Manager Ii, Inside Sales

Manager II, Inside Sales - HOU03G8

Company : Worley

Primary Location : USA-TX-Houston

Other Locations : CAN-AB-Edmonton, CAN-ON-Sarnia, USA-AZ-Phoenix, CAN-AB-Calgary, CAN-ON-Markham, USA-LA-Baton Rouge, CAN-ON-Sudbury, CAN-BC-Vancouver, CAN-ON-Toronto

Job : Business Development Support

Schedule : Full-time

Employment Type : Employee

Job Level : Experienced

Job Posting : Jul 25, 2023

Unposting Date : Aug 25, 2023

Reporting Manager Title : Vice President

:

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 transition. 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

Market focus

The market focus of the Inside Sales Manager II (ISM) is the Resources market sector. Worley has over 70 years’ experience on some of the most complex and challenging minerals and metals projects globally. We help our customers to realize their business goals by providing a combination of extensive local experience and strong integrated solutions. We specialize in new project developments as well as facility upgrades and expansions across many commodities. As part of the energy transition, these projects include lithium and battery materials, among others.

Primary Objectives

The primary responsibility of the Inside Sales Manager II (ISM) is to drive disciplined application of our Sales Process collaborating with all stakeholders (including all levels of Inside Sales, Outside Sales, operations, management, and marketing). By driving this process, the ISM is expected to:

• Develop high-quality, opportunity-specific response documents/presentations/interviews with competitive and compelling sales messages to satisfy customer business goals (End Game).
• 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)

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, 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 CSP.

Specific Activities

Strategic, Marketing, and Opening Game

• Support Sales Leads and Operations in key Opening Game activities, e.g. customer, competitor and market research, development of Core Customer Strategies, participation in 10:1s, development of Executive Summaries and White Papers, and participation in Sprint campaigns.
• For the industry sectors pursued by your office, develop an understanding of our corporate, regional and office qualifications including technical, managerial, commercial and competitive strengths that differentiate us in the marketplace.

Opportunity Leadership

• Coordinates response reviews and approvals.
• Analyze the customer RFP main requirements and communicate them to the proposal team and management.
• 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.
• Manage bid clarification process and maintain register to track clarifications during bid and post-bid.
• Liaise with Outside Sales and the Leadership Team to capture and develop the strategy.
• 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 $100M.
• Coordinates production of response documents (mainly digital submittals).
• 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.
• Actively work with sales and operations to develop and implement Middle Game action plan, e.g. document due diligence in project brief, develop Win Plan (G to VP), SWOT analysis, and Executive Summary, 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 (B&P budget, response team, compliance check-list, response outline, schedule), support Go/No Go, conduct Pink Team, conduct kick-off meeting, manage and work with team to develop response sections, refine Executive Summary, conduct in-progress reviews, prepare Red Team package, incorporate Red Team input, ensure on-time delivery of response.
• 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.
• Participate in the handover of successful proposals to the project team.
• Work with Sales Lead and Capture Manager/Operations to develop B&P estimate, gain approval, regularly monitor B&P spending, and report any significant variances.
• Works with inside/outside sales and operating segments to identify response requirements and develop a realistic approach and schedule for the response, and monitor progress against plan.
• Organizes and participates in response-related meetings (internal and/or customer), as appropriate.
• Prepares written and graphical elements of sales opportunity response documents such as proposals, qualifications and presentations.
• 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.
• Work with Worley Enterprise System Inside Sales Teams in Bogota and India in identified sales efforts.
• Develop a professionally produced proposal within customer defined timeframes and requirements.

General Coordination

• Ensure sales process close-out procedures comply with corporate assurance requirements.
• Lead by example, HSE program to promote an incident and injury free culture. Be proactive in ensuring health and safety of opportunity team throughout.
• Performs other duties as assigned.
• Ensure that all sales documents comply with our brand and customer confidentiality requirements.
• 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.
• 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.
• Share sales materials, information, knowledge and best practices with other Inside Sales team members company wide.
• 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.

Qualifications/Requirements

• Technical: Excellent knowledge of MS Office (Word, Excel, Outlook, PowerPoint), SharePoint online, and Adobe software suite; technology savvy.
• Experience: 10+ years of relevant experience in Sales and Project Management (preferred)
• Education: Bachelor’s degree with MBA (preferred). Similar working level obtained through relevant job experience may be accepted in lieu of degree level education.

Other Key Attributes

• Reliable, hands-on team player.
• Ability to effectively manage own time and ability to work overtime when necessary.
• Expected to operate with minimal supervision, prioritizing own workload and proactively informing the Sales Management of workload issues.
• Committed to quality and company values.
• Able to maintain strong relationships with senior management and peers while pushing for positive schedule, quality, and strategic outcomes.
• High tolerance in working under pressure, handling multiple tasks with strict deadlines while maintaining focus on accuracy and attention to detail.
• Enthusiastic, proactive, open, service minded and spontaneous working attitude and communication style.
• Solid verbal and written communication skills in English (and other languages, as applicable).
• Critical thinker; able to pose relevant questions to enable completion of low-definition tasks.
• Ability to protect sensitive and proprietary information.
• Highly organized, with strong attention to detail.
• Fundamental knowledge of commercial, contractual, and execution models and risks