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.
Benefits: Flexible Working, Pension, Extra Holiday Purchase Scheme, Hybrid Working Model & Many More.
Inside Sales Manager II – Nuclear & Power
Role Context:
The primary responsibility of the Inside Sales Manager II 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). By driving this process, the Inside Sales Manager II is expected to:
• 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)
• Develop high-quality, opportunity-specific response documents/presentations/interviews with competitive and compelling sales messages to satisfy customer business goals (End Game).
The Inside Sales Manager II 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 Inside Sales Manager II collaborates with Sales, Marketing, and Operations to develop distinctive value propositions that enhance our customers’ competitive position. The Inside Sales Manager II drives the organization to maintain accurate and updated account management and opportunity information on CSP.
In addition, the Inside Sales Manager II is responsible for providing leadership, management and coordination to optimize deployment and effectiveness of their local office Inside Sales team. The Inside Sales Manager II should build a high-functioning team through recruitment, staff development, coaching, and performance management.
You'll be:
• Recruiting new team members based on evaluation of current team composition vs. future needs, including succession planning and replacements due to rotational assignments. Work with Operations to identify high-potential candidates for future Inside Sales assignments.
• Regularly assess team members’ performance against established expectations, behaviors and core competencies for each Inside Sales role. Periodically conduct formal 360° performance reviews to recognize individuals’ strengths and to identify opportunities for further development.
• Working with individual team members to create personal development plans that include formal training, coaching, mentoring and rotational assignments, to meet established performance objectives that enhance individual success, and contribute to overall team performance. Ensure that they are doing the same for their leadership direct reports.
• Helping to educate the organization on our Sales process through formal and informal training, as well as on-the-job coaching during major/strategic pursuits.
• Providing leadership, day-to-day management and coordination to optimize utilization of your office Inside Sales team.
• Managing the workload in your office, and act as the first point of contact to arrange for support when and where needed. In making assignments, maximize continuity from Middle Game to End Game, particularly on Top Prospects, while ensuring that the workload among the team is balanced.
• Working in tandem with the responsible Inside Sales Senior Manager and/or Inside Sales Director (RISM) to strategically enhance our Inside Sales capacity over the longer term, keeping up with ever-increasing challenges. This includes growing Inside Sales capabilities, talent, work processes, tools and systems to improve the quality of our product and efficiency of delivery.
Sector Specific Knowledge - Nuclear
• Significant experience working in the nuclear or power industry.
• Regulatory & Compliance: Working knowledge of nuclear regulatory frameworks and ability to ensure full proposal compliance with stringent client and statutory requirements
• Security & Information Handling: Experience managing sensitive, restricted, or classified information in line with corporate security and data protection standards
• Complex Proposal Delivery: Ability to lead and coordinate high-value, technically complex proposals with enhanced governance, assurance, and audit requirements
• Technical Interpretation: Capability to interpret complex engineering scopes and translate them into clear, compelling, and compliant proposal responses aligned with nuclear quality standards, safety case expectations and regulatory frameworks
• Ability to operate within environments requiring personnel security clearance or equivalent controlled access protocols
• Manage interfaces with joint ventures, partners and supply chain entities under strict frameworks with a strong awareness of controlled information sharing, including supply chain and partner compliance obligations
Strategic, Marketing, and Opening Game
• 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.
Team Opportunity Leadership
• Optimize opportunity leadership through their team first, with the intention of both positive pursuit outcomes and continuous skills development. Inside Sales Manager II’s prioritize personally leading larger/complex/strategic pursuits, using the opportunity to develop the skillsets of other ISMs/ISCs in the location.
• Proactively monitor and understand the health of pursuits in the office. When appropriate, act as a brainstorm facilitator, reviewer (e.g. cold-eyes, strategy, or pink/red team), or editor for projects lead by ISMs or ISCs in the office.
• Ensure disciplined implementation of the sales process in the office.
• Pursuit Opportunity Leadership
• 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, conduct 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.
• 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.
• 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.
General Coordination
• Ensure sales process close-out procedures comply with requirements corporate quality 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) and Inside Sales Managers (ISMs) in the sales process, Inside Sales strategic concepts, and specific functional skills; demonstrate leadership through efficient deployment and development of ISCs and ISMs on opportunities owned by Inside Sales Manager II.
You'll have:
• A Bachelor’s degree from a four-year college or university (must) with MBA (preferred) or Similar working level obtained through relevant job experience may be accepted in lieu of degree level education.
• Extensive experience in Sales and Project Management (preferred). Experienced in People Management including performance reviews, employee development & change management
Other Key Attributes
• Intermediate knowledge of commercial, contractual, and execution models and risks
• High tolerance in working under pressure, handling multiple tasks with strict deadlines while maintaining focus on accuracy and attention to detail
• Able to maintain strong relationships with senior management and peers while pushing for positive schedule, quality, and strategic outcomes.
• Critical thinker, able to pose relevant questions to enable completion of low-definition tasks
• Ability to effectively manage own time and ability to work overtime when necessary
• Expected to operate with minimal supervision, prioritizing own workload and proactively informing the Sales Management of workload issues.
• Enthusiastic, proactive, open, service minded and spontaneous working attitude and communication style.
• Ability to protect sensitive and proprietary information.
Moving Forward:
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.
We’re building a diverse, inclusive and respectful workplace. Creating a space where everyone feels they belong, can be themselves, and are heard. 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.
