Director, Business Development

Building on our past. Ready for the future

Worley is a global professional services company of energy, chemicals and resources experts. We partner with customers to deliver projects and create value over the life of their assets. We’re bridging two worlds, moving towards more sustainable energy sources, while helping to provide the energy, chemicals and resources needed now.

Role Context:
The primary responsibility of the Director, Business Development, is to identify, develop, negotiate, and close priority sales opportunities. As part of a customer-centered Business Development function, the Business Development Director is accountable to develop and implement account strategies that help secure new awards/ sales with a selected group of assigned clients. The Business Development Director actively collaborates with Operations, Inside Sales and other functions to position and differentiate the company to secure profitable work.

You'll be:

• Representing and promoting Worley’s brand, developing customer relationships and solutions to differentiate Worley in the market.
• Leveraging sector expertise and networks across markets –deepen relationships with existing customers and engage new ones.
• Leading and securing priority sales opportunities to drive profitable growth for the UAE business.
• Developing and implementing targeted account strategies for customers, both those assigned and new Customers identified, negotiating and closing significant project opportunities.
• Demonstrating innovative, strategic, technology-driven (including AI) approaches to business development.

Specific activities

Business Development: Condition the market and customer (“Opening Game”)

• Drive the account development strategy with regional and global teams to identify and classify accounts;
• Establish new customers and markets based on strategic initiatives and growth plans in close collaboration with various internal leadership teams;
• Develop, maintain, and advance assigned customer relationships through account strategies and customer contacts;
• Apply selectivity principles to ensure the business pursues new profitable work that aligns with the strategy;
• Strategically tap into customer’s business needs or create new needs via marketing efforts and sprint campaigns;
• Obtain and share competitive market intel by having a deep understanding of market dynamic and competition;

• Actively collaborate with Operations, Sector Leaders and Inside Sales to drive Opening Game activities to position and differentiate the company;
  

Pre-Sales: Condition the prospect (“Middle Game”)

• Lead the development of opportunity capture plans, coordinate and communicate with relevant stakeholders to secure alignment and support;
• Plan and facilitate customer meetings, and issue call reports/ MoMs to all stakeholders throughout the sales process;
• Accountable for testing and validating value proposition with the customer’s key stakeholders in Middle Game;

• Lead the go/no-go and bid/no-bid decision making process and provide recommendations to the approval committee;
  

  Closing: Condition the deal (“End Game”)
  
  

• Work closely with Inside Sales Manager to develop and promote high quality, compelling and competitive proposals, ensure key USPs are incorporated and work with legal, assurance and estimating/commercial teams for legal, contractual, risks and commercial/pricing benchmarking;
• Work closely with operations to align on the cost estimates and guide the management team on the profitability expectations;
• Lead the pricing review sessions with the relevant management layer based on the applicable delegation of authority matrix;
• Lead customer presentations, contract and commercial negotiations and closing of contracts;

• Collaborate with Inside Sales, wider Operations team, Marketing and Management to close the pursuit and ensure appropriate external communication (i.e. press release) in alignment with the customer;
  

  General

• Lead by example, company’s HSE programme to promote an incident and injury free culture. Be proactive in ensuring physical and mental health and safety of Outside Sales team.
• Ensure adoption of internal policies, procedures and business processes.
• Leverage Customer Success Platform (CSP) to manage accounts, opportunities and maximize the use of CSP throughout the sales. process. Responsible for data integrity in CSP related to accounts and opportunities.
Mentor, train and guide the Outside Sales team through proper account management, customer engagements, sales governance and other activities in the Opening, Middle and End Game process

You'll have:

• Experience (general): extensive professional experience in business development roles and with exposure to large, multinational organizations.
• Experience (role specific): experience across all sectors related to Energy, Chemicals and Resources, with proven track record in large project sales and negotiations.
• Prior Sales experience.

Qualities

Behavioral

• Innovative thinker, technology savvy and progressive.
• Enthusiastic, proactive, open, service minded and spontaneous working attitude and communication style.
• Strong lateral/ informal leadership skills. Globally minded and inclusive.
• Hands-on approach, pragmatic thinker/organizer.
• Collaborative in nature and high degree of perseverance, tenacity and empathy.
• Performance in relation to Worley’s values and sales processes.

· Other

• Strong verbal and written communication skills in English.
• Identify and develop business opportunities that leverage Worley’s capabilities into profitable and sustainable areas of our customer’s business, and in doing so deliver to Worley’s strategic ambition and growth targets.
• Strong negotiation and commercial skills.
• Facilitate multi-level interactions between our customer and Worley’s key personnel (executives, key decision makers, technical specialists, sub-sector leaders and advisory), and ensure that an account approach is developed to ensure effective and consistent contact with customer.
• Develop and demonstrate deep understanding of the customer’s business objectives and associated connection

Moving forward together

We’re committed to building a diverse, inclusive and respectful workplace where everyone feels they belong, can bring themselves, and are heard. We provide equal employment opportunities to all qualified applicants and employees without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by law.

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.

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.