Director, Business Development

Worley • Phoenix, AZ

2d

About The Position

Worley is seeking a Director, Business Development to create differentiated solutions for clients through trusted customer relationships. The role manages a portfolio of assigned accounts and develops new business with existing customers. Working across internal teams, the director improves the customer experience and helps customers access Worley’s capabilities across their asset requirements and lifecycles.

As part of a global sales team, the director draws on capabilities across Worley to create innovative, value-focused solutions that meet customers’ evolving needs. The role works closely with sales and operations leaders, technology, delivery, and functional teams, and represents Worley’s values in dealings with customers, partners, and colleagues.

Requirements

• Extensive business development experience in the mineral mining sector in an engineering and/or construction services setting, with credibility among customers and key stakeholders.
• Experience selling or delivering large projects with EPC/EPCM elements and multi-office execution.
• Previous success in long-lead, high-value sales processes involving multiple decision-makers.
• Experience successfully partnering with and influencing clients and other key stakeholders.
• Significant commercial negotiation experience and the ability to articulate the benefits of proposed solutions at various levels within client organizations.
• Experience in both sales and projects and/or operations.
• Alignment with Worley’s values and drivers, and commitment to customer service.
• Strategic thinking skills, including the ability to develop and implement complex pursuit plans.
• Ability to proactively manage and collaborate across a multidisciplinary and multicultural organization.
• Ability and willingness to travel throughout the region approximately 25%.
• Bachelor’s degree from a four-year college or university; relevant job experience at a similar working level may be accepted in lieu of the degree.

Nice To Haves

• Mineral mining industry experience is preferred.

Responsibilities

• Grow and develop customer accounts through customer insight, disciplined pursuit, and complete Worley solutions.
• Develop and manage sales pursuits, customer relationships, and strategic account development.
• Build trusted-advisor relationships with key accounts, customer stakeholders, and executive sponsors, including access to senior organizational levels.
• Develop new business with existing customers and identify opportunities to improve outcomes and meet business objectives and targets.
• Maintain relationships with assigned customer accounts, internal operations, and the sales team, and cultivate new customers as appropriate.
• Own account plans and use them to support engagement across the business.
• Lead development of sales strategies and win plans to grow accounts.
• Track and share customer relationship developments and prospects using the customer relationship digital platform.
• Lead pricing strategy development and pricing reviews, develop bid and proposal estimates, and manage proposal budgets.
• Negotiate contracts in collaboration with and with support from operations, legal, and risk teams.
• Enable relationships across the Worley Group so the full range of Worley capabilities can be delivered to customers.
• Advocate for and adhere to sales processes and procurement integrity guidelines.
• Represent Worley at marketing events and conferences.

What This Job Offers

• Job Type: Full-time
• Career Level: Director