Senior Sales Manager

at  Fluor Corporation

Fluor is one of the largest global engineering, procurement, fabrication, construction and maintenance company with projects and offices on six continents.
Fluor Engineering NV, located in Antwerp, is focused on developing long-term relationships with customers in revamping, debottlenecking and expanding the production capacity of their existing facilities in all sectors of the Process Industry in Belgium: Chemical, Petrochemical, Power, Life Sciences, Food, Pharmaceutical, Recycling,.. The Antwerp office provide the full project execution services: from conceptual engineering, basic engineering, and detailed engineering through commissioning and construction support.
For our team in Antwerp we are looking for a Senior Sales Manager.

This role, you will:

• 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

BASIC JOB 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.
• 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 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

PREFERRED QUALIFICATIONS

• 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

• 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 maximize