Senior Director, Business Development

You’ll have:

Qualifications/Requirements

• Deep sector experience in conventional energy, including:
  • Upstream and offshore oil & gas
  • Midstream infrastructure and pipelines
  • LNG / UMLNG developments
  • Gas processing facilities
• Sector experience in downstream, Chemicals & Fuels
• Proven track record of originating and securing large, complex capital projects, including:
  • EPC/EPCM/Alliancing and full delivery contracts
  • Opportunities spanning the full lifecycle (concept, FEED, detailed design through to execution)
• Significant Africa experience with demonstrated success in:
  • Developing and converting opportunities in Africa markets
  • Pipeline growth and positioning in new markets
  • Engaging with IOCs, NOCs, and major project developers
• Strong commercial leadership capability, including:
  • Leading complex pursuits and negotiations
  • Structuring deals and managing multi-stakeholder / consortium environments

Qualities/Behaviors

• Innovative thinker, technology savvy and progressive
• Enthusiastic, proactive, open, service minded and spontaneous working attitude and communication style.
• Strong lateral/ informal leadership skills. Globally minded and inclusive
• Hands-on approach, pragmatic thinker/organizer
• Collaborative in nature and high degree of perseverance, tenacity and empathy
• Performance in relation to Worley’s values and sales processes.

Other

• Strong verbal and written communication skills in English.
• Identify and develop business opportunities that leverage Worley’s capabilities into profitable and sustainable areas of our customer’s business, and in doing so deliver to Worley’s strategic ambition and growth targets.
• Strong negotiation and commercial skills.
• Facilitate multi-level interactions between our customer and Worley’s key personnel (executives, key decision makers, technical specialists, sub-sector leaders and advisory), and ensure that an account approach is developed to ensure effective and consistent contact with customer.
• Develop and demonstrate deep understanding of the customer’s business objectives and associated connections into our organization and offerings.

Specific activities

Business Development: Condition the market and customer (“Opening Game”)

• Drive the account development strategy with regional and global teams to identify and classify accounts
• Establish new customers and markets based on strategic initiatives and growth plans in close collaboration with various internal leadership teams
• Develop, maintain, and advance assigned customer relationships through account strategies and customer contacts
• Apply selectivity principles to ensure the business pursues new profitable work that aligns with the strategy
• Strategically tap into customer’s business needs or create new needs via marketing efforts and sprint campaigns
• Obtain and share competitive market intel by having a deep understanding of market dynamic and competition
• Actively collaborate with Operations and Inside Sales to drive Opening Game activities to position and differentiate the company

Pre-Sales: Condition the prospect (“Middle Game”)

• Lead the development of opportunity capture plans, coordinate and communicate with relevant stakeholders to secure alignment and support
• Plan and facilitate customer meetings, and issue call reports/ MoMs to all stakeholders throughout the sales process
• Accountable for testing and validating value proposition with the customer’s key stakeholders in Middle Game
• Lead the go/no-go and bid/no-bid decision making process and provide recommendations to the approval committee

Closing: Condition the deal (“End Game”)

• Work closely with Inside Sales Manager to develop and promote high quality, compelling and competitive proposals, ensure key USPs are incorporated and work with legal, assurance and estimating/commercial teams for legal, contractual, risks and commercial/pricing benchmarking
• Work closely with operations to align the cost estimates and guide the management team on the profitability expectations
• Lead the pricing review sessions with the relevant management layer based on the applicable delegation of authority matrix
• Lead customer presentations, contract and commercial negotiations and closing of contracts.
• Collaborate with Inside Sales, wider Operations team, Marketing and Management, to close the pursuit and ensure appropriate external communication (i.e. press release) in alignment with the customer.

General

• Lead by example, company’s HSE programme to promote an incident and injury free culture. Be proactive in ensuring physical and mental health and safety of Outside Sales team.
• Ensure adoption of internal policies, procedures and business processes
• Leverage Customer Success Platform (CSP) to manage accounts, opportunities and maximize the use of CSP throughout the sales process. Responsible for data integrity in CSP related to accounts and opportunities.

Moving Forward:

We want our people to be energized and empowered to drive sustainable impact. So, our focus is on a values-inspired culture that unlocks brilliance through belonging, connection and innovation.

We’re building a diverse, inclusive and respectful workplace. Creating a space where everyone feels they belong, can be themselves, and are heard. And we're not just talking about it; we're doing it. We're reskilling our people, leveraging transferable skills, and supporting the transition of our workforce to become experts in today's low carbon energy infrastructure and technology.

Whatever your ambition, there’s a path for you here. And there’s no barrier to your potential career success. Join us to broaden your horizons, explore diverse opportunities, and be part of delivering sustainable change.