Inside Sales Manager

About the job

We’re looking for an Inside Sales Manager to join our Indonesia team.

When you work for us, you get the chance to join nearly 50,000 people all driven by a common purpose of delivering a more sustainable world. We’re excited about the challenges ahead. We believe there’s never been a more rewarding time to work in the energy, chemical and resources sectors.

As Inside Sales Manager, you will be responsible to drive disciplined application of our Sales Process collaborating with all stakeholders (including all levels of Inside Sales, Outside Sales, operations, management, and marketing)

To succeed in this role, you should have 7+ years of relevant experience in Sales and Project Management.

Who we are

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.

What you’ll do

We are looking for an Inside Sales Manager to join our team in Indonesia.

The role responsibilities include:

• 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.

• 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, gain approval,

regularly 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 $100M.

• Participate in the handover of successful proposals to the project team.

• 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).