Summary:We are looking for a Director, Business Development - Mining, Metals, and Minerals to create differentiated solutions for our clients, deploying through trusting relationships with our customers, cultivated and stewarded through this role. The Director, Business Development - Mining, Metals, and Minerals 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 - Mining, Metals, and Minerals 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 - Mining, Metals, and Minerals 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 - Mining, Metals, and Minerals, 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.
- 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%.
- Future-focused and embracer of new technologies / bespoke solutions to address sustainability, the energy transition, digital realm, and the flexible commercial models of our clients.
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.
