Senior Business Development Director

Building on our past. Ready for the future

Worley is a global professional services company of energy chemicals and resources experts headquartered in Australia.

Right now were bridging two worlds as we accelerate to more sustainable energy sources while helping our customers provide the energy chemicals and resources that society needs now.

We partner with our customers to deliver projects and create value over the life of their portfolio of assets. We solve complex problems by finding integrated data-centric solutions from the first stages of consulting and engineering to installation and commissioning to the last stages of decommissioning and remediation. Join us and help drive innovation and sustainability in our projects.

Senior Business Development Director

Role Context:

The primary responsibility of the Senior Director Business Development is to identify develop negotiate and close large complex sales opportunities. Although the primary focus will be UK markets this role will support opportunities as the UK Business Development lead across wider Middle East Africa (MEA) and Lower Gulf Central Asia (LGCA) where those opportunities are led from the UK capability hub. As part of a customer-centered Business Development function the Senior Business Development Director is accountable to develop and implement account strategies that help secure new awards/ sales with a selected group of assigned clients. The Senior Business Development Director actively collaborates with Operations and Inside Sales to position and differentiate the company and secure profitable work. For this position there is a strong emphasis on developing and securing large and complex project execution opportunities and/or with large project execution pull-through potential.

Youll be:

• Representing and promoting Worleys brand developing customer solutions to differentiate Worley in the Market.
• Leveraging sector expertise and senior networks across markets chemicals and fuels conventional and low carbon energy to deepen relationships with existing customers and engage new ones.
• Adopting a proactive leadership stance by partnering with the UK Territory Sales Lead and collaborating with wider business leaders to translate strategic objectives into direct impactful actions and driving growth outcomes.
• Leading and securing large complex sales opportunities to drive profitable growth for the UK business.
• Leveraging the UK as a core capability and project delivery hub to underpin growth not only in the UK but also across the MEA and LGCA markets by building a robust pipeline and capturing strategic opportunities.
• Developing and implementing targeted account strategies for customers both those assigned and new Customers identified negotiating and closing significant project opportunities.
• Demonstrating innovative strategic technology-driven (including AI) approaches to business development.
• Acting as a mentor and role model upholding Worleys values and supporting growth and development of others.

Youll have:

• Experience (general): extensive professional experience in business development roles and with exposure to large multinational organizations.
• Experience should ideally also include senior Project Delivery and Operations roles.
• Experience (role specific): extensive cross sector experience particularly in conventional upstream / midstream refinery and petrochemicals SAF and biofuel with proven track record in large and complex project sales and negotiations.
• Prior Sales Director experience.

Qualities

• 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 customers 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 customers 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 on 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 companys 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.

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

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