Job Description

IC Sales Manager
The IC Sales Manager plays a critical role in driving profitable growth across existing key accounts while actively identifying and securing new business opportunities. This dual focus on account management and business development is essential to expanding PPG's market presence and delivering customer-centric solutions. The role will be based in Dubai with extensive travel across the GCC.
Key Responsibilities

• Own and deliver account growth targets, including revenue and profitability, across existing and new customers.
• Develop and execute strategic account plans that drive both retention and expansion, leveraging the full PPG product portfolio.
• Build deep customer relationships at all levels to strengthen loyalty and uncover growth opportunities.
• Lead central negotiations and pricing discussions, applying value-based solution selling tailored to customer needs.
• Proactively identify, pursue, and convert new business opportunities to build a robust sales pipeline.
• Manage the full sales cycle from lead generation to commercialization, ensuring alignment with market trends and customer requirements.
• Collaborate with regional Market Managers and Global Segment Leaders to align strategies and maximize impact.
• Work cross-functionally with supply chain, manufacturing, technical, and product management teams to deliver seamless customer support.
• Analyze customer feedback, market dynamics, and competitive activity to inform strategic decisions and uncover unmet needs.
• Identify and evaluate opportunities for new solutions, including products and services, aligned with emerging trends
• Execute all sales-related activities including call reporting, pipeline management, AR monitoring, budgeting, and demand forecasting.
• Support cadence reporting and maintain high standards of safety, ethics, and compliance.

Performance Objectives (First 12-18 Months)

• Achieve or exceed sales and margin targets within the first year.
• Deliver a strategic business development plan aligned with segment and global initiatives, meeting new pipeline KPIs.
• Establish a strong cadence model for account management and business development.
• Report on progress towards strategic initiatives monthly and maintain detailed customer records in Salesforce customer relationship management software.
• Meet customer KPIs in forecasting, logistics, and overdue management.
• Build strong stakeholder engagement and customer intimacy.
• Gain full understanding of PPG's EHS, compliance, and legal frameworks within 3-6 months.

Key Competencies

• 2-5 years of Sales Management experience, ideally in coatings or related industries.
• Proven success in both account growth and new business acquisition.
• Strong negotiation and relationship-building skills across all organizational levels.
• Commercial acumen with a focus on value-based selling.
• Technical aptitude or interest in solution-based sales.
• Ability to work independently and lead cross-functional teams.
• Experience in multicultural environments.
• Fluent in English, Arabic would also be advantageous.

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