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Fluor Corporation · 1 month ago

Sales Manager (Active Secret Clearance Required)

Reston, VA

Full-time

Onsite

Mid, Senior Level

$102K/yr - $184K/yr

6+ years exp

Fluor Corporation is a leading government contractor specializing in delivering high-value technical solutions to U.S. government agencies. The Sales Manager role focuses on capture support in the Intelligence Business Line, driving win strategies, managing proposals, and building customer relationships to achieve new award targets.

Building MaintenanceBuilding MaterialConstruction

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Provide capture support in the Intelligence Business Line

Drive win strategy, teaming selection, staffing and key personnel recommendations

Recommend/develop past performance write-ups and management & technical solution approaches for pursuit opportunities

Work with Business Development, Operations, Proposal Operations and Functional Leadership in the identification, qualification, pursuit and shaping, proposal development, award, and follow-through on new awards

Support proposals and responses to customer requests including Market surveys, Requests for Proposals, Final Proposal Revisions, Evaluation Notices, Best and Final Offers, proposal clarifications and internal approval processes

Communicate detailed information at key corporate control gates, which include Bid No Bid, Risk Reviews, and Commercial Reviews

Demonstrate understanding of the competitive landscape and establish relationships in the Intelligence arena

Understand contract terms and conditions, proposal pricing, ability to negotiate with teaming partners and ability to drive agreements and subcontracts to closure

Develop and manage proposal budgets effectively

Handle opportunity pursuits from small quick turn renovations to larger proposals with a value up to $1B over contract life

Lead opportunity pursuits from initial screening to contract closure and follow the sales 'must have' requirements in all stages of the process

Monitor data quality and timeliness of information in Fluor’s sales enablement software

Support the development of the annual and three-year outlook for our Account Management review

Maintain adherence to Business Development & Strategy Group direction and Fluor Corporate approval matrix and Business Unit approval matrix

Consult and align with Fluor Corporate functions throughout the sales pursuit

Build and retain key customer relationships

Support the development of effective differentiators and negotiation strategies and understand all key commercial and legal issues

Support the achievement of new award targets set by group leadership while maintaining selectivity and margins and optimizing pursuit cost

Establish and maintain working relationships within the company that will enhance the ability of the sales organization to effectively serve the customer; update Bid/No Bid that identify strategies to pursue and require risk mitigation measures

Identify teaming partners to eliminate proposal gaps, improve probability to win and advance the corporate goals

Support the development of teaming agreements, confidentiality agreements, agency agreements, and other legal documents needed to protect the interests of Fluor

Maintain contact with prospective clients through sales visits, calls, emails, 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

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

Stay current on the major drivers, challenges, and issues facing this industry

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

Qualification

Capture supportProposal developmentClient relationship managementNegotiation strategiesBusiness developmentProposal pricingProject managementCompetitorsTeamworkVerbal communicationWritten communicationProblem solvingAttention to detailTime management

Required

Accredited four (4) year degree or global equivalent in applicable field of study and eight (8) years of work-related experience or a combination of education and directly related experience equal to twelve (12) 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 possess an active Secret clearance. Top Secret/SCI clearance preferred or ability to achieve a TS/SCI clearance within 12 months

Six (6) years of experience in positions that provide a broad view of business, sales/capture, technical writing, project management, and/or within the Intelligence Community (IC)

Proficient computer and software skills and knowledge to include the use of MS Office Suite

Develop programs to utilize operations personnel to extend our effective sales knowledge with potential new clients

Ability to work well in a team environment

Excellent verbal and written communication

Problem solving ability and can work well under pressure

Travel about 10-15% anticipated annually

Adhere to and support Fluor's HSE and Sustainability Policies

Maintain compliance with all applicable policies, procedures, and global standards

Continually update knowledge of Fluor's strengths and weaknesses as related to competitors' industries serviced

Preferred

Technical or Business Degree with an advanced degree preferred

Comparable industry experience

Knowledge of U.S. federal Government services, contracts and buying practices

Strong oral and written communication skills

Familiarity with capture and winning programs within the federal contract environment

Understand and apply key legal and commercial terms and strategies, differentiator identification and development, integrated solutions, early positioning, client evaluation criteria, bid/no bid development, risk identification, mitigation, and selectivity

Build client relationships that are targeted and support business objectives

Target business opportunities and key accounts

Develop differentiated solutions to meet client needs, as well as account planning and management

Manage interfaces with key contacts

Utilize selectivity, opportunity targeting, screening and closing

Understand and listen to client needs – not Fluor preferences

Involve clients in project and strategic objectives, aligning goals

Maintain contact, gain feedback, and act upon results

Possess an active Project Management Professional (PMP) from the Project Management Institute (desired)

Preferred location is Northern VA at our Reston office