Director, Business Development - U.S. Refining

Building on our past. Ready for the future

Worley is a global professional services company of energy, chemicals and resources experts headquartered in Australia.

Right now, we’re bridging two worlds as we accelerate to more sustainable energy sources, while helping our customers provide the energy, chemicals and resources that society needs now.

We partner with our customers to deliver projects and create value over the life of their portfolio of assets. We solve complex problems by finding integrated data‑centric solutions from the first stages of consulting and engineering to installation and commissioning, to the last stages of decommissioning and remediation. Join us and help drive innovation and sustainability in our projects.

Summary

As part of a vibrant team based in Houston, Texas the Director, Business Development will be responsible for developing profitable new business to support growth in the refining market with a focus on regional customers as well as certain national large independent refinery accounts. The role will assist in the development of strategies and support their implementation by leading regional development initiatives. The Director will lead the development of proposals, value propositions, and commercial approaches.

Purpose

We are looking for a Director, Business Development – U.S. Refining to create differentiated solutions for our clients, deploying through trusting relationships with our customers, cultivated and stewarded through this role. The role is to actively seek new sales opportunities to support the capital and sustaining‑capital needs of our existing and new clients, and to oversee a portfolio of assigned customers, developing new business from existing clients, and evaluating new client opportunities. The Director, Business Development has responsibility for driving business growth through market intelligence, client insights and an account‑management focus across the region to support the U.S. refining sector. As an account manager, they will develop, maintain, and enhance customer accounts through strategic insight and driving customer relationships, resulting in new contracts and added value for our customers. The Director 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 life cycles. As part of a global sales team, the Director leverages 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.

Responsibilities

• Growth and development of customer accounts through insight, driving rigor and delivering a complete Worley solution.
• Development and management of sales pursuits and relationships, and development of accounts.
• Identification and pursuit of new client relationships.
• Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors.
• Partner with regional management and sector representatives to identify new developments within assigned markets and propose growth‑related initiatives.
• 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.
• Own account plans and use them as an engagement tool within the business.
• Lead development of sales strategies and win plans to grow accounts.
• Track and share customer relationship developments and prospects using a digital platform.
• Lead pricing strategy development and pricing reviews, develop bid and proposal estimates and manage proposal budgets.
• Negotiate contracts with support from operations, legal and risk.
• Work with operations teams to assess resource availability and assemble project teams across all lines of business.
• Enable strong relationships within and across the Worley Group to deliver all capabilities to customers.
• Consistently advocate and adhere to sales process and procurement integrity guidelines.
• Coach and mentor sales personnel to broaden and strengthen the sales network.
• Represent Worley at marketing and conferences.
• Represent Worley in the broader market including technical forums, industry associations, regional and government bodies.
• Support other Worley account leaders as appropriate.
• Develop and generate proposals, including win plans, value propositions and commercial offerings.

Technical/Industry Experience and Qualifications Requirements

• Minimum of 8+ years’ experience in refinery or associated industries.
• Established credibility with customers and key stakeholders within target refiners, including business‑development experience. Advisory, EPC or client‑based experience is acceptable.
• Experience with or background in asset life cycle and/or technical or project delivery in the refining industry.
• Track record of developing and implementing complex business strategy.
• Experience partnering with and influencing client executives, senior management and other key industry stakeholders.
• High level of commercial acumen, with the ability to articulate benefits at a variety of levels within 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 capable of developing and implementing complex pursuit plans.
• Proactive collaboration across a multi‑disciplinary and multi‑cultural organization.
• Willingness to travel throughout the region, approximately 25%.
• Future‑focused and embracer of new technologies and bespoke solutions to address sustainability, the energy transition, digital realm and flexible commercial models for 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.

We provide equal employment opportunities to all qualified applicants and employees without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state or local law.

Please note: No agency representation or submissions will be recognized for this vacancy.

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