Sales Manager (Active Secret Clearance Required)
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.
Fluor is a leading government contractor with a proven track record of delivering high‑value technical solutions around the world to U.S. government agencies such as the DOE, NNSA, the Department of Defense and the Intelligence Community.
Job Description
This position provides capture support in the Intelligence Business Line. It is primarily engaged in driving win strategy, teaming selection, staffing and key personnel recommendations, recommending/developing past performance write-ups, and management & technical solution approaches for pursuit opportunities. The position will 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.
The candidate will 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. This includes communicating detailed information at key corporate control gates, which include Bid No Bid, Risk Reviews, and Commercial Reviews.
• Demonstrated understanding of the competitive landscape and established relationships in the Intelligence arena.
• Understanding of contract terms and conditions, proposal pricing, ability to negotiate with teaming partners and ability to drive agreements and subcontracts to closure.
• Ability to 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 follows 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
#Intel
Basic Job Requirements
• 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
Other Job Requirements
• 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 Qualifications
• 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
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.
Benefits Statement: 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.
Market Rate Statement: 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.
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.
Salary Range: $102,000.00 - $184,000.00
Nearest Major Market: Washington DC