worleyparsons.com Hiring for Inside Sales Manager (saudi Arabia And Bahrain) at Khobar, Eastern, Saudi Arabia, Saudi Arabia Full Time

Job Description

Schedule: Full-time In support of our shared purpose of delivering a more sustainable world, we are seeking to enhance our Global Sales & Marketing(GSM) reach in Saudi Arabia, unlock focused and exponential growth of our company, and deliver customer and shareholder value. Winning profitable work in a competitive marketplace is half of the challenge of running a successful business. This is why we believe that winning work is everyone’s responsibility! For this specific opportunity, we are seeking to identify talented and passionate individuals who are interested in becoming part of our ambitious Inside Sales team. Inside Sales is a dynamic environment that requires flexibility, the ability to shift priorities frequently while maintaining attention to detail, meeting deadlines, and achieving high quality standards. We are therefore looking for candidates that can multi-task effectively under pressure and manage their time–and time of others–in a fast-paced environment while demonstrating initiative and an energetic ‘can do’ attitude. Effective partnership with our Business Development Leads is essential to drive our strategic pursuits and help build relationships with our key clients. Successful candidates will have access to our Inside Sales Development Program, which has been developed with the vision of training high potential employees to become future leaders in the company. As part of the job, they will also be exposed to elements of the business and operations management that will develop their commercial, contractual, and management acumen.

Primary Objectives The primary responsibility of the Inside Sales Senior Manager (ISSM) 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 ISSM 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 ISSM takes responsibility for deliverables and activities for large/complex/strategic opportunities 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 ISSM collaborates with Sales, Marketing, and Operations to develop distinctive value propositions that enhance our customers’ competitive position. The ISSM drives the organization to maintain accurate and updated account management and opportunity information on CSP. The ISSM is responsible for providing leadership, management and coordination to optimize deployment and effectiveness of the Inside Sales team and/or multiple teams across different locations. The ISSM should build a high-functioning team through recruitment, staff development, coaching, and performance management.

Specific Activities Team Leadership Develop and manage a high functioning, cohesive Inside Sales team in your location to maximize sales effectiveness in support of regional growth objectives. Recruit 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. Work 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. Help to educate the organization on our Sales process through formal and informal training, as well as on-the-job coaching during major/strategic pursuits. