Specification - Consultant/ Manager

<p class="JDTitle"><span lang="en-us" xml:lang="en-us">Specification Consultant – Projects & Decorative Paints</span></p><p></p> <p class="MsoNormal" style="margin-bottom:7pt;"><span lang="en-us" style="font-size:10pt;line-height:105%;color:#6B6B6B;" xml:lang="en-us">Al Gurg Paints · Specification & Project Sales · United Arab Emirates</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> <p class="Section"><span lang="en-us" xml:lang="en-us"><font color="#b8972a">■ A.</font> POSITION DETAILS</span></p><p></p> <div align="center"> <table class="MsoTableGrid" border="1" cellspacing="0" cellpadding="0" style="border-width:medium;border-style:none;"> <tbody><tr> <td width="110" style="width:82.8pt;border:solid 1pt;background:#F3F1EC;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Job Title</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="254" style="width:190.8pt;border:solid 1pt;border-left:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Specification Consultant / Manager – Projects & Decorative Paints</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="110" style="width:82.8pt;border:solid 1pt;border-left:none;background:#F3F1EC;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Organization</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="254" style="width:190.8pt;border:solid 1pt;border-left:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Al Gurg Paints – Al Gurg Group</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="110" style="width:82.8pt;border:solid 1pt;border-top:none;background:#F3F1EC;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Department</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="254" style="width:190.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Specification / Project Sales</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="110" style="width:82.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F3F1EC;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Job Function</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="254" style="width:190.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Product Specification & Project Development</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="110" style="width:82.8pt;border:solid 1pt;border-top:none;background:#F3F1EC;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Reports To</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="254" style="width:190.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Head of Sales / Business Head</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="110" style="width:82.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F3F1EC;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Work Location</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="254" style="width:190.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">United Arab Emirates</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="110" style="width:82.8pt;border:solid 1pt;border-top:none;background:#F3F1EC;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Employment Type</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="254" style="width:190.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Full-Time · Permanent</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="110" style="width:82.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F3F1EC;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Industry</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="254" style="width:190.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Paints, Coatings & Building Materials</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> </tbody></table> </div> <p class="Section"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">■ </span><span lang="en-us" xml:lang="en-us">B. ROLE PURPOSE</span></p><p></p> <div align="center"> <table class="MsoTableGrid" border="1" cellspacing="0" cellpadding="0" style="border-width:medium;border-style:none;"> <tbody><tr> <td width="346" valign="top" style="width:259.2pt;border:solid 1pt;background:#B8972A;padding:0cm 5.4pt 0cm 5.4pt;"> <p class="MsoNormal"><span lang="en-us" xml:lang="en-us"> </span></p> </td> <td width="346" valign="top" style="width:259.2pt;border:solid 1pt;border-left:none;padding:7.5pt 9pt 7.5pt 9pt;"> <p class="MsoNormal"><b><span lang="en-us" style="font-size:10pt;line-height:105%;color:#B8972A;" xml:lang="en-us">ROLE PURPOSE</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> <p class="MsoNormal"><span lang="en-us" xml:lang="en-us">The Specification Consultant / Manager is responsible for driving the growth of AGP’s Projects and Decorative product lines by identifying and converting new project opportunities, specifying AGP products in key developments, and building strong relationships with consultants, architects, developers and contractors.</span></p><p></p> <p class="MsoNormal"><span lang="en-us" xml:lang="en-us">The role focuses on supporting monthly sales achievement through proactive market engagement, technical presentations and solution recommendations, vendor registrations and approvals, project tracking, specification conversion, and strengthening AGP and Oasis Paints brand visibility across target segments. The job holder works closely with Sales, Technical and other internal teams to ensure specified opportunities are effectively converted into commercial orders.</span></p><p></p> </td> </tr> </tbody></table> </div> <p class="Section"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">■ </span><span lang="en-us" xml:lang="en-us">C. MAIN RESPONSIBILITIES</span></p><p></p> <p class="Subsection"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">▶ </span><span lang="en-us" xml:lang="en-us">Specification Development & Product Approvals</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Promote and specify AGP and Oasis Paints products, systems and solutions with consultants, architects, developers and project owners.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Secure product approvals, vendor registrations and inclusion of approved systems in project specifications, BOQs and tender documents.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Prepare and coordinate technical submittals, compliance statements, product data, samples, mock-ups and other specification requirements.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Engage project stakeholders at the design and pre-tender stages to influence material selection and improve specification success.</span></p><p></p> <p class="Subsection"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">▶ </span><span lang="en-us" xml:lang="en-us">Project Identification & Opportunity Conversion</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Identify new construction, refurbishment and decorative-paint project opportunities through market visits, consultant engagement and project intelligence.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Track specified projects from design stage through tender, award and execution, ensuring timely handover of qualified leads to the Sales team.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Work jointly with Sales to convert specifications and approvals into enquiries, quotations and confirmed orders.