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Business Development Director - Power & Transmission

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Worley

4d ago

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
    Business, Operations & Strategy
  • London

AI generated summary

  • You should have extensive business development experience in Power & Transmission, a strong sales track record, negotiation skills, and a collaborative, innovative mindset.
  • You will drive business development in the UK Power sector, build customer relationships, develop strategies, negotiate projects, and collaborate cross-functionally to secure profitable opportunities.

Requirements

  • Extensive experience in business development roles within large, multinational engineering or infrastructure organisations.
  • Strong experience across the Power & Transmission sector in business development, operations and project delivery roles.
  • Demonstrated experience growing a strong opportunity pipeline and customer / partner / contractor network.
  • Proven track record in securing large-scale infrastructure or energy transition projects.
  • Sales capability: Demonstrated success leading proposal development and bid teams, and closing sales opportunities, commercial negotiations, and large infrastructure and full delivery (including FEED to EPC) project pursuits.
  • Innovative thinker, technology savvy and progressive
  • Enthusiastic, proactive, open, service minded and spontaneous working attitude and communication style.
  • Strong lateral/ informal leadership skills. Globally minded and inclusive
  • Hands-on approach, pragmatic thinker/organizer
  • Collaborative in nature and high degree of perseverance, tenacity and empathy
  • Performance in relation to Worley’s values and sales processes.
  • Strong negotiation and commercial skills.
  • Develop and demonstrate deep understanding of the customer’s business objectives and associated connections into our organization and offerings.

Responsibilities

  • Represent and promote Worley’s brand across the UK Power sector, developing differentiated, customer-focused solutions across:
  • Generation - Gas / hydrogen-ready thermal, Renewable (onshore/offshore wind, solar), Nuclear
  • Networks - Transmission & distribution, Substations, HVDC / interconnectors, Offshore transmission / grid
  • Flexibility & Storage - BESS, Long-duration storage, Ancillary services / system balancing
  • Electrification & Demand - Industrial electrification, Data centres
  • Integrated Energy Systems - Hydrogen / power-to-X, Microgrids / decentralised systems, Power + heat + storage integration
  • Digital & Smart Infrastructure - Grid digitalisation / smart grids, optimisation platforms, system modelling / control
  • Leverage sector expertise and networks to identify and establish strong relationships with strategic customers, partners and supply chain.
  • Develop and implement targeted account strategies across key utilities, developers, and network operators, both assigned and newly identified.
  • Position Worley for full project delivery opportunities, including frameworks, Pre-FEED and FEED phases and EPC/ EPCM opportunities.
  • Negotiate and close significant project and program opportunities, ensuring strong alignment between commercial, delivery, and customer outcomes.
  • Demonstrate innovative, strategic, and technology-driven (including AI-enabled) approaches to business development.
  • Bring a delivery-led mindset (right to left thinking, schedule, cost certainty, constructability) into customer engagement, drawing on Worley’s large-scale, complex project heritage.
  • Uphold Worley’s values and support the development of others, particularly within Inside Sales and early-career resources.
  • Identify and develop business opportunities that leverage Worley’s capabilities into profitable and sustainable areas of our customer’s business, and in doing so deliver to Worley’s strategic ambition and growth targets.
  • Strong negotiation and commercial skills.
  • Facilitate multi-level interactions between our customer and Worley’s key personnel (executives, key decision makers, technical specialists, sub-sector leaders and advisory), and ensure that an account approach is developed to ensure effective and consistent contact with customer.
  • Develop and demonstrate deep understanding of the customer’s business objectives and associated connections into our organization and offerings.
  • Drive the account development strategy with regional and global teams to identify and classify accounts.
  • Establish new customers and markets based on strategic initiatives and growth plans in close collaboration with various internal leadership teams.
  • Develop, maintain, and advance assigned customer relationships through account strategies and customer contacts.
  • Apply selectivity principles to ensure the business pursues new profitable work that aligns with the strategy.
  • Strategically tap into customer’s business needs or create new needs via marketing efforts and sprint campaigns.
  • Obtain and share competitive market intel by having a deep understanding of market dynamic and competition.
  • Actively collaborate with Operations and Inside Sales to drive Opening Game activities to position and differentiate the company.
  • Lead the development of opportunity capture plans, coordinate and communicate with relevant stakeholders to secure alignment and support.
  • Plan and facilitate customer meetings, and issue call reports/ MoMs to all stakeholders throughout the sales process.
  • Accountable for testing and validating value proposition with the customer’s key stakeholders in Middle Game.
  • Lead the go/no-go and bid/no-bid decision making process and provide recommendations to the approval committee.
  • Work closely with Inside Sales Manager to develop and promote high quality, compelling and competitive proposals, ensure key USPs are incorporated and work with legal, assurance and estimating/commercial teams for legal, contractual, risks and commercial/pricing benchmarking.
  • Work closely with operations to align on the cost estimates and guide the management team on the profitability expectations.
  • Lead the pricing review sessions with the relevant management layer based on the applicable delegation of authority matrix.
  • Lead customer presentations, contract and commercial negotiations and closing of contracts.
  • Collaborate with Inside Sales, wider Operations team, Marketing and Management to close the pursuit and ensure appropriate external communication (i.e. press release) in alignment with the customer.
  • Lead by example, company’s HSE programme to promote an incident and injury free culture. Be proactive in ensuring physical and mental health and safety of Outside Sales team.
  • Ensure adoption of internal policies, procedures and business processes.
  • Leverage Customer Success Platform (CSP) to manage accounts, opportunities and maximize the use of CSP throughout the sales process. Responsible for data integrity in CSP related to accounts and opportunities.

