Inside Sales Manager

Worley is a global company of energy, chemicals and resources experts headquartered in Australia. We partner with our customers to deliver projects and create value across the life of their assets. We specialize in consulting, engineering, procurement and construction across the project lifecycle, with services extending through to operations and decommissioning. Leveraging extensive experience and AI-enabled delivery, we support customers in navigating complexity as they meet today's needs and transition to more sustainable solutions. Primary Objectives The primary responsibility of the Inside Sales Manager I (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 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, 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. Business focus: Based in Spain, this role primarily supports the Consulting business across Masterplanning & Facilities, Ports & Marine, and Land Transport & Logistics. These sectors expect highly visual, design-led submissions, so the ISM must combine disciplined bid leadership with strong graphic, presentation and creative skills, and take ownership of submissions through to final delivery. Accountabilities 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.

Leadership · 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. · 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. · 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 B&P estimate,