Job Description

• Leading global provider of professional project & asset services in energy, chemicals & resources
• We deliver the world's most complex projects
• Permanent position based in Singapore
• Asia focus

51,000 people. 49 countries. Over 120 office locations. We're not just engineers. We're a global team of data scientists, consultants, construction workers and innovators all working to create a better tomorrow. Every day, we help customers in energy, chemicals and resources get one step closer to solving our planet's toughest issues. Climate change. The energy transitions. Digital transformation. And how we can deliver a more sustainable world. Whatever your ambition, there's a path for you here. And there's no barrier to your potential career success. For more information, visit Worley.com.

The Role:

The Energy, Chemicals & Resources in Asia is going through a transformation journey. The owner organizations (Our Clients) are tackling these challenges while managing the drivers on decarbonization, changing demands on end products (less fuels, more petrochemicals and chemicals), expectations on renewable and recyclable processes using different feedstocks, energy optimization and nationalization.

Reporting to the SVP of Business Development & Growth, the Business Development Director for Asia will have the necessary experience in the Oil and Gas & Energy sector and will be responsible for directing the business development function for Asia region. Develops new market initiatives, assesses new markets, and analyzes business opportunities. Conducts financial feasibility studies and develops proposals for new business opportunities and partnerships. Initiates proposals that support overall corporate goals, negotiates contract details, and closes deals. Manages an area within a broader corporate function. Develops major goals to support broad functional objectives.

Focusing on Worley's 3 phase sales process, your key responsibilities will include:

• Build and develop a high functioning Sales team to maximize sales effectiveness in support of regional growth objectives.
• Seek opportunities to expand the business by carrying out market, client analysis and relationship building leading to a value proposition with high win rates
• Work with Regional Sales Leadership and Operations to identify deficiencies in organizational capabilities, such as resources, technology, and work process efficiencies to meet changing market and growth demands
• Collaborate with the Regional Sales Manager and partner with Operations on the selection and discrimination of opportunities and ensure that the Sales team is focused on the region's most critical opportunities (Top Prospects).
• Monitor Sales performance based on the Business Plan (Gross Margin, G&A, and B&P), and regularly measure and analyze sales productivity through established Proposal Metrics (Selectivity, Bidding Performance, Win Ratios, B&P Effectiveness, etc.) to identify areas for improvement.
• Ensure disciplined implementation of the Relationship-Based Sales process across the region. Provide strategic input to opportunities as appropriate, by participating in strategy reviews, Pink and Red Teams and Debriefs. On selected opportunities, the RISM may lead the pursuit effort.
• Ensure regional compliance with applicable GSOP and ISO certification requirements.
• Through close collaboration with the Global Sales Leadership, ensure regional alignment with global improvement initiatives and performance expectations, to allow for optimal leverage of Global Sales capabilities and resources.
• Help to educate the organization in our Relationship-Based Sales process through formal and informal training, as well as on-the-job coaching during major pursuits. Assist in ensuring optimal utilization of the regional Inside Sales team.
• Promote teamwork, collaboration and consistency across the region through Inter-regional assignments and regular communication - both face to face and electronically. To share information on current pursuits, status of regional initiatives, and implementation of best practices.
• Work in tandem with the responsible Inside Sales Manager to strategically enhance our Inside Sales capacity over the longer term, keeping up with ever-increasing challenges. This includes growing Inside Sales capabilities, talent, work processes, tools and systems to improve the quality of our product and efficiency of delivery.
• Maintain long-term and smooth relationship with clients by providing higher value and lower total cost to them through performance excellence. Emphasis is on an ever-increasing group of core clients.

Qualifications

About You

To be considered for this role it is envisaged you will possess the following attributes:

• 20/25 years of experience in the engineering consultancy & construction business serving hydrocarbon, chemicals sector in Asia. Project Delivery experience would be desirable.
• Qualification - A degree in Engineering Discipline from reputed institute
• As Regional Sales VP, candidate should have good knowledge of market trends, and the current and future state of the hydrocarbon and chemicals industry in Asia, including its linkages and dependencies to overseas markets and suppliers. An appreciation of the Mining industry is desirable.
• Experience and relationships working in or with large International engineering consultancy firms.
• Existing market relationships with both government and private sector oil majors, as well as major EPC and LSTK contractors.
• Experience with all aspects of the bidding and proposal process. At least 5 years of similar sales and business development experience in a leadership role leading sales teams and major client accounts. Should have successfully closed multiple large, USD 5M-20M fee deals within the last 5 years. Experience in generating sales for an operations organization of 3,000 people.

Standard Competencies:

• Team player with an energetic, can-do personality capable of building strong internal and intercompany relationships
• Strong leader capable of leading an organization through transition
• Proven experience leading professionals as well as identifying and growing new talent.
• Excellent analytical, presentation and writing skills
• High comfort level working with senior International executives.
• Ability to undertake domestic/ overseas travel is expected

Preferred:

Overseas experience preferable but not mandatory.

HSE Capability:

• Assume hands-on management and implementation of all relevant Safety Protocols (Worley Life)
• Assure compliance of all HSE systems, processes and procedures through training, competence and performance of all personnel.
• Achieve objectives of the Zero-Harm vision through proactively implementing actions and/or corrective or mitigating actions and by maintaining an overall knowledge and awareness of the work-place environment (operations, layout, hazards, risks, concurrent activities, personnel, etc.)
• Role-model a commitment to personal well-being and a pro-active approach to continuously improving health, safety and environmental performance.

General Accountabilities:

• Directs, establishes, maintains, and plans the overall policies and goals for one or more sectors.
• Responsible for accounts with major customers.
• Develops and maintains client relationships.
• Identifies potential business partners and negotiates agreements.
• Works with other departments to ensure alignment of company goals, as set by senior management.
• Ensures business growth strategies are met.
• Creates functional strategies and specific objectives for the sector and develops budgets/policies/procedures to support the functional infrastructure

Key Interfaces:

• Sales - sector sales lead, corporate top prospects, global customer accounts
• Advisian - C&F Sector lead, ECR hub C&F focal points, C&F sales leads
• Strategy - corporate strategy process & regional strategy leads
• Marketing
• Technology solutions
• Customer solutions
• Subsectors (Strategic Priorities - low carbon fuels and plastic recycling)

What we offer you

Providing an agile culture and challenging work opportunities results in a positive work environment. Our people enjoy competitive compensation packages and a fun, personal, collaborative and safe working environment. We value equal employment opportunity and are committed to promoting fairness, equality and diversity.

Our policy is to conduct background checks for all candidates who accept an offer of employment with us. If you have the passion and talent to keep up, it's time to test the limits of what you can become. Find your future with Worley.