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Director of Business Development - STORK Continuous Site Presence

Location:
Pasadena, TX
Company:
Fluor

Description

Job Description:

Scope:

This position generates new business for the Gulf Coast region in accordance with overall corporate and business strategy. The primary focus is to grow the CSP (Continuous Site Presence) business, establishing nested maintenance sites through field leadership and craft presence as well as professional service support (i.e. planning, scheduling, warehouse, lab, etc). In addition, growth of cross-sell and up-sell opportunities through current CSP sites is required.

Principal Duties and Responsibilities:

- Handle opportunity pursuits increasing in size ranging from small to medium, 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 the client management database and proposal log.

- Support accuracy of Stage Gate process, ensuring deliverables are prepared in a timely fashion in support of gate reviews and submittal dates

- 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

- 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

- Support Account Managers in client relationship development and opportunity positioning

process

- Build key customer relationships in targeted areas

- Develop effective differentiators and negotiation strategies and understand all key commercial

and legal issues

- Achieve 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/NoBids that identify

strategies to pursue and require risk mitigation measures

- Lead preparation of commercial proposals and make commercial recommendations

- Lead the development of teaming agreements, confidentiality agreements, no-agency

agreements, and other legal documents needed to protect the interests of Fluor

- Lead prime contract negotiations

- Maintain contact with prospective and current clients through sales visits, calls, letters, client surveys and site visits

- Develop and maintain marketing data in support of capabilities presentations. Support marketing campaign initiatives as well as company represented event participation

- 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

- 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 and foster an environment of teamwork

- Other duties as assigned

Job ID: 124995BR

City: Pasadena

State: Texas

Country: United States

We reserve the right to modify or revise the job descriptions in part or in its entirety. Reasonable accommodations will be made in accordance with governing law.

We are an equal opportunity employer that recognizes the value of a diverse workforce. 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 federal, state or local law.
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