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, focusing on regional customers and large independent refinery accounts. The role will assist in developing strategies and support implementation by leading regional development initiatives, and will lead the development of proposals, value propositions and commercial approaches.
Purpose
The Director, Business Development – U.S. Refining will create differentiated solutions for clients and build trusting relationships with customers. This role will actively seek new sales opportunities to support capital and sustaining capital needs of existing and new clients, overseeing a portfolio of assigned customers, developing new business from existing clients, and evaluating new client opportunities. The director will develop, maintain and enhance customer accounts through strategic insight and account‑management focus, resulting in new contracts and added value for customers. Cross‑functional collaboration will improve the entire customer experience and provide a line of sight into full Worley solutions.
Responsibilities
- Grow and develop customer accounts through insight and a complete Worley solution.
- Develop and manage sales pursuits and relationships, and identify new client relationships.
- Build 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 identify areas of improvement to meet objectives and targets.
- Maintain relationships with assigned customer accounts, internal operations and sales teams, 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 the customer relationship digital platform.
- Lead pricing strategy development, conduct pricing reviews, develop bid and proposal estimates and manage proposal budgets.
- Negotiate contracts in collaboration with operations, legal and risk.
- Work with operations teams to assess resource availability and assemble project teams across all lines of business.
- Establish strong relationships within and across the Worley Group to deliver all capabilities to customers.
- Consistently advocate and adhere to the sales process and procurement integrity guidelines.
- Coach and mentor sales personnel to broaden and strengthen the sales network.
- Represent Worley at marketing events, conferences, technical forums, industry associations and regional and government bodies.
- Support other Worley Account Leaders as appropriate.
- Generate proposals, including win plans, value propositions and commercial offerings.
Qualifications and Experience
- Minimum of 8+ years’ experience in the refining industry or associated industries.
- Established credibility with customers and key stakeholders within target refiners, including business development experience. Advisory, EPC or client‑based experience considered.
- Experience with the asset life cycle in refining and/or a technical or project delivery background.
- Track record of developing and implementing complex business strategy.
- Experience successfully partnering with and influencing client executives, senior management and other key stakeholders.
- High level of commercial acumen and ability to articulate benefits at various client organization levels.
- Experience in both sales and projects and/or operations essential.
- Alignment with Worley’s values, drivers and commitment to customer service.
- Strategic thinker who can develop and implement complex pursuit plans.
- Proactive and collaborative across a multi‑disciplinary and multi‑cultural organization.
- Willingness to travel throughout the region, approximately 25‑50%.
- Future focused and embraces new technologies and bespoke solutions addressing sustainability, the energy transition, digital realm and flexible commercial models.
Education – Qualifications, Accreditation, Training
- Bachelor’s degree from a four‑year college or university.
- Similar working level obtained through relevant job experience may be accepted in lieu of a degree.
We are committed to building a diverse, inclusive and respectful workplace where everyone feels they belong and can bring themselves entirely. 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.
The company conducts background checks for all candidates who accept an offer of employment.
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