Director, Business Development

at  Worley

Director, Business Development - RIY00P1
Company: Worley
Primary Location: SAU-ARD-Riyadh
Job: Business Development
Schedule: Full-time
Employment Type: Employee
Job Level: Experienced
Job Posting: Sep 2, 2024
Unposting Date: Oct 2, 2024
Reporting Manager Title: Senior Vice President • Advisian, Corporate, General Management
:

QUALIFICATIONS

To be considered for this role it is envisaged you will possess the following attributes:
o Industry-based experience with thorough understanding of Energy, Chemicals and Resources sectors and client’s needs, including existing network of clients.
o Experience of working in the Middle East region and existing customer’s network
o Strong leadership skills for the development and execution of our business growth initiatives.
o The ability to develop strong partnerships with global and diverse consulting operational teams.
o Significant experience in Seller-Doer or business development roles within organizations that are focused on consulting service delivery.
o Proven experience in brainstorming fit for purpose execution strategies for consulting pursuits.
o Strong team building skills with proven ability to develop, structure and coach a broad reaching seller-doer team.
o Ensure the Company, regional location and appropriate business unit strategy is understood and communicated to all necessary teams. In addition, ensure the alignment between the EMEA Consulting teams.
o Collaborative in nature and high degree of perseverance, tenacity and empathy.
o Innovative thinker, technology savvy and progressive.
o Provide visible HSES leadership.
o Continuously look for ways to communicate the LIFE passion into the lives of our employees, suppliers and clients.
o Fluent Arabic language skills would be an advantage.

THE ROLE

We are looking to appoint a Business Development (BD) professional for Worley Consulting to cover the Middle East. BD will be part of global Worley Consulting organization and take direct responsibility for the strategic growth, in addition to the performance of sales, cultivating client relationships, while growing the business via a strong sales process aligned to local and internal strategy.
This role will require active collaboration within regional Sales organization, Consulting Operations, Sector Leads and Inside Sales to position and differentiate our brand and secure profitable and sustainable work. BD will be accountable for delivering new award sales plans, including overall accountability for closing the deal for identified opportunities.
Primary Responsibilities:
These responsibilities are accomplished by leading the development, maintenance and advancement of new and existing client relationships through focused sales strategies based on adding client value which results in new business.

RESPONSIBILITIES INCLUDE:

o Developing new, nurturing and maintaining existing relationships with Clients at executive levels including C-Suite, with a focus on the Middle Eastern Region (and beyond if needed by following client’s business strategies).
o Driving client development strategies with global cross functional teams in collaboration with Operational, Functional, Commercials and Sales teams.
o Cultivate, maintain, and advance assigned customer relationships through account strategies and customer contacts driving business advocacy and added value.
o Develop new clients in the Energy, Chemicals and Resources sectors and assume primary responsibility for Client relationships and associated Sales Strategies.
o The individual in this role may be assigned to clients nominally in the Middle East but can also serve a global role and “follow” the clients where it makes sense.
o Lead development of win plans, facilitate call planning and issuance of call reports to all stakeholders throughout the GSM process.
o Work closely within Worley Consulting organization, Operations and Inside Sales team to develop value proposition in Open and Middle Games as well as drive the proposal in End game, ensure key win themes are incorporated and work with legal, assurance and estimating/commercial teams.
o Working collaboratively with Operations decision makers and legal departments to lead pricing and contractual strategy development, pricing reviews, support bid and proposal price estimate development, and customer commercial negotiations.
o Leverage Customer Success Platform (CSP) to manage accounts, opportunities and maximize the use of CSP throughout the GSM process. Responsible for data integrity in CSP.
o Deliver individual and Worley Consulting team sales financial goals / budgets and contribute to regional sales targets.
o Consulting specific reporting and updates related to the assigned customers including handover of pull-through opportunities for subsequent project phases to relevant Outside Sales leads.
o Location base will be Riyadh (city) in KSA.