Senior Sales Manager

Fluor•Greenville, SC

2d•$119,500 - $222,500

About The Position

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.

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
Must be authorized to work in the country where the position is located.

Nice To Haves

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 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
Ability to Build client relationships that are targeted and support business objectives
Ability to Lead effective proposal preparation and development
Ability to Target business opportunities and key accounts
Ability to Develop differentiated solutions to meet client needs, as well as account planning and management
Ability to Manage interfaces with key contacts
Ability to Utilize selectivity, opportunity targeting, screening, and closing
Ability to Understand and listen to client needs – not Fluor preferences
Ability to Involve clients in project and strategic objectives, aligning goals
Ability to Target the right level of the client, sell solutions to issues
Ability to Maintain contact, gain feedback, and act upon results
Ability to Implement call planning, establish objectives, and maintain key relationships

Responsibilities

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
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