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Maintain sufficient project coverage and follow-up activity to support monthly sales and growth objectives.</span></p><p></p> <p class="Subsection"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">▶ </span><span lang="en-us" xml:lang="en-us">Consultant, Architect & Contractor Relationships</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Build and maintain strong professional relationships with consultants, architects, developers, contractors, applicators and other project influencers.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Conduct regular meetings, technical presentations, product demonstrations and solution discussions with target stakeholders.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Provide timely technical and commercial coordination to strengthen confidence in AGP products and long-term customer relationships.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Develop account and engagement plans for priority consultant practices, developers and contracting organizations.</span></p><p></p> <p class="Subsection"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">▶ </span><span lang="en-us" xml:lang="en-us">Technical Advisory & Solution Positioning</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Understand project requirements and recommend suitable paint and coating systems based on substrate, environment, performance and application needs.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Provide accurate information on product features, technical specifications, surface preparation and application methods.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Coordinate with the Technical team for complex recommendations, site assessments, trials, mock-ups and resolution of technical queries.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Position higher-value and differentiated systems where they provide appropriate technical and commercial value.</span></p><p></p> <p class="Subsection"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">▶ </span><span lang="en-us" xml:lang="en-us">CRM, Project Tracking & Forecasting</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Maintain complete and accurate records of consultants, projects, specifications, approvals, activities and opportunity stages in the CRM system.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Update project status, stakeholder actions, expected tender dates, award information and conversion probability on a timely basis.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Provide accurate specification and project forecasts, highlighting key opportunities, risks and required management support.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Monitor specification-to-enquiry and enquiry-to-order conversion and take corrective action where progress is delayed.</span></p><p></p> <p class="Subsection"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">▶ </span><span lang="en-us" xml:lang="en-us">Market Intelligence & Brand Visibility</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Gather market information on upcoming projects, consultant preferences, competitor specifications, pricing activity and product trends.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Share relevant insights with Sales, Technical and management to support product positioning and commercial strategy.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Strengthen AGP and Oasis Paints visibility through consultant presentations, technical seminars, exhibitions and approved industry engagements.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Identify portfolio gaps and recommend products, systems or support materials needed to improve specification success.</span></p><p></p> <p class="Subsection"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">▶ </span><span lang="en-us" xml:lang="en-us">Cross-Functional Coordination & Customer Support</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Collaborate with Sales, Technical, Marketing, Production, Logistics and Finance to ensure smooth progress from specification through order fulfilment.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Support Sales with technical clarifications, tender requirements, system recommendations and customer meetings.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Coordinate prompt responses to project queries, product concerns and site issues to protect customer satisfaction and project continuity.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Ensure commitments made to external stakeholders are communicated clearly and followed through internally.</span></p><p></p> <p class="Subsection"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">▶ </span><span lang="en-us" xml:lang="en-us">Performance, Compliance & Professional Conduct</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Achieve assigned specification, project-development and sales-support KPIs in line with the approved scorecard.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Maintain current knowledge of AGP products, competitor systems, industry standards and application practices.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Follow approved processes, documentation requirements and Health and Safety procedures during customer and site visits.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Represent AGP professionally and uphold company values in all market interactions.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Guide junior team members by sharing specification practices, product knowledge and relevant market insights, where applicable.</span></p><p></p> <p class="Section"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">■ </span><span lang="en-us" xml:lang="en-us">D. KEY PERFORMANCE INDICATORS</span></p><p></p> <div align="center"> <table class="MsoTableGrid" border="1" cellspacing="0" cellpadding="0" style="border-width:medium;border-style:none;"> <tbody><tr> <td width="192" style="width:144pt;border:solid 1pt;background:#1A1A1A;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;color:#FFFFFF;" xml:lang="en-us">KPI Area</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="504" style="width:378pt;border:solid 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;color:#FFFFFF;" xml:lang="en-us">Key Measures</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="192" style="width:144pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Specification Achievement</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="504" style="width:378pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Projects specified; BOQ and tender inclusions; product and vendor approvals secured.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="192" style="width:144pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Project Development</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="504" style="width:378pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">New opportunities identified; qualified pipeline value; design-stage engagement.