Vice President Sales

Job Description : VP Sales, INDIA PU Heads, VP/GM from Operations and other functions, Manager of Projects, Project Managers, Worley India Leadership & Global Sales Leadership, Group companies key personnel Outside the Company : Clients, Process Licensors, Contractors, Vendors, etc. · CANDIDATE REQUIREMENTS : As Sales Director / Senior General Manager ( WSIPL ), candidate should have good knowledge of market trends, and the current and future state of the hydrocarbon. pipelines and chemicals industry in India, including its linkages and dependencies to overseas markets and suppliers. Some Exposure to Offshore and Upstream Sector is highly desirable. Broad understanding of Mining Sector would also add value to candidates profile. Experience of working in or with large Indian and International engineering design consultancy / EPC firms is a key enabler. Existing market relationships with both government and private sector oil majors and corporations mentioned in above area, as well as major EPC / LSTK contractors, would further bring a major value to the role. Experience with all aspects of the Prequalification, Bidding and Proposal process. At least 5 years of similar sales and business development experience in a leadership role leading sales teams and major client accounts. Should have successfully closed multiple large, USD 5M-20M fee deals within the last 5 years. Experience in generating sales for an operations organization of 1500 + people. Team player with an energetic, can-do personality, capable of building strong internal and intercompany relationships is crucial Proven experience, leading professionals as well as identifying and growing new talent. Excellent analytical, presentation and writing skills. High comfort level working with senior Indian and International executives. Ability to undertake domestic/ overseas travel is expected. · MAIN DUTIES / RESPONSIBILITIES: Core Values and Objectives Provide evidence of commitment to Core Values and to continually improve the effectiveness of operation. Learning Opportunities Learning opportunities are the key job-related assignments and accomplishments that constitute the “lessons of experience” from this position. This experience represents the essential building blocks for long-term career growth. Apply and develop your managerial and leadership skills to enhance and broaden your career opportunities within the company. Develop your strategic abilities through active participation in the analysis and resolution of business management issues that impact company success. Apply Worley Core Values in your decision-making. Develop your interpersonal skills to improve your effectiveness and credibility in leading and motivating others. Develop your staff management skills through developing, coaching and managing performance of others. Enhance your ability to delegate, valuing the success of teams versus individuals. Learn to leverage constructive conflict as a means to gain alignment and optimize team performance and business results. Core Duties & Responsibilities · Be responsible and accountable for the key, identified MAJOR client Accounts. Under this broad duty specifically perform the following, · Identify and nurture opportunities as they get shaped in those key accounts · Sustain excellent working relationship with the key stakeholders from client side, related to those accounts · Be a Single point responsibility during the early stage as also the selling stage leading upto contract formation and handover to execution · Keep reasonable contact with client during the execution stage and as / if required make key improvement suggestions in that area · Maintain exhaustive database related to said, identified Major accounts · Seek opportunities to expand the business by carrying out market, client analysis and relationship building, leading to a value proposition with high win rates · Work with Sales Leadership and Operations to identify deficiencies in organizational capabilities, such as resources, technology, and work process efficiencies to meet changing market and growth demands. · Sustain and develop various Sales processes in conformity with the global processes · Assist in ensuring optimal utilization of the regional Inside Sales team. · Promote teamwork, collaboration and consistency across the region and different Worley entities through Inter-regional assignments and regular communication – both face to face and electronically – to share information on current pursuits, status of regional initiatives, and implementation of best practices. · Assist Sales / top, leadership to monitor Sales performance based on the Business Plan (Gross Margin, G&A, and B&P), and regularly measure and analyze sales productivity through established Metrics (Selectivity, Bidding Performance, Win Ratios, B&P Effectiveness, etc.) to identify areas for improvement. · Work in tandem with the responsible Inside Sales Manager 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. · Client Liaison This is a relationship-based industry and Worley also has a strong focus on client relationship. Maintain long-term and smooth relationship with clients by providing higher value and lower total cost to them through performance excellence. Emphasis should be to increase the group of core clients A degree in Engineering Discipline from reputed institute

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