Director I, Sales - Power Sales
Fluor Corp
On-site
Greenville, South Carolina, United States
We are a leading provider of innovative solutions and maintenance services in the electric power utilities sector. Our mission is to deliver reliable, efficient, and sustainable maintenance support solutions to our clients. We are seeking a dynamic and experienced Sales Lead to join our team and drive our growth in the electric utility market.
The Power Services Sales Lead will be responsible for driving sales and business development efforts within the electric utility market. This role requires a deep understanding of the industry, strong relationships with key stakeholders, and the ability to develop and execute strategic sales plans.
Key Responsibilities:
• Develop and implement sales strategies to achieve revenue targets and market share growth
• Identify and pursue new business opportunities within the electric utility market
• Build and maintain strong relationships with key decision-makers and stakeholders in the industry within the assigned region
• Conduct market research to stay informed about industry trends, competitor activities, and customer needs
• 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/No-Bid strategies to pursue and required risk mitigation measures
• Lead the preparation and delivery of commercial proposals and presentations, making 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 and close deals to achieve sales targets
• Maintain contact with prospective clients through sales visits, calls, letters, digital connections and other means to assure the company is aware of and considered for planned work and that any major current issues are highlighted for corrective action to be taken
• Utilize corporate Sales tools for executing and documenting sales activities including providing regular updates and reports on sales activities, pipeline status, and market conditions
• Represent the company at industry events, conferences, and trade shows• Accredited four (4) year degree or global equivalent in applicable field of study and twelve (12) years of work-related experience or a combination of education and directly related experience equal to sixteen (16) 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• Bachelor’s degree in Business, Engineering, or a related field
• Operational, Maintenance and/or Services (non-transactional) background in utility market for fossil and renewable electric generation
• Understanding of strategic solutions business model and long term agreements within the utility market• Proven track record of achieving sales targets and driving business growth
• Extensive knowledge of the electric power utilities industry, including market trends, regulations, and key players
• Strong and demonstrable network of contacts and relationships within the industry
• 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
• Excellent communication, negotiation, and presentation skills
• Ability to work independently and as part of a team
• Ability to attend to detail and work in a time-conscious and time-effective manner
• Strong analytical and problem-solving skills
• Ability to work within corporate sales tools for management and execution of responsibilities
• Willingness to travel regionally for routine client interface and attend corporate meetings and industry events (estimated travel 40%)
The Power Services Sales Lead will be responsible for driving sales and business development efforts within the electric utility market. This role requires a deep understanding of the industry, strong relationships with key stakeholders, and the ability to develop and execute strategic sales plans.
Key Responsibilities:
• Develop and implement sales strategies to achieve revenue targets and market share growth
• Identify and pursue new business opportunities within the electric utility market
• Build and maintain strong relationships with key decision-makers and stakeholders in the industry within the assigned region
• Conduct market research to stay informed about industry trends, competitor activities, and customer needs
• 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/No-Bid strategies to pursue and required risk mitigation measures
• Lead the preparation and delivery of commercial proposals and presentations, making 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 and close deals to achieve sales targets
• Maintain contact with prospective clients through sales visits, calls, letters, digital connections and other means to assure the company is aware of and considered for planned work and that any major current issues are highlighted for corrective action to be taken
• Utilize corporate Sales tools for executing and documenting sales activities including providing regular updates and reports on sales activities, pipeline status, and market conditions
• Represent the company at industry events, conferences, and trade shows• Accredited four (4) year degree or global equivalent in applicable field of study and twelve (12) years of work-related experience or a combination of education and directly related experience equal to sixteen (16) 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• Bachelor’s degree in Business, Engineering, or a related field
• Operational, Maintenance and/or Services (non-transactional) background in utility market for fossil and renewable electric generation
• Understanding of strategic solutions business model and long term agreements within the utility market• Proven track record of achieving sales targets and driving business growth
• Extensive knowledge of the electric power utilities industry, including market trends, regulations, and key players
• Strong and demonstrable network of contacts and relationships within the industry
• 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
• Excellent communication, negotiation, and presentation skills
• Ability to work independently and as part of a team
• Ability to attend to detail and work in a time-conscious and time-effective manner
• Strong analytical and problem-solving skills
• Ability to work within corporate sales tools for management and execution of responsibilities
• Willingness to travel regionally for routine client interface and attend corporate meetings and industry events (estimated travel 40%)