Director II, Sales

Fluor•Greenville, SC

35d•$166,500 - $309,500

About The Position

At Fluor, we are proud to design and build projects and careers. We are committed to fostering a welcoming and collaborative work environment that encourages big-picture thinking, brings out the best in our employees, and helps us develop innovative solutions that contribute to building a better world together. If this sounds like a culture you would like to work in, you’re invited to apply for this role. A leadership position for overall development and implementation of sales activities for a division, region, or key account. Actively drives people development and provides leadership in the implementation of all “must have” requirements of the sales process. This role typically has direct reports of Sales personnel. This position will be responsible for a larger division or region with responsibilities that include but are not limited to international sales, national sales, regional sales, and government sales. This position is responsible for the development and implementation of sales strategies for increasing sales/profits, and the generation of new business for the company.

Requirements

Accredited four (4) year degree or global equivalent in applicable field of study and fifteen (15) years of work-related experience or a combination of education and directly related experience equal to nineteen (19) 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
Must be authorized to work in the country where the position is located.

Nice To Haves

Three (3) years of Fluor experience as a sales professional
Seven (7) years of Fluor experience
Endorsement by Business Group president, Business Group Sales Lead, and the Corporate Sales Board
Extensive “early positioning” and “strategy to win” training and actual implementation
Build relationships that are targeted and support business objectives
Understand and listen to client needs – not Fluor preferences
Involve clients in project and strategic objectives by aligning goals
Target the right level of the client – selling solutions to issues
Maintain contacts, elicit feedback, and act upon results
Implement call planning, establish objectives, and maintain effective relationships
Understand key components and requirements for non-recourse finance project development, technology and guarantee requirements or watch outs; manage multiple contractors, joint ventures, and other complex contracting situations
Solution sell, apply asset optimization, and integrated solutions; create management reports and develop key financial/business case requirements

Responsibilities

Manage key accounts and the implementation of the account management process across various business groups or industry lines for implementation
Actively promote cross-group interface support and positioning – “One Fluor”
Lead a Global Industry Focus Team (GIFT) or Sales Operations and Technology (SOT) team in the development and implementation of new business development strategies, building of capability, or positioning to capitalize on changes in market conditions
Maintain adherence to Business Development & Strategy (BD&S) Group direction, Commercial Strategy Group and Fluor Corporate approval matrix and Business Unit approval matrix
Consult and align with Fluor Corporate functions such as treasury, tax, legal, and risk throughout the sales pursuit
Other duties as assigned
Maintain single point of contact for a client in regard to coordination of meetings, communication, creation, and implementation of strategy and account plan, opportunity analysis, etc.
Manage all aspects of the sales process, closing profitable deals and deliver new award targets
Assure selective approach to the market and pursue opportunities that meet corporate risk/reward profile
Lead preparation of commercial proposal and makes commercial recommendations to management
Link effectively with other sales/operations people around the world and in other groups as required to maximize teamwork
Generate value based strategic unsolicited proposals that focus on targeted clients and increase overall returns
Maintain knowledge of key project finance “must have” requirements, watch outs, and concerns/mitigations
Leverage all Fluor resources to capitalize on a given opportunity, strengthen position, and drive cross-selling
Use strong communication skills to gain internal support, develop customer relations, and prepare focused proposals or strategies
Deliver effective presentations and achieve sales goals
Provide leadership that models Fluor’s vision, business objectives, and guiding principles
Promote a culture of teamwork and collaboration across regional and organizational boundaries