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="192" style="width:144pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Conversion</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="504" style="width:378pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Specification-to-enquiry conversion; enquiry-to-order conversion; project closure progress.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="192" style="width:144pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Sales Support</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="504" style="width:378pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Contribution to monthly sales and gross profit achievement from specified projects.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="192" style="width:144pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Stakeholder Engagement</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="504" style="width:378pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Consultant, architect, developer and contractor meetings, presentations and seminars.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="192" style="width:144pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">CRM Discipline</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="504" style="width:378pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Accuracy and timeliness of project, stakeholder, approval and activity records.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="192" style="width:144pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Forecasting</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="504" style="width:378pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Project forecast accuracy; timely updates on tender, award and execution milestones.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="192" style="width:144pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Brand Visibility</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="504" style="width:378pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Technical presentations, product awareness initiatives and target-account penetration.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="192" style="width:144pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Customer & Technical Support</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="504" style="width:378pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Response time, issue coordination and stakeholder satisfaction.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> </tbody></table> </div> <p class="Section"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">■ </span><span lang="en-us" xml:lang="en-us">E. COMPETENCY FRAMEWORK</span></p><p></p> <p class="Subsection"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">▶ </span><span lang="en-us" xml:lang="en-us">Behavioural Competencies</span></p><p></p> <div align="center"> <table class="MsoTableGrid" border="1" cellspacing="0" cellpadding="0" style="border-width:medium;border-style:none;"> <tbody><tr> <td width="38" style="width:28.8pt;border:solid 1pt;background:#1A1A1A;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;color:#FFFFFF;" xml:lang="en-us">#</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="163" style="width:122.4pt;border:solid 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;color:#FFFFFF;" xml:lang="en-us">Competency</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="77" style="width:57.6pt;border:solid 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;color:#FFFFFF;" xml:lang="en-us">Level</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="418" style="width:313.2pt;border:solid 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;color:#FFFFFF;" xml:lang="en-us">Application in Role</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="38" style="width:28.8pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">1</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="163" style="width:122.4pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Customer Focus</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="77" style="width:57.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Advanced</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="418" style="width:313.2pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Understands stakeholder needs and provides responsive, technically suitable solutions.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="38" style="width:28.8pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">2</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="163" style="width:122.4pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Communication & Influence</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="77" style="width:57.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Advanced</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="418" style="width:313.2pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Influences product selection and specification through credible technical engagement.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="38" style="width:28.8pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">3</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="163" style="width:122.4pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Relationship Building</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="77" style="width:57.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Advanced</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="418" style="width:313.2pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Develops trusted networks with consultants, architects, developers and contractors.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="38" style="width:28.8pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">4</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="163" style="width:122.4pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Results Orientation</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="77" style="width:57.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Advanced</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="418" style="width:313.2pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Drives specifications and projects toward measurable commercial conversion.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="38" style="width:28.8pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">5</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="163" style="width:122.4pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Teamwork & Collaboration</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="77" style="width:57.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Advanced</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="418" style="width:313.2pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Works closely with Sales, Technical and operational teams to deliver project outcomes.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="38" style="width:28.8pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">6</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="163" style="width:122.4pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Planning & Accountability</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="77" style="width:57.