Defense Sales Lead

Fluor Corporation; South Carolina; Remote; USD 160,000 - 302,000; Full time

Job summary

Fluor Corporation seeks a highly motivated business growth professional for a leadership role within its Defense sector. The successful candidate will oversee business development campaigns, manage key accounts, and lead strategic growth initiatives while promoting a collaborative work environment. This remote position offers competitive compensation and an extensive benefits package.

Benefits

Comprehensive benefits package

401(k) with company match

Paid time off

Qualifications

• 15 years of work-related experience or 19 years if non-degreed.
• Strong contacts in the Defense markets.
• Active or Inactive Secret security clearance.

Responsibilities

• Manage key accounts and develop business strategies.
• Lead business development activities and capture plans.
• Promote cross-group collaboration within the company.

Skills

Business Development

Communication

Strategic Planning

Education

Accredited four (4) year degree

Masters Degree in Business or Engineering

Job description

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.

Job Description

Fluor’s Mission Solutions (Fluor MS) is seeking a highly motivated business growth professional who has a demonstrated track record in business development in the Defense markets. The successful candidate will need to demonstrate success in leading teams that develop operations, training, project management and program development solutions. Fluor MS is poised for strategic growth within the Defense market, and is seeking an individual to plan, manage, and lead business development campaigns that take Fluor commercial best practice and apply to Defense opportunities. The successful candidate will draw on their strong base of experience and network of relationships in the Test, Evaluation and Range markets and serve as a Fluor MS growth leader. This position is suited for a successful business capture and growth leader who seeks to join and lead pursuits for a highly competitive sector.
This is 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 position is responsible for the development and implementation of sales strategies for increasing sales/profits, and the generation of new business for the company.
• 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 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
To be Considered Candidates:
Must be authorized to work in the country where the position is located.
This position is Remote.
Fluor is an Equal Opportunity Employer

Notice to Candidates:

Background checks are carried out as part of any conditional offer made, including (but not limited to & role dependent) education, professional registration, employment, references, passport verifications and Global Watchlist screening.

To be Considered Candidates:

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

Basic Job Requirements

Knowledge and contacts in the Defense markets including experience with selling Reliability Centered Maintenance, Digital Engineering, and Model Based Systems Engineering solutions. Strong market awareness of the Defense needs and latest in Federal contracting, to include Other Transaction Authority contracts.

• 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

Other Job Requirements

• Active or Inactive Secret security clearance
• Strategic Planning – Develop and update annual pursuit and capture plans for the US Defense marketplace; Develop, implement, and manage comprehensive capture plans for new opportunities and strategic growth initiatives; Participate in Fluor MS strategic growth planning and positioning activities.
• Business Growth – Meet regularly with existing and potential clients, partners, and effectively manage a broad network of DOD industry relationships; Lead business development activities; Screen, analyze, and prioritize new business development opportunities; Manage and/or direct proposal initiatives and all related support activities; Plan and manage business and capture development budgets.
• Market Positioning – Develop and continually update market intelligence to ensure Fluor MS has in-depth awareness of and access to the defense growth opportunities; Participate in industry conferences, workshops, and lead marketing initiatives for targeted growth opportunities.
• Strategic Alliances & Negotiations – Identify and manage critical long-term business relationships with major customers and teaming partners; Negotiate strategic teaming agreements with partner companies. Knowledge of legal terms and conditions preferred.
• On a major opportunity pursuit:
• 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
• 50% Travel

Preferred Qualifications

• Seven (7) years of experience as a business development professional
• Twenty (20) years of Federal experience to include military service, in particular with Defense expeditionary, logistics, and engineering experience
• Masters Degree in either Business or Engineering
• 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
• Ability to:
• 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

Salary Range

160,000 to 302,000

Market Rate

The market rate for the role is typically at the mid-point of the salary range; however, variations in final salary are determined by additional factors such as the candidate’s qualifications, relevant years of experience, geographic location, internal pay equity, and prevailing market conditions for the specific role.

Fluor is proud to offer a comprehensive benefits package designed to promote employee health, wellness, and financial security. Our offerings include medical, dental and vision plans, EAP, disability coverage, life insurance, AD&D, voluntary benefit plans, 401(k) with a company match, paid time off (personal, bereavement, sick, holidays) for salaried employees, paid sick leave per state requirement for craft employees, parental leave, and training and development courses.

Requisition Number

150368BR

Workforce

We are an equal opportunity employer. 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.