Senior Manager, Business Development - Consulting Americas

WorleyParsons Ltd•Houston, TX

56d

About The Position

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. Purpose: We are seeking a Senior Manager, Business Development to join the Worley Consulting Americas sales team - The sales organization brings new opportunities in the business early, opens new doors, expands our business pipeline, and develops new high-value opportunities that deliver end-to-end solutions. The team activates One Worley selling - connecting our capabilities from idea conceptualization to design and operation to deliver exceptional value to our customers. As part of this team, you will drive growth by pursuing new and complex opportunities in your assigned sector leveraging subject matter experts, collaborating with seller-doers and consulting partners, and building a robust business pipeline based on Worley's technical expertise. You'll strengthen external relationships, drive cross-selling and collaboration with Operations, and position pull-through opportunities early through collaboration with the broader Worley sales organization. In this role, you will support a team of Consulting seller-doers to secure front-end advisory and engineering work for conventional energy, fuels and chemicals, low carbon energy, resource or infrastructure projects, while leveraging our consulting offers such as asset design and operation, environmental and sustainability, and digital. You will develop new customer relationships, expand business from existing core accounts, and deliver integrated, value-driven solutions across the Americas for the Consulting business. A key aspect of this role is maintaining a strong industry presence - representing Worley in the sector at conferences, developing strategic relationships that can be cultivated to generate repeat business to foster repeat business. You'll help maximize growth and deliver sales KPIs by selling exceptional value coupled with sales efficiency and effectiveness.

Requirements

Proven background, business development experience, contract negotiation and strategic growth experience in one or more key sectors: Conventional Energy, Chemicals and Fuels, Low Carbon Energy, Infrastructure, or Resources. Candidates with technical or consulting backgrounds in engineering, environmental science, and/ or digital technologies will be considered.
Broad knowledge of industry trends, technologies, and emerging opportunities.
Competency in using and offering digital technology and AI is required.
High sales business acumen, customer-focused approach, and demonstrated ability to drive business growth.
Successful track record in managing sales processes and winning opportunities in targeted growth areas.
Strong understanding of corporate policies and directives related to proposal and contract formulation.
Exceptional verbal and written communication skills, with the ability to deliver compelling presentations.
Experience in opportunity development and strategic account management.
Strategic thinker with the ability to develop and execute complex pursuit plans.
Alignment with Worley's values and commitment to customer service excellence.
Proven ability to collaborate across multi-disciplinary, matrixed and multicultural teams.
Future-focused mindset, embracing new technologies and innovative solutions in sustainability, energy transition, digital advancements, and flexible commercial models.
Experience engaging with senior client executives and industry stakeholders.
Ability to enhance existing client accounts and foster new customer relationships.
Willingness to be predominantly customer-facing with associated travel across The Americas as required
Bachelor's degree with significant relevant experience, demonstrating credibility with customers and key stakeholders.

Nice To Haves

Established network of key client contacts is preferred.

Responsibilities

Lead business development efforts, identifying new opportunities to and collaborate with operations to secure the business.
Ensure consulting high value opportunities integrate with the broader Worley services business for seamless pull-through success. Represent Worley as one Worley.
Secure long-term agreements with new customers.
Follow Worley's sales processes and account management principles, building strong relationships and identifying key growth areas.
Develop strategic plans with Operations teams and oversee proposal and presentation preparation to win new business.
Leverage industry relationships and market reputation to establish and maintain key and new customer and strategic partner connections.
Oversee customer relationship management efforts, maintaining and improving existing and prospective customer engagement. Own customer account plans and integrate and align with Worley sales organization.
Lead opportunity team and pricing strategies, conducting proposal and pricing reviews with senior leadership.
Monitor market intelligence, tracking customer growth plans, projects, and competitor activities.
Effectively communicate Worley's capabilities, positioning the company as the preferred partner for customer challenges.
Support contract preparation and ensure corporate approval for awarded projects/studies.
Identify new services and industry markets to expand Worley's reach.
Maintain a visible industry presence by developing thought leadership, speaking at conferences, chairing panels, and building strategic partnerships.
Utilize Customer Success Platform (Salesforce) to manage accounts, opportunities, and maximize data integrity within the global sales process.
Deliver on individual and team sales KPIs and financial goals.