning/design stage through specification, tendering, award, application, and completion.
• Ensure the company's products are specified and approved wherever commercially and technically appropriate.
• Prepare and submit quotations, proposals, product recommendations, and commercial offers within agreed timeline
• Performs any other task as maybe assigned by the line manager
• Negotiate professionally with customers while protecting company margins and commercial interests.
• Monitor competitor activity, pricing, product offerings, promotions, and market developments.
• Convert identified project opportunities into actual sales and continuously improve the project conversion rate.

Institutional & Key Account Sales

• Identify and acquire institutional customers including schools, hospitals, hotels, property managers, NGOs, government institutions, factories, corporate organizations, and other large consumers.
• Develop account plans for key institutional customers.
• Understand customer requirements and recommend appropriate paint systems, finishes, quantities, and solutions.
• Build long-term relationships that generate repeat and sustainable business.
• Conduct regular customer visits and maintain accurate records of customer interactions and opportunities.
• Identify cross-selling and upselling opportunities across the company's product portfolio.
• Ensure customer complaints and service issues are addressed promptly and professionally.

Sales Pipeline Management

• Maintain an accurate and up-to-date project and institutional sales pipeline.
• Classify opportunities according to their stage, estimated value, expected volume, probability of conversion, and expected closing date.
• Ensure every significant opportunity has a clear next action and follow-up date.
• Immediately update management on major opportunities, risks, delays, lost projects, and competitor threats.
• Avoid maintaining inactive or unrealistic opportunities simply to inflate the pipeline.

Sales Planning & Execution

• Prepare weekly and monthly sales action plans aligned with assigned targets.
• Prioritize high-value and high-volume opportunities.
• Allocate sufficient time to prospecting, customer acquisition, project follow-up, account development, and closing.
• Execute planned activities with urgency and consistency.
• Take ownership of assigned territories and accounts without waiting for constant supervision.
• Ensure all commitments made to customers are realistic and delivered within agreed timelines.

Customer & Technical Support

• Work closely with technical, production, logistics, finance, and customer service teams to ensure successful project execution.
• Coordinate product demonstrations, colour consultations, site visits, technical presentations, and application support where required.
• Ensure customers receive accurate information regarding product application, coverage, preparation, drying time, finishing, and other relevant technical requirements.
• Escalate technical or quality issues promptly and ensure appropriate follow-up until resolution.
• Reporting & Administration
• The officer must submit all required reports accurately, completely, and on time, including:
• Daily/weekly activity reports.
• Weekly sales pipeline updates.
• Monthly sales performance reports.
• Project opportunity reports.
• Customer visit reports.
• Competitor and market intelligence reports.
• Sales forecasts.
• Collections updates.
• Lost-project analysis.
• Any other reports required by management.
• Late, incomplete, inaccurate, or repeatedly missing reports will constitute a performance and discipline issue.

Credit Control & Collections

• Monitor customer outstanding balances and credit limits.
• Follow up overdue accounts proactively.
• Work closely with Finance/Credit Control to ensure timely collection of receivables.
• Avoid creating unnecessary credit exposure through poor customer selection or inadequate follow-up

Performance & Discipline Guidelines

This position requires a strong performance culture. The successful candidate must demonstrate:

• Target ownership: Treat assigned targets as personal performance commitments.
• Time discipline: Report to work, customer meetings, project visits, and internal meetings on time.
• Deadline discipline: Complete assigned tasks and submit reports within agreed deadlines.
• Follow-up discipline: No important lead, quotation, project, or customer commitment should be left without a defined next action.
• Accountability: Take responsibility for both results and shortcomings.
• Professional conduct: Maintain appropriate conduct with customers, colleagues, contractors, consultants, and other stakeholders.
• Data accuracy: Maintain truthful and reliable sales, pipeline, customer, and forecast information.Commercial discipline: Follow approved pricing, discount, credit, quotation, and authorization procedures.No false reporting: Inflating sales pipelines, customer visits, forecasts, or project status is unacceptable.
• Proactive communication: Escalate challenges early rather than waiting until deadlines or targets are missed.

Q ualifications, Experience, and Skills

• Bachelor's degree or diploma in Sales, Marketing, Business Administration, Construction Management, Engineering, or a related field.
• Minimum of 2–4 years' experience in B2B, project, institutional, construction-materials, paint, coatings, hardware, or related sales.
• Experience dealing with contractors, developers, institutions, architects, consultants, or corporate customers is highly desirable.
• Proven track record of achieving sales targets.
• Knowledge of the construction and paint/coatings market is an advantage.
• Strong negotiation, presentation, communication, and relationship-management skills.
• Good analytical and reporting skills.
• Ability to use Microsoft Office and/or CRM systems.
• Valid driving license and willingness to travel extensively within the assigned territory were applicable.

Competencies & Personal Attributes

• Strong sales drive and commercial awareness.
• Results orientation.
• High personal discipline.
• Excellent planning and time management.
• Strong prospecting and closing ability.
• Negotiation skills.
• Customer relationship management.
• Problem-solving ability.
• Persistence and resilience.
• Attention to detail.
• Integrity and honesty.
• Ability to work independently.
• Ability to work under pressure and meet strict deadlines.
• Willingness to be measured objectively against results.