Strategic BD Director – LNG & Upstream Projects

Worley is a global professional services company of energy, chemicals and resources experts headquartered in Australia. We partner with our customers to deliver projects and create value over the life of their portfolio of assets.

Role Summary

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.

Key Responsibilities

• 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 / 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 driving 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.

Key Qualifications

• 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/organizer
• 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 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 connections into our organization and offerings.

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 dynamics and competition
• Actively collaborate 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
• 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 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.