Inside Sales Manager / Proposal Manager

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. 

Inside Sales Manager / Proposal Manager

Role Context:

The primary responsibility of the Inside Sales Manager (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). He / She will 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). Responsible for developing 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 the global sales system.  

You'll be:

• Supporting 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.
• Developing 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.
• Planning, organizing 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). 
• Working 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. Organizing and participates in response-related meetings (internal and/or customer), as appropriate.
• Translating 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.
• Working with Sales Lead and Capture Manager/Operations to develop B&P estimate, gain approval, regularly monitor B&P spending, and report any significant variances. Whilst working 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.
• Managing 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.
• Analyzing the customer RFP main requirements and communicate them to the proposal team and management. 
• Managing bid clarification process and maintain register to track clarifications during bid and post-bid.
• Assisting 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.
• Developing 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.