Director, Sales

at  Fluor Corporation

Do you thrive in an international environment where we design and build the world’s most challenging projects together with our clients? We are actively involved in delivering projects in the following exciting industries:

• Life Science Industry: Designing production facilities for Flu Vaccines, Active Pharmaceutical Ingredients (APIs) for important drugs, Blood Fractionation for the life-saving plasma industry, and more.
• Advanced Technologies: Including the fast-paced Semiconductor Industry, Smart Batteries, and Data Centers.
• Advanced Manufacturing: Foods (Sugar, Potato Chips), Beverages (Distilled Spirits), Fast Moving Consumer Goods, and Sustainable Products and Technology.

Fluor is a global leader in engineering, procurement, fabrication, construction, maintenance and project management, active across six continents with 44,000 employees worldwide, 93 offices in 30 countries and have been in business for over 100 years.
The position reports directly to the Senior Vice President, Sales of Advanced Technologies & Life Sciences. This is a leadership position responsible for the overall development and implementation of sales activities for a division, region, or key account. It actively drives people development and provides leadership in the implementation of all “must have” requirements of the sales process. 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 and make decisions in areas that may impact the organization and its employees, clients, budgets, policies, procedures, work practices, or compliance programs.
As a Director of Sales, you will manage key accounts and the implementation of the account management process across various business groups or industry lines for implementation. You will 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 and maintain adherence to Business Development & Strategy (BD&S) Group direction, Commercial Strategy Group and Fluor Corporate approval matrix and Business Unit approval matrix. You would also be responsible for:

• Consult and align with Fluor Corporate functions such as treasury, tax, legal, and risk throughout the sales pursuit.
• Plan and execute sales responsibilities with discipline, rigor, and continuous improvements.
• Build, maintain, and strengthen the sales staff on a continuous basis.
• Develop and maintain key account plans.
• 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.
• Work closely with assigned corporate executive sponsor to maintain and develop senior executive contacts.
• Responsible for providing continuous updates to Group leadership on accounting activities and needs.
• Make external customers a primary focus.
• Typically manage personnel and provide an environment for the development and professional advancement of staff members, including on-the-job and formal training and development opportunities, and timely performance feedback.
• Leverage internal and external resources to administer policies and procedures consistently across all business lines, functions, and locations.
• Analyze situations, identify, and forecast pertinent problems and evaluate realistic options; and recommend/implement appropriate course of action.
• Organize and prioritize a variety of complex projects and multiple tasks in an effective and timely manner, set priorities, and meet critical time deadlines.
• Maintain compliance with all applicable policies, procedures, and global standards.
• Adhere to and support Fluor’s Health, Safety & Environmental and Sustainability Policies
• Effectively develop and apply the Core Skills to the job.
• May need to travel to attend to business related matters.
• Meet expectations on attendance and punctuality.

BASIC JOB REQUIREMENTS

• Accredited four (4) year degree or global equivalent in applicable field of study and fifteen (15) years of business development experience.
• 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.
• You have a good European market knowledge within Life Sciences, Advanced Technology or Advanced Manufacturing Industry.
• You possess good listening skills and can put yourself in the shoes of our clients, vendors, and other collaboration partners to understand their needs.
• You are a strong communicator which enables you to get your messages across effectively.
• Finally, you enjoy working in an international environment with colleagues from around the world.

OTHER JOB REQUIREMENTS

• On a major opportunity pursuit:
  o 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.

o 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

PREFERRED QUALIFICATIONS

For Internal Candidates, the following qualifications is required:

• 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

• Consult and align with Fluor Corporate functions such as treasury, tax, legal, and risk throughout the sales pursuit.
• Plan and execute sales responsibilities with discipline, rigor, and continuous improvements.
• Build, maintain, and strengthen the sales staff on a continuous basis.
• Develop and maintain key account plans.
• 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.
• Work closely with assigned corporate executive sponsor to maintain and develop senior executive contacts.
• Responsible for providing continuous updates to Group leadership on accounting activities and needs.
• Make external customers a primary focus.
• Typically manage personnel and provide an environment for the development and professional advancement of staff members, including on-the-job and formal training and development opportunities, and timely performance feedback.
• Leverage internal and external resources to administer policies and procedures consistently across all business lines, functions, and locations.
• Analyze situations, identify, and forecast pertinent problems and evaluate realistic options; and recommend/implement appropriate course of action.
• Organize and prioritize a variety of complex projects and multiple tasks in an effective and timely manner, set priorities, and meet critical time deadlines.
• Maintain compliance with all applicable policies, procedures, and global standards.
• Adhere to and support Fluor’s Health, Safety & Environmental and Sustainability Policies
• Effectively develop and apply the Core Skills to the job.
• May need to travel to attend to business related matters.
• Meet expectations on attendance and punctuality