Job Description
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.
Specific Activities :
Research and Analysis:
Collects company data or conducts internal/external research as appropriate for opportunity response documents, strategy development, and/or for support of pursuit efforts for own and other offices.
Conducts customer, competitor and market research, as required in support of customer and/or opportunity strategy development and provides corresponding analysis.
Collaborates with the designated core Account team to establish and populate dedicated core account management information repositories (e.g. CSP, SharePoint, Teams) and supports the development of documented customer strategies and related information.
Sale s Collateral Development and Knowledge Management
Co-ordinates and develops sales documents using applicable tools, guidelines and templates.
Develops and maintains sales qualification materials and supporting information in designated information management or filing systems.
Interacts with operations personnel to support development of sales material (e.g. conducts interviews of Subject Matter Experts).
Proofs and edits technical and non-technical documents for consistency.
Develops customer presentations and represent company as necessary.
Develops, prepares, and updates/maintains non-opportunity specific / additional sales qualification and reference materials (including r sum s, project descriptions and organization charts) in designated information management systems.
Oversees various knowledge management and database systems, ensures effective use of these tools within the organization, and contributes to further development of these tools.
Works with supervisor/manager to improve processes, identify/correct problems, and document revisions to procedures.
Shares information (resumes, project descriptions, qualification data, etc.), knowledge, and best practices with inside sales staff company-wide.
Develops new or updates existing sales qualification materials for current and future pursuit efforts in order to maximize quality and efficiency of sales document preparation.
Opportunity Response Coordination
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.
Monitors progress against the opportunity response plan.
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.
Assist with Kick-off, Strategy to Win, Proposal technical review and other meetings as necessary.
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 $100M.
Participate in the handover of successful proposals to the project team, as required.
May work with the ISM on larger bids to track and monitor bid and proposal (B&P) budget for selected pursuits. On smaller bids they lead, takes responsibility for this tracking and monitoring.
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 distinct competitive advantage.
General Coordination Activities
Develops appropriate network within the company to facilitate identification and sharing of relevant information, best practices etc. between offices.
Coordinates with dedicated graphics personnel and outside print vendors as needed.
May provide graphics and desktop publishing support.
May provide assistance to sales management for the preparation of weekly/monthly sales reports.
Work closely with and communicate at a senior management level.
Takes ownership of our standards to develop/improve, implement and present a consistent appearance/style in compliance with our corporate identity for all business development media (external marketing communications, public relations, project descriptions, qualification packages, presentation graphics, r sum s, leaflets, etc.).
Trains and mentor s junior personnel.
May coordinate ISC and Creative Specialist personnel, as applicable.
Participation in Sprint campaigns.
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.
Works with designated response team members to develop and implement opportunity response plans i.e. activities, deliverables, owners, milestones etc. in alignment with our Sales process.
Prepares written and graphical elements of sales opportunity response documents such as proposals, qualifications and presentations.
Coordinates production of response documents (printing, copying, binding, shipping).
Performs other duties as assigned.
Bachelor s Degree.
Experience in Sales, Projects, and/or Project Management.
Excellent knowledge of MS Office (Word, Excel, Outlook, PowerPoint), SharePoint online, and Adobe software suite; technology savvy.
Desired Candidate Profile
Education:
Any Graduation()
Gender:
nm
Nationality:
Any Nationality
