Job Description

Business Development Manager - Middle East
Location: UAE (with significant regional travel)
Reports to: Director of Business Process and Strategic Initiatives, Industrial Coatings EMEA
Role Overview
The Business Development Manager - Middle East is a strategic role focused on driving the growth of PPG's coatings technologies across the Middle East region. This includes ensuring specification of PPG products in new construction and industrial projects, maintaining specification integrity throughout the value chain, and supporting commercial execution in key markets. The role requires a blend of technical understanding, commercial acumen, and strong stakeholder engagement skills.
Key Responsibilities

• Liaise with architects, consultants, and designers to ensure PPG products are specified in new project design documents across the Middle East (primarily Saudi Arabia, Kuwait, Qatar, and Oman).
• Maintain specification integrity throughout the project lifecycle, ensuring PPG products are used through to final application.
• Track and influence all stakeholders in the project value chain, including developers, contractors, and applicators.
• Identify and pass leads involving competitor specifications to local commercial teams for potential conversion.
• Own commercial targets and strategy execution for ME countries outside the UAE, plus three key customers within the UAE.
• Drive growth across multiple technologies including coil, powder, HTLF, and liquid coatings.
• Collaborate with technical and technical service teams to define lab work, coordinate trials, and resolve issues effectively.
• Ensure timely and high-quality support to customers during trials and problem-solving phases.
• Track progress against strategic objectives using Salesforce and agreed KPIs.
• Provide regular updates to the line manager and contribute to accurate forecasting and opportunity handovers.
• Work closely with the small ME team to ensure smooth project execution, support during peak periods, and effective knowledge sharing.
• Present PPG's portfolio to both high-level non-technical stakeholders and technical experts.
• Understand application processes and demonstrate emotional intelligence when working with creative professionals and technical teams.

Key Competencies

• 3-5 years of experience in business development, specification sales, or key account management, preferably in the coatings or construction materials industry.
• Strong understanding of project value chains and specification processes.
• Proven ability to influence stakeholders at all levels, from designers to applicants.
• Commercially driven with strong strategic thinking and execution skills.
• Technically curious with the ability to grasp application processes and product performance.
• Excellent communication, presentation, and interpersonal skills.
• Fluent in English; Arabic is a plus.
• Willingness to travel extensively across the region.

Performance Objectives (First 12-18 Months)

• Successfully execute the sales budget, meeting or exceeding sales targets and margin goals by the end of the first year.
• Develop and implement a business and key customer development plan aligned with segment initiatives and global strategies, achieving or surpassing annual new pipeline development KPIs.
• Establish a robust cadence model for account management.
• Meet customer KPIs related to forecasting, logistics, and overdue management.
• Build strong customer intimacy by engaging with all key stakeholders.
• Acquire comprehensive knowledge of PPG's EHS, compliance, and legal requirements within the first 3-6 months.

Employee Value Proposition

• Be part of a global leader in coatings with a strong innovation and sustainability focus.
• Work in a dynamic, entrepreneurial environment with significant autonomy and impact.
• Access to global expertise, training, and career development opportunities.
• Competitive compensation and benefits tailored to the local market.

PPG pay ranges and benefits can vary by location which allows us to compensate employees competitively in different geographic markets. PPG considers several factors in making compensation decisions including, but not limited to, skill sets, experience and training, qualifications and education, licensure and certifications, and other organizational needs. Other incentives may apply.
Our employee benefits programs are designed to support the health and well-being of our employees. Any insurance coverages and benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.

Skills Required