Manager I, Inside Sales

Job Description - Manager I, Inside Sales (SAN00YC)

Company: Worley

Primary Location Job Job: Business Development Support

Schedule Schedule: Full-time

Employment Type: Employee

Job Level: Experienced

Job Posting Job Posting: Oct 21, 2024

Unposting Date Reporting Manager Title: Senior Manager, Business Development

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.

The primary responsibility of the Inside Sales Manager I (ISM) is to drive disciplined application of Worley's Sales Process collaborating with all stakeholders (including all levels of Inside Sales positions, Outside Sales teams, Operations professionals, Upper management, and marketing).

By driving this process, the ISM is expected to:

Develop and advance customer relationships prior to opportunity identification (Opening Game) Work with the capture team to strategically position us for specific opportunities (Middle Game) Develop high-quality, opportunity-specific response documents/presentations/interviews with competitive and compelling sales messages to satisfy customer business goals (End Game). The ISM takes responsibility for deliverables and activities for opportunities of all sizes in all phases of the sales process, as well as facilitates the completion of deliverables and activities owned by others through proper alignment/communication and/or escalation as required. The ISM collaborates with Sales, Marketing, Finance, and Operations to develop distinctive value propositions that enhance our customers' competitive position. The ISM drives the organization to maintain accurate and updated account management and opportunity information on Worley's CRM system.

Responsibilities Opportunity Ownership and dutiful follow-up of the Delivery Sales Process Actively work with sales and operations to develop and implement Middle Game action plan, e.g. documents analysis in project briefs, develop Win Plans (Gaps to Value Proposition), SWOT analysis, Go/No Go and strategy review, identify execution team. Plan, organize and direct all elements of End Game, e.g. analyze customer request, develop response plan (Proposal budget, response team, compliance check-list, response outline, schedule), support Bid/No Bid decisions, conduct Pink Team, conduct proposal kick-off meeting, manage and work with team to develop response sections, refine Executive Summary, conduct in-progress reviews, prepare Red Team packages, incorporate Red Team inputs, ensure on-time delivery of the request. Works with inside/outside sales and operating team to identify response requirements and develop a realistic approach and schedule for the response, and monitor progress against plan. Translate the Win Strategy into key themes and drive them into sales documents through a disciplined storyboarding process that articulates compelling sales messages with benefits statements, graphics, and proofs. Work with Sales Lead and Capture Manager/Operations to develop proposal budget estimates, monitor B&P spending, and report any significant variances. Work with Capture Manager/Operations to develop innovative solutions, or leverage corporate network to identify existing capabilities, that respond to customer challenges and create a distinctive competitive advantage. Liaise with Outside Sales and the Leadership Team to capture and develop the strategy. Organizes and participates in response-related meetings (internal and/or customer), as appropriate. Coordinates response reviews and approvals. Manage the successful development of compliant, competitive, and compelling Proposals, RFIs, Pre-qualifications, and EOIs through effective collaboration across teams that include internal staff, other business lines and or outside partners/suppliers. Analyze the customer RFP main requirements and communicate them to the proposal team and management. Develop a professionally produced proposal within customer defined timeframes and requirements. Ensure the completed proposal aligns with the customer requirements and the RFP, contains the win themes, is correctly formatted and approved by the location management team. Manage bid clarification process and maintain register to track clarifications during bid and post-bid. Assist on major proposals that are highly complex bids that may cross multiple offices, business streams, be joint ventures, or be large values (in excess of USD100M just as reference). Participate in the handover of successful proposals to the project team. Prepares written and graphical elements of sales opportunity response documents such as proposals, executive summaries, qualifications and presentations. Coordinates production of response documents (compiling, pdf´ing, printing, copying, binding, shipping). General Management activities within Inside Sales Area Lead by example HSE program to promote an incident and injury free culture. Be proactive in ensuring health and safety of opportunity team throughout. Develop and maintain sales collateral materials including project descriptions, experience matrices/overviews, safety and quality statistics, capability statements, etc. Specifically work with Operations to capture and develop performance proofs and customer testimonials. Manage the knowledge database locally and globally as required to support the continuous and effective performance of the team. Share sales materials, information, knowledge and best practices with other Inside Sales team members company wide. Give full and permanent visibility to his/her leaders and team about the activities being developed and their status, by the timely and proper usage of the internal planning tool. Ensure that all sales documents comply with our brand and customer confidentiality requirements. Ensure sales process close-out procedures comply with corporate assurance requirements. Provide support to Global Sales e.g. timely preparation of press releases, providing input to our Annual Report, and support of Global Sales initiatives as appropriate. Coach Inside Sales Coordinators (ISCs) in the sales process, Inside Sales strategic concepts, and specific functional skills; demonstrate leadership through efficient deployment and development of ISCs on opportunities owned by ISM. What will you bring? Fundamental knowledge of commercial, contractual, and execution models and risks High tolerance for working under pressure, handling multiple tasks with strict deadlines while maintaining focus on accuracy and attention to detail. Able to maintain strong relationships with senior management, peers, and subordinates in an international, multicultural, and multilanguage environment; while pushing for positive schedule, quality, and strategic outcomes. Highly organized, with strong attention to detail. Critical thinker; able to pose relevant questions to enable completion of low-definition tasks. Reliable, hands-on team player. Ability to effectively manage own time. Expected to operate with minimal supervision, prioritizing own workload and proactively informing the Sales Management of workload issues. Enthusiastic, proactive, open, service-minded, and spontaneous working attitude and communication style. Position requirements: Education: Engineering degree, preferably in Mechanical/Chemical/Civil/Industrial Engineering or Business Management. Similar working level obtained through relevant job experience may be accepted in lieu of degree level education. MBA or any other relevant Masters Degree will be a plus, but not mandatory. Languages: Solid verbal and written communication skills in Spanish (native or highly fluent C1 or C2) Advanced English both verbal and written (B2 at least, better C1). Portuguese (B1 or B2) will be a plus. Experience: 5+ years of relevant experience in Proposals Delivery and/or Project Controls in Consulting and Engineering companies. Experience in the Mining Projects ecosystem within Latin America is highly desired, as well as being a connoisseur of the Latin American Mining value chain and its players. Technical: Excellent knowledge of MS Office (Word, Excel, Outlook, PowerPoint), SharePoint; technology savvy. Conditions: Base of work: Santiago Modality: Hybrid (3 days) Moving forward together We want our people to be energized and empowered to drive sustainable impact. So, our focus is on a values-inspired culture that unlocks brilliance through belonging, connection and innovation.

We're building a diverse, inclusive and respectful workplace. Creating a space where everyone feels they belong, can be themselves, and are heard. And we're not just talking about it; we're doing it. We're reskilling our people, leveraging transferable skills, and supporting the transition of our workforce to become experts in today's low carbon energy infrastructure and technology.

Whatever your ambition, there's a path for you here. And there's no barrier to your potential career success. Join us to broaden your horizons, explore diverse opportunities, and be part of delivering sustainable change.

#J-18808-Ljbffr