Director I, Sales - Advanced Technologies and Life Sciences
Apply NowCompany: Fluor Corporation
Location: Raleigh, NC 27610
Description:
Job Description
This position generates new business for an assigned geographic/industry territory in accordance with overall corporate and business strategy. This role typically has direct reports of Sales personnel.
Handle opportunity pursuits increasing in size ranging from small to large, with increasing experience levels that include complex and diverse requirements
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 twelve (12) years of work-related experience or a combination of education and directly related experience equal to sixteen (16) 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
Preferred Qualifications
Two (2) year assignment as a Sales Coordinator or comparable industry experience
Four (4) years of Fluor experience
Endorsement by the Business Group President and Sales Lead in addition to 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, and 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
Other Job Requirements
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; maintaining 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) approach
Develop programs to utilize operations personnel to extend our effective sales knowledge of potential new clients
Create teamwork
Notice to Candidates:
Background checks are carried out as part of any conditional offer made, including (but not limited to & role dependent) education, professional registration, employment, references, passport verifications and Global Watchlist screening.
Benefits
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.
This position generates new business for an assigned geographic/industry territory in accordance with overall corporate and business strategy. This role typically has direct reports of Sales personnel.
Handle opportunity pursuits increasing in size ranging from small to large, with increasing experience levels that include complex and diverse requirements
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 twelve (12) years of work-related experience or a combination of education and directly related experience equal to sixteen (16) 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
Preferred Qualifications
Two (2) year assignment as a Sales Coordinator or comparable industry experience
Four (4) years of Fluor experience
Endorsement by the Business Group President and Sales Lead in addition to 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, and 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
Other Job Requirements
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; maintaining 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) approach
Develop programs to utilize operations personnel to extend our effective sales knowledge of potential new clients
Create teamwork
Notice to Candidates:
Background checks are carried out as part of any conditional offer made, including (but not limited to & role dependent) education, professional registration, employment, references, passport verifications and Global Watchlist screening.
Benefits
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.