Director, Business Development

Worley•Houston, TX

About The Position

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, we’re 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. Summary: As part of a vibrant team based in Houston, Texas the Director, Business Development will be responsible for developing profitable new business to support growth in the refining market with a focus on regional customers as well as certain national large independent refinery accounts. Will assist in the development of strategies and supporting the implementation by leading regional development initiatives. Will lead the development of proposals, value propositions, and commercial approaches. Purpose: We are looking for a Director, Business Development - U.S. Refining to create differentiated solutions for our clients, deploying through trusting relationships with our customers, cultivated and stewarded through this role. This role is to actively seek new sales opportunities to support the capital and sustaining capital needs of our existing and new clients, and to oversee a portfolio of assigned customers, developing new business from existing clients, and evaluating new client opportunities. The Director, Business Development has responsibility for driving business growth through market intelligence, client insights and an account management focus across the region to support the U.S. refining sector. As an account manager they will develop, maintain, and enhance customer accounts through strategic insight and driving customer relationships, resulting in new contracts and added value for our customers. The Director, Business Development will liaise with cross-functional internal teams to improve the entire customer experience and provide a line of sight for our customers into full Worley solutions across their entire asset requirements and lifecycles. As part of a global sales team, the Director, Business Development leverages know-how and capability from our global business to create solutions that are recognized for innovation, value creation and meeting the customer’s needs for the future, within a world where expectations are changing. As a representative of our business, the Director, Business Development aligns and lives our values in the marketplace in all interactions with our customers, partners and internal teams alike. A leader within in the sales team, they cultivate positive relationships with other sales and operations leaders and work alongside technology, delivery and functions to harness our potential. Through their account management focus, they remain active in the delivery and operations of the business through customer relationships to assure we deliver on our commitments to enable repeat business.

Requirements

A minimum of 8+ years’ experience in refinery or associated industries.
Established credibility with customers and key stakeholders within target refiners including business development experience. Will consider candidates with Advisory, EPC or client-based experience.
Experience with/background of asset life cycle, in the refining industry and/or technical or project delivery background preferred.
Track record of developing and implementing complex business strategy.
Experience of successfully partnering with, and influencing client executives, senior management, and other key industry stakeholders.
Must possess a high level of commercial acumen, with an ability to articulate benefits in the solutions created at a variety of levels within the client organizations.
Experience in both sales and projects and/or operations essential.
Alignment with Worley’s values, drivers, and commitment to customer service.
Strategic thinker who can develop and implement complex pursuit plans.
Proactively manage and collaborate across a multi-disciplinary and multi-cultural organization.
Able and willing to travel throughout region, approximately 25%-50%.
Future focused and embracer of new technologies and bespoke solutions to address sustainability, the energy transition, digital realm and flexible commercial models of our clients.
Bachelor's degree from a four-year college or university.
Similar working level obtained through relevant job experience may be accepted in lieu of degree level education.

Responsibilities

Responsible for the growth and development of customer accounts through insight - driving rigor and bringing a complete Worley solution.
Responsible for development and management of sales pursuits/relationships and development of accounts.
Responsible for identification and pursuit of new client relationships.
Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors.
Partner with Regional Management and sector representatives to identify new developments within assigned markets and propose growth-related initiatives.
Develop new business with existing customers and/or identify areas of improvement to meet business objectives and targets.
Develop and maintain relationships with assigned customer accounts, internal operations, and sales team, and cultivate new customers as appropriate.
Owns account plans and uses them as an engagement tool within the business.
Leads development of sales strategies and win plans to grow accounts.
Track and share customer relationship developments and prospects utilizing customer relationship digital platform.
Lead pricing strategy development and pricing reviews, develops bid and proposal estimates and manages proposal budgets.
Negotiate contracts in collaboration with and support from operations, legal and risk.
Work with operations teams to assess resource availability and assemble project teams, across all of our lines of business.
Enable strong relationships within and across the Worley Group such that we can deliver all of our capabilities to our customers.
Consistently advocates and adheres to sales process and procurement integrity guidelines.
Coach and mentor sales personnel in the organization to broaden and strengthen the sales network.
Represent Worley at marketing & conferences.
Represent Worley to the broader market including technical forums, industry associations, regional and government bodies etc.
Support other Worley Account Leaders as appropriate.
Develop/Generate proposals, including Win Plans, Value Propositions, and commercial offerings.