Job Description
This position generates new business for an assigned geographic/industry territory in accordance with overall corporate and group business strategy. This role typically has direct reporting of Sales Specialists and Senior Sales Specialists.
• Handle opportunity pursuits increasing in size ranging from small to large, with increasing experience levels and foster positive client relations on ongoing projects
• Lead opportunity pursuits from initial screening to contract closure and follows the sales "must have" requirements in all stages of the process
• Monitor data quality and timeliness of information in Connect to Win (CTW)
• Lead Account Management review process and document the plan in CTW or assign to Sales Coordinator to document in CTW
• Coordinate client's contacts with other company sales operations groups, assuring that a consistent corporate approach is taken and cross selling and/or integrated selling is maximized
• Other duties as assigned
Basic Job Requirements
• Accredited four (4) year degree or global equivalent in applicable field of study and ten (10) years of work-related experience or a combination of education and directly related experience equal to fourteen (14) years if non-degreed; some locations may have additional or different qualifications in order to comply with local requirements
• Ability to communicate effectively with audiences that include but are not limited to management, coworkers, clients, vendors, contractors, and other stakeholders
• Job related technical knowledge necessary to complete the job
• Ability to learn and apply knowledge of applicable local, state/province, and federal/national statutes and guidelines
• Ability to attend to detail and work in a time-conscious and time-effective manner
Other Job Requirements
• Maintain contact with prospective clients through sales visits, calls, letters, and other means to assure the company is aware of and considered for planned project work and that any major current issues are highlighted for corrective action to be taken
• Stay current on the major drivers, challenges, and issues facing this industry
• Continually update knowledge of Fluor's strengths and weaknesses (within this industry) as related to competitors' industries serviced
• Maintain knowledge of Fluor's principal competitors as related to their locations and their relative strengths, weaknesses, and capacities
• Prepare and present proposals which clearly describe the advantage of utilizing the company as a contractor, with clear understanding of risk frameworks and assessment techniques
• Participate in assigned special business development initiatives Global Industry Focus Team (GIFT) initiated or other) and proactively implement Sales Operations and Technology (SOT)
• Develop programs to utilize operations personnel to extend our effective sales knowledge with potential new clients
• Create teamwork
Preferred Qualifications
• Two (2) year assignment as a Sales Coordinator or comparable industry experience
• Four (4) years of Fluor experience
• Endorsement by Business Group President, Sales Lead, and the Corporate Sales Board
• New hire or promotion candidates must be interviewed by two members of the Corporate Sales Board and/or Sales People Development Forum must pass all of the sales entry screening requirements
• Has clear understanding of the effect of cultural elements on the way business is conducted in a country to utilize this knowledge when dealing with clients
• Ability to
o Understand and apply key legal and commercial terms and strategies, differentiator identification and development, cross-selling and integrated solutions, early positioning, client evaluation criteria, bid/no bid development, risk identification, mitigation, and selectivity
o Build client relationships that are targeted and support business objectives
o Lead effective proposal preparation and development
o Target business opportunities and key accounts
o Develop differentiated solutions to meet client needs, as well as account planning and management
o Manage interfaces with key contacts
o Utilize selectivity, opportunity targeting, screening, and closing
o Understand and listen to client needs - not Fluor preferences
o Involve clients in project and strategic objectives, aligning goals
o Target the right level of the client, sell solutions to issues
o Maintain contact, gain feedback, and act upon results
o Implement call planning, establish objectives, and maintain key relationships
Benefits Statement: Fluor is proud to offer a comprehensive benefits package designed to promote employee health, wellness, and financial security. Our offerings include medical, dental and vision plans, EAP, disability coverage, life insurance, AD&D, voluntary benefit plans, 401(k) with a company match, paid time off (personal, bereavement, sick, holidays) for salaried employees, paid sick leave per state requirement for craft employees, parental leave, and training and development courses.
Market Rate Statement: The market rate for the role is typically at the mid-point of the salary range; however, variations in final salary are determined by additional factors such as the candidate's qualifications, relevant years of experience, geographic location, internal pay equity, and prevailing market conditions for the specific role.
Salary Range: $119,500.00 - $222,500.00
