Business Development Director - Power & Transmission in Glasgow

Worley, a global professional services company, is seeking a Business Development Director to identify, develop, negotiate, and close priority sales opportunities across the UK Power sector, focusing on power generation, grid infrastructure, and energy storage.

Role Context

The Director will develop and execute account strategies that secure new awards and drive profitable growth with a targeted portfolio of strategic clients. The role actively collaborates with Operations and Inside Sales to position Worley as a differentiated delivery partner, leveraging deep sector expertise and full project delivery experience to win strategic projects and programs.

Key Responsibilities

• Represent and promote Worley’s brand across the UK Power sector, developing differentiated, customer‑focused solutions in:
• Generation – Gas / hydrogen‑ready thermal, Renewable (onshore/offshore wind, solar), Nuclear
• Networks – Transmission & distribution, Substations, HVDC / interconnectors, Offshore transmission / grid
• Flexibility & Storage – BESS, Long‑duration storage, Ancillary services / system balancing
• Electrification & Demand – Industrial electrification, Data centres
• Integrated Energy Systems – Hydrogen / power‑to‑X, Microgrids / decentralised systems, Power + heat + storage integration
• Leverage sector expertise and networks to identify and establish strong relationships with strategic customers, partners and supply chain.
• Develop and implement targeted account strategies across key utilities, developers, and network operators, both assigned and newly identified.
• Position Worley for full project delivery opportunities, including frameworks, Pre‑FEED and FEED phases and EPC/EPCM opportunities.
• Negotiate and close significant project and program opportunities, ensuring strong alignment between commercial, delivery, and customer outcomes.
• Demonstrate innovative, strategic, and technology‑driven (including AI‑enabled) approaches to business development.
• Bring a delivery‑led mindset (right‑to‑left thinking, schedule, cost certainty, constructability) into customer engagement, drawing on Worley’s large‑scale, complex project heritage.
• Uphold Worley’s values and support the development of others, particularly within Inside Sales and early‑career resources.

Qualifications

• Extensive experience in business development roles within large, multinational engineering or infrastructure organisations.
• Strong experience across the Power & Transmission sector in business development, operations and project delivery roles.
• Demonstrated experience growing a strong opportunity pipeline and customer/partner/contractor network.
• Proven track record in securing large‑scale infrastructure or energy transition projects.
• Sales capability: demonstrated success leading proposal development and bid teams, and closing sales opportunities, commercial negotiations, and large infrastructure and full delivery (including FEED to EPC) project pursuits.

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 Expectations

• 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, ensuring an account approach is developed for effective and consistent contact.
• Develop and demonstrate deep understanding of the customer’s business objectives and associated connections into our organization and offerings.

Specific Activities

Business Development – 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 dynamics and competition.
• Actively collaborate with Operations and Inside Sales to drive Opening Game activities to position and differentiate the company.

Pre‑Sales – 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 – 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 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 (e.g., press release) in alignment with the customer.

General

• Lead by example within 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 maximize the use of CSP throughout the sales process.
• Responsible for data integrity in CSP related to accounts and opportunities.

About Worley

Worley is committed to building a diverse, inclusive, and respectful workplace, empowering people to drive sustainable impact and supporting the transition to a low‑carbon energy infrastructure.