Specifications Market Development Manager

The Dow Chemical Company has an opportunity for a Specifications Market Development Manager(m/f) located in Saudi Arabia.

The Specifications Sales Manager positions will support Dow Coating Material (DCM) and Dow Construction Chemicals (DCC) transformation growth strategy by capturing incremental sales in new sales segments (Governments and Private Mega Projects), positioning Dow as a leader across the value chain (consultants, architects, contractors, regulators…) and driving Dow equity as Brand of First Choice in these markets and by accelerating Dow leadership through innovation specifications. This role will also help to understand the regional Construction & Infrastructure market dynamics, to create product awareness among strategic stakeholders and influencers, to generate demand and position Dow innovations as industry standards..

Specification selling will generate additional value to the Dow Chemical Co, through the conversion of existing material specification to performance based specification by improving material design specifications, ie improving physical requirement properties, hence positioning Dow’s premium offering through generic specification work.

Primary Responsibilities:
Understand the Infrastructure & Construction Value Chain and conduct a comprehensive Project & Mega Projects process mapping
Map the end users relevant to infrastructure projects in UAE, KSA and Qatar (including and not limited to Ministries of public works, transport, energy, …), along with the feed design consultants responsible for recommending the same projects design specifications.
Obtain draft copies of design specifications related to infrastructure projects from the feed consultants and propose changes to the same specifications, in a generic way acceptable to the ministries, capturing Dow’s product performance properties, hence ensuring Dow’s participation in all bids according to DCM and DCC strategic product mix.
Convert existing end users material specifications to performance based specifications.
Maintain an accurate data base of all infrastructure projects coming up and map and quantify the total value of opportunities relevant to the Dow Chemical Co.
Develop value proposition, LCA and LCC of DCM and DCC relevant technologies with the help of DCM and DCC’s technical experts.
Create adapted attack plans for each of the Value Chain decision makers (Regulatory Bodies, Consultants, Architects, Governments…)
Create product/solutions awareness, develop and implement training and engagement programs with key decisions makers across the value chain
Generate demand pull across the Construction & Infrastructure value chain
Maintain dialogue with decision makers at each stage of the project to anticipate demand, manage product planning and secure sales with Dow customers
Serve as main contact, “go-to” person for all Mega Project management related issues for DCM and DCC opportunities
Interface with Key Account Managers, TSnD and Product Marketing to review innovation pipeline, and project database progress on a timely basis
Liaise with Specifications Sales Coordinator and KAMs o ensure that all Project wins translate into sales to customers

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