Regional Director, Strategic Sales

Job Description

The Regional Director, Strategic Sales is a pivotal leadership role within the organisation, integral to the Regional Management Team (RMT), and Global Strategic Sales Leadership Team. This role involves partnering closely with the Regional Group Director to set strategic direction, and tactical actions to drive growth within the region within the frameworks established by Global Strategic Sales and Global Marketing functions. With a focus on solid leadership skills and actions rooted in the company’s value, this key regional leader is responsible for defining the strategies and tactics needed to improve our positioning as strategic partner, and advisors to our current, and future customers in the key target markets building a strong, confident client facing teams with an outside-in pro-active sales culture.

Additionally, the role requires the development of strong internal partnership across various regions, businesses and service lines to drive best practices and foster business growth while ensuring alignment with the global function and leveraging tools and resources to its full potential to drive sales discipline and excellence.

Your role:

1. Regional Growth Strategy, including Sales Performance & events management

• Define, align, and execute the regional sales strategy to enable business growth and strengthen Fugro’s market position in line with Global strategy, and growth objectives.

• Ensure that the regional events and conferences activities are anchored by clear business objectives and value propositions, avoiding adhoc or solely tactical initiatives.

• Shape Fugro’s value proposition through deep understanding of client needs to secure early positioning (Pre-RFP) in target markets.

• Establish yearly sales targets aligned with business growth aspirations, and annual budgets.

• Make data centric decisions to meet quarterly/yearly financial objectives, and able to pivot sales efforts to address business needs, and maintain a healthy “book:bill” ratio to drive long term sustainable growth.

2. Functional Transformation

• Transform and professionalize the sales and commercial function by embedding best practices across sales, business development, market intelligence, proposal function, including competency assessments, career development, and a culture of pro-active client engagement.

• Drive consistent use of global tools (CRM), processes, and methodologies to elevate commercial maturity established by Global functions to enable “OneFugro” way of working.

3. Opportunity Management & Strategic Pursuits

• Build and maintain a regional key, and exploratory accounts to build client intimacy, and expand/diversify share of wallet within these accounts.

• Lead and influence pursuit activities for high impact deals, ensuring strong early engagement and differentiated winning strategies driving pre-RFP excellence.

• Identify must-win opportunities together with Business Line leadership and secure required cross-functional support to drive high quality pursuit positioning and close the deal.

• Based on market assessment, and competitive positioning guide commercial strategy, including profitability expectations and value-based pricings.

4. Sales Process Discipline & CRM Excellence

• Ensure full and effective utilization of CRM and sales tools to track opportunities, manage pipeline, and deliver monthly sales forecasts.

• Strengthen sales discipline by enforcing rigorous qualification, call planning, value articulation, win strategy, SWOTs, and opportunity management practices.

5. Market Intelligence & Strategic Insights

• Provide regular market updates to regional leadership, identifying early threats and opportunities that influence mid and long-term term forecasting.

• Continuously analyze market trends, customer needs, competitors, and industry dynamics to identify new growth opportunities.

• Feed insights to Business Lines and local teams to inform pricing expectations, solution requirements, and win conditions.

6. Funnel Quality, Conversion & Handover Excellence

• Grow a high-quality sales funnel and improve conversion rates by effectively conditioning the market, and clients through conditioning the pursuit pre-RFP and conditioning a winning proposal when the formal enquiry comes out.

• Ensure seamless, high-quality handovers to project execution teams to protect delivery quality handovers to project execution teams to protect delivery success and margin realization.

7. Stakeholder Engagement & Cross-Functional Alignment

• Collaborate closely with the Group Director, Business Line Managers, and global commercial leaders on market trends, strategy, and commercial priorities.

• Strengthening internal partnerships across regions, Business Lines, and Service Lines to align on best practices and foster business growth.

8. Team Leadership & Capability Development

• Functionally lead, coach, and develop a large, dispersed team of client facing and commercial professionals.

• Promote a high-performance inclusive culture grounded in Fugro’s values.

• Elevate commercial capabilities, ensuring teams operate with a client centric, outside in mindset.

9. Customer Experience & Trusted Advisor Positioning

• Drive continuous improvement of customer Net Promoter Score (NPS) and oversee actions that elevate customer experience.

• Strengthen Fugro’s positioning as a trusted advisor by ensuring consistent value delivery and long-term relationship development.

Your track record:

Strategic Sales Leadership: Expert

Leads complex, multinational sales environments and drives regional commercial strategy.

Pre-award Process & CRM Excellence: Expert

Applies structured Marketing & Sales methodologies and ensures disciplined CRM and data-driven practices.

Market & Commercial Insight: Expert

Uses customer, market, and competitor intelligence to shape strategy and identify opportunities.

Value-Based Selling & Client Management: Expert

Builds senior client relationships and positions Fugro as a trusted strategic partner.

Pricing & Commercial Governance: Expert

Applies pricing frameworks and commercial controls to secure profitable outcomes.

Transformation & Change Leadership: Advanced

Leads commercial transformation and drives adoption of modern, scalable sales practices.

Job requirements:

• A Master's degree, preferably in a Business or Technical discipline

• 10+ years of multinational business experience and P&L ownership in the Marine industry, in roles of progressive leadership experience

• Experience leading through influence in a team or being a member of a matrixed, globally based organization with proven success working across multiple time zones and diverse cultures.

• Experience building, implementing, and leading transformation within a business.

• Proven success building, leading and growing one’s own team and upgrading talent in the wider organization

• Effective communication

What Fugro offers

• A competitive local market salary package

• Generous paid leave to support work-life balance

• Comprehensive health insurance and outpatient medical coverage

• Access to our Employee Assistance Programme (EAP) for confidential support

• Additional perks such as long service awards, professional membership sponsorship, and weekly wellness activities

* This position can be based in Singapore or any locations within APAC Region.  The offer will be placed under local employment terms.

Disclaimer for recruitment agencies:

Fugro does not accept any unsolicited applications from recruitment agencies. Acquisition to Fugro Recruitment or any Fugro employee is not appreciated**.**