Inside Sales Manager

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.

Purpose:

We are currently recruiting for an Inside Sales Manager. This is a full-time position based in either Markham, Ontario or Oakville, Ontario. 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).  

Responsibilities:

• 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.
• 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, etc.
• 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).
• Develop 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.
• Manage the knowledge database locally and globally as required to support the continuous and effective performance of the team.
• Ensure that all sales documents comply with our brand and customer confidentiality requirements.
• Ensure sales process close-out procedures comply with corporate assurance requirements.
• Provide support to Global Sales e.g. timely preparation of press releases, providing input to our Annual Report, and support of Global Sales initiatives as appropriate.
• Coach Inside Sales Coordinators (ISCs) in the sales process, Inside Sales strategic concepts, and specific functional skills; demonstrate leadership through efficient deployment and development of ISCs on opportunities owned by ISM.
• Extensive and relevant experience in Sales and Proposal Management.
• Fundamental knowledge of commercial, contractual, and execution models and risks.
• Able to maintain strong relationships with senior management and peers while pushing for positive schedule, quality, and strategic outcomes.
• Experience in the Nuclear, Mining, or Oil & Gas industries. Preference to experience working on behalf of an engineering company.

What You Will Bring:

Technical And Industry Experience:

Moving Forward Together

We’re committed to building a diverse, inclusive and respectful workplace where everyone feels they belong, can bring themselves, and are heard. We provide equal employment opportunities to all qualified applicants and employees without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by law.

We want our people to be energized and empowered to drive sustainable impact. So, our focus is on a values-inspired culture that unlocks brilliance through belonging, connection and innovation.

And we're not just talking about it; we're doing it. We're reskilling our people, leveraging transferable skills, and supporting the transition of our workforce to become experts in today's low carbon energy infrastructure and technology.

Whatever your ambition, there’s a path for you here. And there’s no barrier to your potential career success. Join us to broaden your horizons, explore diverse opportunities, and be part of delivering sustainable change.