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Advanced</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="418" style="width:313.2pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Maintains disciplined project tracking, documentation, forecasting and follow-up.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> </tbody></table> </div> <p class="Subsection"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">▶ </span><span lang="en-us" xml:lang="en-us">Technical / Functional Competencies</span></p><p></p> <div align="center"> <table class="MsoTableGrid" border="1" cellspacing="0" cellpadding="0" style="border-width:medium;border-style:none;"> <tbody><tr> <td width="38" style="width:28.8pt;border:solid 1pt;background:#1A1A1A;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;color:#FFFFFF;" xml:lang="en-us">#</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="173" style="width:129.6pt;border:solid 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;color:#FFFFFF;" xml:lang="en-us">Competency</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="106" style="width:79.2pt;border:solid 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;color:#FFFFFF;" xml:lang="en-us">Level</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="379" style="width:284.4pt;border:solid 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;color:#FFFFFF;" xml:lang="en-us">Application in Role</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="38" style="width:28.8pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">1</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="173" style="width:129.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Paint Systems & Specification Knowledge</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="106" style="width:79.2pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Advanced</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="379" style="width:284.4pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Recommends appropriate decorative paint and coating systems for project requirements.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="38" style="width:28.8pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">2</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="173" style="width:129.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Technical Presentations & Submittals</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="106" style="width:79.2pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Advanced</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="379" style="width:284.4pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Prepares and delivers persuasive presentations, product submissions and compliance documents.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="38" style="width:28.8pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">3</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="173" style="width:129.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Consultant & Project Stakeholder Management</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="106" style="width:79.2pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Advanced</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="379" style="width:284.4pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Builds relationships and navigates project decision-making and approval processes.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="38" style="width:28.8pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">4</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="173" style="width:129.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Project Pipeline & CRM Management</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="106" style="width:79.2pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Advanced</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="379" style="width:284.4pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Tracks opportunities from design and specification through tender, award and conversion.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="38" style="width:28.8pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">5</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="173" style="width:129.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Solution Selling & Commercial Awareness</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="106" style="width:79.2pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Advanced</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="379" style="width:284.4pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Connects technical value with customer needs and commercial opportunity.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="38" style="width:28.8pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">6</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="173" style="width:129.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Market & Competitor Intelligence</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="106" style="width:79.2pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Intermediate / Advanced</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="379" style="width:284.4pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Interprets project, product and competitor information to improve positioning.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="38" style="width:28.8pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">7</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="173" style="width:129.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Site & Application Understanding</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="106" style="width:79.2pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Intermediate / Advanced</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="379" style="width:284.4pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Understands substrates, surface preparation, application practices and site constraints.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> </tbody></table> </div> <p class="Section"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">■ </span><span lang="en-us" xml:lang="en-us">F. KEY STAKEHOLDERS</span></p><p></p> <div align="center"> <table class="MsoTableGrid" border="1" cellspacing="0" cellpadding="0" style="border-width:medium;border-style:none;"> <tbody><tr> <td width="77" style="width:57.6pt;border:solid 1pt;background:#1A1A1A;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;color:#FFFFFF;" xml:lang="en-us">Type</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="197" style="width:147.6pt;border:solid 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;color:#FFFFFF;" xml:lang="en-us">Stakeholder</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="422" style="width:316.8pt;border:solid 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><b><span lang="en-us" style="font-size:8.5pt;line-height:105%;color:#FFFFFF;" xml:lang="en-us">Nature of Engagement</span></b><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="77" style="width:57.6pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Internal</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="197" style="width:147.