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Twyford Tile
AQI Manager at Twyford Tile
KenyaFull TimeMid-Senior Level
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Twyford Tile
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JOB PURPOSE
The MICASSO AQI Manager will be responsible for developing and managing high-value professional relationships with Architects, Quantity Surveyors, Interior Designers and other built-environment professionals across Kenya, with the objective of increasing MICASSO's presence in construction and real estate projects.
The role will focus on getting MICASSO products specified in project designs, Bills of Quantities (BOQs), material schedules and project specifications, and then following identified projects through to procurement and actual sales.
The successful candidate will serve as a key link between MICASSO and Kenya's professional design and construction community, combining relationship management, project intelligence, specification development and commercial business development.
KEY RESPONSIBILITIES
PROFESSIONAL RELATIONSHIP MANAGEMENT
Develop and maintain strong, long-term relationships with:
Architects
Quantity Surveyors
Interior Designers
Developers
Contractors
Project Consultants
Other key construction and design professionals
Identify high-value professionals and firms with strong influence over tile and finishing-material specifications.
Conduct regular meetings, office visits, project visits and professional engagements.
Understand the needs, preferences and project portfolios of key professional contacts.
Build a strong network within Kenya's architecture, quantity surveying, interior design and construction sectors.
Maintain regular communication and follow-up with key professional contacts.
PROJECT SPECIFICATION & BUSINESS DEVELOPMENT
Identify upcoming residential, commercial, hospitality, institutional and other construction projects.
Engage architects, QSs, interior designers and consultants during the design and specification stages.
Promote MICASSO products for inclusion in:
Architectural specifications
Bills of Quantities
Material schedules
Interior design concepts
Tender documents
Project finishing schedules
Identify opportunities where MICASSO products can replace or compete with specified brands.
Provide product information, samples, technical information and design support to professionals.
Track specified projects from the design stage through tendering, procurement and supply.
Work closely with Sales and Project teams to convert specifications into actual purchase orders.
PROJECT PIPELINE DEVELOPMENT
Build and maintain a comprehensive database of projects influenced through the professional network.
Monitor projects from early concept/design stages through to procurement and completion.
Record key information including:
Project name
Developer
Architect
Quantity Surveyor
Interior Designer
Contractor
Project location
Project value where available
Estimated tile requirements
Project stage
Specified products
Competitor brands
Procurement timeline
Key decision-makers
Estimated order value
Prioritize projects based on commercial potential and probability of conversion.
Provide regular updates on the project pipeline and conversion opportunities.
PROFESSIONAL SPECIFICATION SUPPORT
Present MICASSO products and solutions to architects, QSs, interior designers and other professionals.
Conduct product presentations and technical/design briefings.
Provide appropriate product information, catalogues, samples and technical documentation.
Assist professionals in selecting suitable tile sizes, finishes, colours, textures and applications.
Support professionals in developing coordinated tile and surface solutions.
Respond to technical and product-related enquiries or coordinate with the appropriate internal technical team.
Ensure product recommendations are practical, commercially viable and aligned with available MICASSO products.
COMMERCIAL PARTNERSHIP DEVELOPMENT
Develop appropriate professional engagement and cooperation programmes in accordance with company policy.
Discuss and coordinate approved commercial cooperation arrangements with professional individuals and firms.
Ensure all cooperation arrangements comply with company policies, applicable laws and ethical business practices.
Identify mutually beneficial opportunities for professional engagement, training, product demonstrations and project collaboration.
Escalate any proposed commercial arrangements requiring management approval.
INDUSTRY NETWORKING & PROFESSIONAL ASSOCIATIONS
Represent MICASSO at relevant industry events, exhibitions, conferences, seminars and professional networking activities.
Develop relationships within relevant professional bodies and industry networks, including:
Architectural Association of Kenya (AAK)
Institution of Quantity Surveyors of Kenya (IQSK)
Interior Design Society of Kenya (IDSK)
Other relevant construction and built-environment associations
Participate in professional forums and events to increase MICASSO's visibility and brand recognition.
Identify opportunities for MICASSO to participate in professional training, CPD events, product presentations and industry activities.
Maintain a strong professional network and continuously expand the company's access to project influencers.
MARKET & COMPETITOR INTELLIGENCE
Monitor competitor activities within the architectural, construction and interior design market.
Track competitor brands being specified in major projects.
Monitor competitor product launches, pricing, positioning, promotions and professional engagement strategies.
Identify upcoming projects before they enter the procurement stage.
Monitor changes in key project decision-makers.
Identify emerging market trends affecting tile and finishing-material specifications.
Provide actionable market intelligence to Management, Sales and Marketing.
PROJECT CONVERSION & SALES COLLABORATION
Work closely with the Sales and Project teams to convert professional specifications into actual sales.
Introduce relevant sales teams to project stakeholders at the appropriate stage.
Support quotation preparation by providing project information and estimated requirements.
Track project progress after specification to ensure MICASSO remains positioned through procurement.
Identify potential changes in specifications or competitor substitution and act early.
Follow up on procurement decisions and project awards.
Monitor projects through to order placement and supply.
Provide feedback on why projects were won, lost, delayed or converted to competing brands.
RELATIONSHIP & ISSUE MANAGEMENT
Handle professional relationships with tact, maturity and a high level of emotional intelligence.
Resolve routine relationship issues professionally and promptly.
Manage sensitive conversations with architects, QSs, designers, developers and consultants.
Escalate serious commercial, technical or relationship issues to Management.
Maintain a professional image of MICASSO at all times.
CRM & REPORTING
Maintain accurate CRM records covering:
Professional contacts
Firms
Projects
Project stages
Specifications secured
Project opportunities
Estimated order values
Follow-up actions
Competitor information
Key decision-makers
Conversion status
Prepare weekly and monthly reports covering:
New professional contacts developed
Meetings conducted
Projects identified
Specifications secured
Active project pipeline
Project conversion progress
Estimated sales opportunities
Competitor activities
Key market intelligence
Risks and opportunities
Required management support
QUALIFICATIONS & EXPERIENCE
Education
Bachelor's Degree in Architecture, Quantity Surveying, Interior Design, Civil Engineering, Construction Management, Building Science or another relevant built-environment discipline.
Professional qualifications or membership in a relevant industry body will be an advantage.
Experience
Minimum 5 years of relevant professional experience in Kenya's architecture, construction, building materials, interior design, quantity surveying, project sales or business development environment.
Proven experience working with architects, QSs, interior designers, developers, contractors or project consultants.
Experience in building materials, tiles, ceramics, sanitaryware, surfaces, interiors or related products is highly desirable.
Experience in project specification, project sales, business development or technical sales is strongly preferred.
Demonstrated ability to identify projects and influence product specifications is an advantage.