Senior Business Development Director in City of Westminster

Key Responsibilities

The Senior Director, Business Development is responsible for originating, developing, and securing large capital project opportunities across the conventional energy sector, with a primary focus on upstream, midstream, and LNG.

• Identifying, developing, and securing large-scale green-field and brown-field full delivery projects across upstream, midstream, and LNG, including:
• LNG / UMLNG / FLNG
• Offshore oil & gas including FPSOs, subsea systems, floating facilities
• Midstream infrastructure – pipelines, compression stations, storage and terminals

Working collaboratively with sales and operations to develop a robust Africa pipeline and securing key opportunities across both established and emerging hubs in offshore and onshore markets. Leveraging sector expertise and networks to identify and establish strong relationships with strategic customers, partners, and supply chain. Leading large pursuits from early engagement through to contract close and handover to delivery. Representing and promoting Worley’s brand, developing customer solutions to differentiate Worley in the market. Adopting a proactive leadership stance by partnering with the UK Territory Sales Lead and collaborating with wider sales and operations teams to translate strategic objectives into direct, impactful actions and drive growth outcomes.

• Developing and implementing targeted account strategies for customers, negotiating and closing significant project opportunities.
• Demonstrating innovative, strategic, technology-driven (including AI) approaches to business development.
• Acting as a mentor and role model, upholding Worley’s values and supporting growth and development of others.
• Driving the account development strategy with regional and global teams to identify and classify accounts.
• Establishing new customers and markets based on strategic initiatives and growth plans in close collaboration with various internal leadership teams.
• Developing, maintaining, and advancing assigned customer relationships through account strategies and customer contacts.
• Applying selectivity principles to ensure the business pursues new profitable work that aligns with the strategy.
• Strategically tapping into customer's business needs or creating new needs via marketing efforts and sprint campaigns.
• Obtaining and sharing competitive market intel by having a deep understanding of market dynamics and competition.
• Actively collaborating with Operations 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.
• Test and validate the 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, ensuring key USPs are incorporated and working with legal, assurance and estimating/commercial teams for legal, contractual, risks and commercial/pricing benchmarking.
• Work closely with operations to align the cost estimates and guide the management team on 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 (e.g., press release) in alignment with the customer.

General

• Lead by example, using the company’s HSE programme to promote an incident and injury-free culture.
• Be proactive in ensuring the physical and mental health and safety of the Outside Sales team.
• Ensure adoption of internal policies, procedures and business processes.
• Leverage Customer Success Platform (CSP) to manage accounts, opportunities and maximise the use of CSP throughout the sales process.
• Responsible for data integrity in CSP related to accounts and opportunities.

Deep sector experience in conventional energy, including:

• Upstream and offshore oil & gas
• Midstream infrastructure and pipelines

Sector experience in downstream, Chemicals & Fuels. Proven track record of originating and securing large, complex capital projects, including:

• EPC/EPCM/Alliancing and full delivery contracts
• Opportunities spanning the full lifecycle (concept, FEED, detailed design through to execution)

Significant Africa experience with demonstrated success in:

• Developing and converting opportunities in Africa markets
• Pipeline growth and positioning in new markets
• Engaging with IOCs, NOCs, and major project developers

Strong commercial leadership capability, including:

• Leading complex pursuits and negotiations
• Structuring deals and managing multi-stakeholder/consortium environments

Qualities & Behaviors

• 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/organiser
• Collaborative in nature and high degree of perseverance, tenacity and empathy
• Performance in relation to Worley’s values and sales processes

Additional Requirements

• Strong verbal and written communication skills in English
• Identify and develop business opportunities that leverage Worley’s capabilities into profitable and sustainable areas of customers’ businesses, delivering to Worley’s strategic ambition and growth targets
• Strong negotiation and commercial skills
• Facilitate multi-level interactions between our customers and Worley’s key personnel (executives, key decision makers, technical specialists, sub-sector leaders and advisory), ensuring an account approach is developed for effective and consistent contact
• Develop and demonstrate deep understanding of customers’ business objectives and associated connections into our organization and offerings