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Head of Sales / Business Head</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="422" style="width:316.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Priorities, targets, project reviews, forecasts and escalation support.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="77" style="width:57.6pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Internal</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="197" style="width:147.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Project Sales Team</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="422" style="width:316.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Lead handover, joint customer engagement, quotations and opportunity conversion.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="77" style="width:57.6pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Internal</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="197" style="width:147.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Technical / QA Team</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="422" style="width:316.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">System recommendations, technical submittals, trials, mock-ups and issue resolution.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="77" style="width:57.6pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Internal</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="197" style="width:147.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Marketing, Production & Logistics</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="422" style="width:316.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Brand activities, product availability and project delivery coordination.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="77" style="width:57.6pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">External</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="197" style="width:147.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Consultants & Architects</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="422" style="width:316.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Technical presentations, specifications, approvals and design-stage engagement.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="77" style="width:57.6pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">External</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="197" style="width:147.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Developers & Project Owners</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="422" style="width:316.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Brand positioning, solution approval and project opportunity development.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="77" style="width:57.6pt;border:solid 1pt;border-top:none;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">External</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="197" style="width:147.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Main Contractors, Applicators & Subcontractors</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="422" style="width:316.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Tender support, technical clarification, site coordination and conversion.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> <tr> <td width="77" style="width:57.6pt;border:solid 1pt;border-top:none;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">External</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="197" style="width:147.6pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Authorities / Approval Bodies, where applicable</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> <td width="422" style="width:316.8pt;border-top:none;border-left:none;border-bottom:solid 1pt;border-right:solid 1pt;background:#F8F8F8;padding:4.5pt 5.5pt 4.5pt 5.5pt;"> <p class="MsoNormal" style="margin-bottom:0cm;"><span lang="en-us" style="font-size:8.5pt;line-height:105%;" xml:lang="en-us">Product registration, compliance documents and approval coordination.</span><span lang="en-us" xml:lang="en-us"></span></p><p></p> </td> </tr> </tbody></table> </div> <p class="Section"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">■ </span><span lang="en-us" xml:lang="en-us">G. QUALIFICATIONS & EXPERIENCE</span></p><p></p> <p class="Subsection"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">▶ </span><span lang="en-us" xml:lang="en-us">Education</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Bachelor’s degree in Civil Engineering, Architecture, Chemistry, Chemical Engineering, Materials Engineering or a related discipline.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Relevant technical qualification in paints, coatings or construction materials is an advantage.</span></p><p></p> <p class="Subsection"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">▶ </span><span lang="en-us" xml:lang="en-us">Experience</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Relevant experience in specification, technical sales, project sales or business development within paints, coatings, construction chemicals or building materials.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Demonstrated experience engaging consultants, architects, developers and contractors and supporting product approvals or project specifications.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Knowledge of the UAE construction and project market is preferred.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Experience using CRM systems for stakeholder management, project tracking and forecasting.</span></p><p></p> <p class="Subsection"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">▶ </span><span lang="en-us" xml:lang="en-us">Skills & Attributes</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Strong technical presentation, communication, influencing and relationship-management skills.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Sound understanding of decorative paints, coating systems, substrates, surface preparation and application methods.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Ability to read project specifications, BOQs, drawings and tender requirements.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Strong project-tracking, planning, reporting and follow-up discipline.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Commercial awareness and the ability to connect specification activity with sales conversion.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Proficiency in Microsoft Office and CRM applications.</span></p><p></p> <p class="MsoNormal" style="margin-top:0cm;margin-right:0cm;margin-bottom:2pt;margin-left:10.8pt;text-indent:-10.8pt;"><b><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" xml:lang="en-us">Excellent English communication skills; Arabic is an advantage.</span></p><p></p> <p><b style="text-indent:-10.8pt;"><span lang="en-us" style="color:#B8972A;" xml:lang="en-us">– </span></b><span lang="en-us" style="text-indent:-10.8pt;" xml:lang="en-us">Valid UAE driving license and willingness to undertake regular consultant, customer and site visits. </span></p>