Director, Business Development

Worley Group, Inc; Phoenix (AZ); On-site; USD 180,000 - 260,000; Full time

Job summary

Worley Group, Inc. seeks a Director, Business Development to craft differentiated client solutions and manage a portfolio of accounts.

You will drive strategic pursuits, build trusted advisor relationships with executives, and expand opportunities across Worley's full asset lifecycle. You will partner with cross-functional teams to deliver innovative, value-driven Worley solutions, lead pricing and bid efforts, and navigate complex negotiations.

Qualifications

• Extensive business development experience in mineral mining within engineering/construction services.
• Credibility with customers and key stakeholders.
• Experience selling/delivering large EPC/EPCM projects.
• Success in long lead, high value, multi-decision-maker sales.
• Proven ability to partner with and influence clients and stakeholders.
• Strong negotiation skills and cross-functional collaboration.
• Willingness to travel ~25% regionally.

Responsibilities

• Grow and develop customer accounts through insight and Worley solutions.
• Develop and manage sales pursuits, relationships and account strategy.
• Build trusted advisor relationships with key accounts and executives.
• Expand business with existing customers and identify improvement opportunities.
• Maintain account plans and lead pricing strategy and proposal development.
• Negotiate contracts with operations, legal and risk involvement.
• Collaborate across Worley to deliver full capabilities to customers.
• Represent Worley at marketing events and conferences.

Skills

Business development

Mining industry experience

Large project sales

Strategic account management

Negotiation

Travel willingness

Education

Bachelor's degree

Job description

About us

Worley is a global company of energy, chemicals and resources experts headquartered in Australia. We partner with our customers to deliver projects and create value across the life of their assets. We specialize in consulting, engineering, procurement and construction across the project lifecycle, with services extending through to operations and decommissioning. Leveraging extensive experience and AI-enabled delivery, we support customers in navigating complexity as they meet today's needs and transition to more sustainable solutions.

Summary:

We are looking for a Director, Business Development to create differentiated solutions for our clients, deploying through trusting relationships with our customers, cultivated and stewarded through this role. The Director, Business Development will be responsible for management of a portfolio of assigned accounts and development of new business from existing clients.

Purpose:

In this role, 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 will leverage 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.

The Director, Business Development, aligns and lives our values in the marketplace in all interactions with our customers, partners, and internal teams alike. The director will cultivate positive relationships with other sales and operations leaders and work alongside technology, delivery, and functions to harness our potential.

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 strategic development of accounts.
• Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors, accessing senior organizational levels.
• 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.
• Enable strong relationships within and across the Worley Group such that we can deliver the full suite of Worley's capabilities to our customers.
• Consistently advocates and adheres to sales process and procurement integrity guidelines.
• Represent Worley at marketing & conferences.

What you will bring

Technical/Industry Experience and Qualifications Requirements:

• Extensive business development experience in the mineral mining sector within an engineering and/or construction service setting, and credibility with customers and key stakeholders.
• Mineral mining industry experience preferred but must have ability sell all of Worley capabilities.
• Experience selling or delivering large projects with EPC/EPCM elements and multi-office execution.
• Previous success in long lead, high value, multi-decision-maker sales processes.
• Experience of successfully partnering with, and influencing clients and other key stakeholders.
• Significant commercial negotiation experience 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 the region, approximately 25%.

Education - Qualifications, Accreditation, Training:

Required:

• 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.

Moving forward together

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. We're building a diverse, inclusive and respectful workplace. Creating a space where everyone feels they belong, can be themselves, and are heard.

And we're not just talking about it; we're doing it. We're reskilling our people, leveraging transferable skills, and supporting the transition of our workforce to become experts in today's low carbon energy infrastructure and technology. Whatever your ambition, there's a path for you here.

And there's no barrier to your potential career success. Join us to broaden your horizons, explore diverse opportunities, and be part of delivering sustainable change.