Sales Coordinator
Fluor Corp
On-site
Greenville, South Carolina, United States
This position generates new business for an assigned geographic/industry territory in accordance with overall corporate and business strategy. This role typically has direct reports of Sales personnel.
• Handle opportunity pursuits increasing in size ranging from small to large, with increasing experience levels that include complex and diverse requirements
• 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
• Other duties as assigned• 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• Two (2) year assignment as a Sales Coordinator or comparable industry experience
• Four (4) years of Fluor experience
• Endorsement by the Business Group President and Sales Lead in addition to the Corporate Sales Board
• New hire or promotion candidates must be interviewed by two members of the Corporate Sales Board and/ or Sales People Development Forum, and must pass all of the sales entry screening requirements
• Has clear understanding of the effect of cultural elements on the way business is conducted in a country to utilize this knowledge when dealing with clients
• 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• 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; maintaining 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) approach
• Develop programs to utilize operations personnel to extend our effective sales knowledge of potential new clients
• Create teamwork
• Handle opportunity pursuits increasing in size ranging from small to large, with increasing experience levels that include complex and diverse requirements
• 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
• Other duties as assigned• 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• Two (2) year assignment as a Sales Coordinator or comparable industry experience
• Four (4) years of Fluor experience
• Endorsement by the Business Group President and Sales Lead in addition to the Corporate Sales Board
• New hire or promotion candidates must be interviewed by two members of the Corporate Sales Board and/ or Sales People Development Forum, and must pass all of the sales entry screening requirements
• Has clear understanding of the effect of cultural elements on the way business is conducted in a country to utilize this knowledge when dealing with clients
• 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• 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; maintaining 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) approach
• Develop programs to utilize operations personnel to extend our effective sales knowledge of potential new clients
• Create teamwork