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 leadership in the Intelligence Business Unit. 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, MATOC/SATOC task orders, and extensions.
Scope
The candidate will lead proposals and responses to customer requests including 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, (Bid/No-Bid, Risk Review), which include internal financial and market opportunity tracking . Additionally, this position will contribute to the business line pipeline.
Principal Job Duties & Responsibilities
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 value jobs with values 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.
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
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 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, letters, 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
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
Recruit, develop and retain talent.
Intel
Basic Job Requirements
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
Other Job Requirements
Must possess a Secret clearance (with ability to get TS/SCI).
Preferred location is Northern VA with expectation of work location at our Reston, VA office
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
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
Maintain compliance with all applicable policies, procedures, and global standards
Adhere to and support Fluor's HSE and Sustainability Policies
Stay current on the major drivers, challenges, and issues facing this industry
Continually update knowledge of Fluor's strengths and weaknesses (within the industry) as related to competitors' industries serviced
Preferred Qualifications
Technical or Business Bachelor's Degree with an advanced degree preferred
Knowledge of the federal acquisition lifecycle
Proven record of building and managing teams
Demonstrated success in leading and winning complex capture efforts valued at $100M+ in prime contract awards
-Proven ability to drive disciplined capture governance and instill process rigor across teams
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
Lead effective proposal preparation and development
Integrate financial/business acumen, price-to-win, and risk management into capture strategy
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
Excellent oral and written communication skills
Involve clients in project and strategic objectives, aligning goals
Maintain contact, gain feedback, and act upon results
Possess an Active Project Management Professional (PMP) certification from the Project Management Institute
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: $139,000.00 - $258,000.00
