Inside Sales Manager I

Role reports functionally to: Inside Sales Manager II / Inside Sales Senior Manager / Inside Sales Director (RISM) OR to the relevant Location Operations Lead

Primary Objectives

The primary responsibility of the Inside Sales Manager I (ISM) is to drive disciplined application of our sales process by collaborating with all stakeholders, including inside sales, outside sales, operations, management, and marketing. The ISM is expected to:

• Develop and advance customer relationships prior to opportunity identification (Opening Game)
• Work with the capture team to strategically position us for specific opportunities (Middle Game)
• Develop high-quality, opportunity-specific response documents, presentations, and interviews with compelling sales messages to meet customer business goals (End Game)

The ISM takes responsibility for deliverables and activities across all phases of the sales process, facilitating the completion of activities owned by others through proper alignment, communication, and escalation as needed. The ISM collaborates with Sales, Marketing, and Operations to develop distinctive value propositions that enhance our customers' competitive position. The ISM also ensures accurate and updated account management and opportunity information on CSP.

Specific Activities

Strategic, Marketing, and Opening Game

• Support sales leads and operations in key opening activities such as customer, competitor, and market research, development of core customer strategies, participation in 10:1s, and development of executive summaries and white papers.
• Understand our corporate, regional, and office qualifications, including technical, managerial, commercial, and competitive strengths that differentiate us in the marketplace.

Opportunity Leadership

• Develop and implement middle game action plans with the sales and operations teams, including due diligence, win plans, SWOT analysis, and strategy reviews.
• Organize and direct all elements of the end game, including analyzing customer requests, developing response plans, supporting Go/No Go decisions, conducting Pink and Red Team reviews, and ensuring on-time delivery of responses.
• Collaborate with sales and operations to identify response requirements, develop realistic schedules, and monitor progress.
• Translate win strategies into compelling sales messages through disciplined storyboarding, incorporating benefits, graphics, and proofs.
• Work with sales leads and capture managers to develop and monitor B&P estimates and expenditures.
• Leverage corporate capabilities to develop innovative solutions that address customer challenges and create a competitive advantage.
• Coordinate response-related meetings and reviews, manage proposal development, and ensure compliance with customer requirements and internal standards.

General Coordination

• Promote a safety culture aligned with HSE programs.
• Develop and maintain sales collateral, including project descriptions, experience matrices, safety and quality stats, and capability statements.
• Share best practices and sales materials across teams, ensuring compliance with brand and confidentiality standards.
• Support global sales initiatives and coach Inside Sales Coordinators in sales processes and strategic concepts.

Qualifications

• Bachelor's degree required; MBA preferred. Relevant experience may substitute for education.
• 7+ years in sales and project management preferred.
• Technical proficiency in MS Office, SharePoint, and Adobe suite; technology savvy.

Key Attributes

• Knowledge of commercial, contractual, and risk management models.
• Strong communication skills in English; additional languages a plus.
• Ability to work under pressure, manage multiple tasks, and maintain attention to detail.
• Strong relationship-building skills with management and peers.
• Highly organized, proactive, and reliable team player.
• Ability to operate independently, prioritize tasks, and operate with minimal supervision.
• Enthusiastic, service-minded, and committed to quality and company values.

Company: Worley

Primary Location: SAU-EP-Al Khobar

Job: Business Development Support

Schedule: Full-time

Employment Type: Employee

Job Level: Experienced

Job Posting: Apr 23, 2025

Unposting Date: Apr 28, 2025

Reporting Manager Title: Territory Inside Sales Director