FAQs

What is the primary responsibility of the Business Development Director - Power & Transmission?

The primary responsibility is to identify, develop, negotiate, and close priority sales opportunities across the UK Power sector, focusing on power generation, grid infrastructure, and energy storage.

What sectors will the Business Development Director be involved in?

The Director will be involved in sectors such as Generation (Gas, renewable energy, nuclear), Networks (transmission & distribution), Flexibility & Storage (BESS, long-duration storage), Electrification & Demand (industrial electrification, data centres), Integrated Energy Systems (hydrogen, microgrids), and Digital & Smart Infrastructure.

What qualifications are required for this position?

Candidates should have extensive experience in business development within large, multinational engineering organizations, strong knowledge of the Power & Transmission sector, a proven track record in securing large-scale infrastructure projects, and demonstrated skills in commercial negotiations and project pursuits.

Is experience in managing relationships with strategic customers important for this role?

Yes, developing and implementing targeted account strategies and establishing strong relationships with strategic customers, partners, and supply chains is crucial for the role.

What qualities and behaviors are desirable for the Business Development Director?

The ideal candidate should be an innovative thinker, technology-savvy, enthusiastic, proactive, collaborative in nature, and possess strong lateral leadership skills and a hands-on approach.

What are the specific business development activities expected from the Director?

Activities include driving account development strategies, establishing new customer relationships, maintaining account strategies, and collaboratively engaging with operations and sales teams to identify and secure profitable opportunities.

Will the Director be involved in negotiations and closing of contracts?

Yes, the Director will lead customer presentations, contract negotiations, and the closing of contracts to secure business opportunities.

How does Worley support professional development and workplace diversity?

Worley focuses on creating a values-inspired culture that promotes diversity, inclusion, and respect, providing opportunities for employees to unlock their potential and develop expertise in low-carbon energy infrastructure and technology.

What internal tools will the Director be expected to leverage?

The Director will leverage the Customer Success Platform (CSP) to manage accounts and opportunities, ensuring data integrity throughout the sales process.

What importance does the role place on safety and health culture?

The Director is expected to lead by example in promoting an incident and injury-free culture, proactively ensuring the physical and mental health and safety of the sales team.

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Worley

Energy
Industry
10,001+
Employees
1971
Founded Year

Mission & Purpose

Worley is a leading global provider of professional services in the energy, chemicals and resources sectors. We partner with our customers to address their most critical challenges at every stage of their projects: from initial concepts to sustaining and enhancing their assets. And we provide smarter, bolder solutions while delivering on our own sustainability commitments. We are 51,000 bright minds across 46 countries all driven by a common purpose – delivering a more sustainable world. While working to fulfill our ambition to be recognized globally as a leader in sustainability solutions.