Senior Vice President, Business Development

Senior Vice President, Business Development

Worley

CAD 125.000 - 150.000

Building on our past. Ready for the future

Worley is a global professional services company of energy, chemicals and resources experts. We partner with customers to deliver projects and create value over the life of their assets. We’re bridging two worlds, moving towards more sustainable energy sources, while helping to provide the energy, chemicals and resources needed now.

Job Title: SVP, Business Development (Territory Sales Lead)

Position Overview: Has front-line sales performance leadership & accountability over the region assigned to them. Active member of the regional operations leadership team, and active member on the global sales & marketing leadership team. The role involves making relevant strategic decisions across all phases of the sales process that fit the vision, values and ambition of the organization as well as motivating, inspiring and coaching the Outside and Inside Sales teams to drive high sales performance & excellence. The TSL is a forward-thinking, strategic, hands-on sales leader that is fully aligned as 1 group with the locations/ operations in the region, and collaborates efficiently with all critical support functions (ie. Growth Center of Excellence, Marketing, Consulting, Technology Solutions, Sector leadership) to help bring innovative solutions to our customers and enable smarter ways of working to build a world class global sales organization in line with Worley’s Purpose and Ambition.

The SVP, Business Development will specifically be accountable for the following:

• Defining, developing and delivering on the sales plans for the region, including all critical key components (sales pipeline, profitability, sales bookings, GM growth) aligned to our sector and business strategies & goals.
• Governance, high performance / ongoing improvement across all aspects of our sales process – opening, middle and end game activities and behaviors.
• Strong account management, driving customer bias, deeper customer relationships and growth within our strategic and in-perimeter accounts.
• Effective and strong relationships with operations leadership at the location level and regional level to ensure collective success on sales & operation plans.
• Active leadership position to help support our EPFCM/EPC initiative across all locations and sectors we serve. This includes optimizing our sales approach, talent and skill set to enable great positioning, and creating bias to help shape deals.
• Visible and active sales coaching / mentorship with sales team to drive sales excellence.
• Customer facing activity in support of regional must wins, key strategic accounts.
• Working with strategy group & operations stakeholders, provide bottom up strategic input / calibration into global / regional strategy process to ensure best possible roadmaps/plans to achieve business and customer related goals.

Key Responsibilities:

• Develop and execute a comprehensive sales strategy for the region, aligning with global corporate goals and objectives.
• Encourage the sales team to sell comprehensive integrated solutions that leverage Worley’s entire portfolio of capabilities—spanning consulting, engineering, supply chain, fabrication, construction, including project, construction management, field support, O&M solutions.
• Represent the company in key industry forums, conferences, and trade shows to build brand visibility and network with industry peers.

Sales Coaching & Team Development:

• Coach and mentor the sales team to elevate their skills in customer engagement, solution selling, negotiation, and relationship management.
• Set clear objectives, KPIs, and performance metrics to ensure continuous improvement in sales processes and outcomes.
• Conduct regular performance reviews, providing constructive feedback and fostering professional growth among the sales team.
• Recruit, develop, and retain top talent, building a diverse and capable sales organization that delivers consistent results.
• Ensure ongoing training programs are implemented, keeping the team informed about market trends, customer needs, and evolving product/service offerings.

Customer Engagement & Relationship Management:

• Build and maintain strong relationships with key customers and industry stakeholders, acting as a trusted advisor and thought leader.
• Partner with inside sales, marketing, and technical teams to develop tailored solutions that address customer needs and market demands.
• Actively engage with customers at all stages of the sales cycle, from lead generation and opportunity development to contract negotiation and post-sales support.
• Implement effective account management strategies to increase customer retention, satisfaction, and long-term partnerships.

Collaboration with Key Stakeholders:

• Collaborate with cross-functional teams, including project management, engineering, finance, and operations, to ensure alignment between sales objectives and project execution.
• Work closely with the executive leadership team to provide market insights, competitor analysis, and sales forecasts that inform corporate strategy and decision-making.
• Lead efforts to ensure compliance with industry regulations, company policies, and contractual obligations.
• Coordinate with the marketing team to develop region-specific campaigns, materials, and messaging that enhance market penetration and brand positioning.
• Deliver on Sales Commitments: Ensure the sales team consistently meets or exceeds revenue & profitability targets, with a focus on timely, accurate sales forecasting and execution.
• Improve Market-share: Drive efforts to seek out and capture business opportunities that are commercially viable, profitable, and deliverable within our new and existing markets.
• Strengthen Commercial Partnerships: Build and enhance long-term commercial relationships with key clients in target markets. Act as a key negotiator and liaison, ensuring mutual value and trust in each partnership. Identify opportunities to expand our delivery with Worley’s existing client portfolio.
• Manage Sales Funnel: Oversee the entire sales funnel, ensuring opportunities are pursued efficiently from lead identification to contract award. Provide leadership on complex negotiations, while maintaining focus on successful closure.
• Full-Cycle Pursuit Management: Take ownership of high-value client pursuits, ensuring alignment between client needs and company capabilities. Ensure that all stages—from initial engagement through project execution—are handled seamlessly, meeting both client expectations and organizational goals.

Required Qualifications:

• Proven track record and sales leadership experience in the markets, sectors and customers we serve.
• Proven track record and passion in driving revenue growth, profitability and leading high-performing sales & account teams. Seen as a sales professional expert.
• Experience leading successful complex, multi-million-dollar project bids and familiarity with long sales cycles. Strong operations/project delivery, and growth experience.
• Strong understanding of the Canada/Alaska market dynamics, customer needs, and regulatory requirements.
• Excellent leadership, coaching, and mentoring skills, with a commitment to team development.
• Exceptional communication, negotiation, and relationship-building skills with a consultative approach.
• Effective collaborator, familiarity with working in a large (ideally global) matrixed organization and working with cross-functional stakeholders across different regions/countries.
• Ability to travel as required to meet with customers and stakeholders across the region.