Sales Manager
Greenville
South Carolina
United States
Diversity Statement
At Fluor, we are proud to design and build projects and careers. This requires teams that are as unique as the projects we execute.
We are committed to fostering a work environment that embraces Diversity, Equity, and Inclusion (DE&I) for all so our employees and stakeholders benefit from the creative solutions derived as a result of embracing differences.
Job Description
This position generates new business for an assigned business line in accordance with overall corporate and group business strategy.
Handle opportunity pursuits increasing in size ranging from small to large, with increasing experience levels and
Foster positive client relations on ongoing projects
Participate in opportunity pursuits from initial screening to contract closure and follow the sales must have requirements in all stages of the process
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
Monitor data quality and timeliness of information in Salesforce.com
Lead Account Management review process and document the plan in CTW
Coordinate clients 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 eight (8) years of work-related experience or a combination of education and directly related experience equal to twelve (12) 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 Fluors strengths and weaknesses (within this industry) as related to competitors industries serviced
Maintain knowledge of Fluors 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
Six (6) years of Fluor experience including six (6) months of project experience (preferred, but not required)
One (1) year of field experience (preferred, but not required)
Tracked as high potential by one of the company development forums
Ability to :
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
Build client relationships that are targeted and support business objectives
Lead effective proposal preparation and development
Target business opportunities and key accounts
Develop differentiated solutions to meet client needs, as well as account planning and management
Manage interfaces with key contacts
Utilize selectivity, opportunity targeting, screening and closing
Understand and listen to client needs
Involve clients in project and strategic objectives, aligning goals
Target the right level of the client, sell solutions to issues
Maintain contact, gain feedback, and act upon results
Implement call planning, establish objectives, and maintain key relationships
Degree Required
Requisition Number
129200BR
Diverse Workforce
We are an equal opportunity employer that recognizes the value of a diverse workforce. All qualified individuals will receive consideration for employment without regard to race, color, age, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, genetic information, or any other criteria protected by governing law.
Sales Manager Fluor Corp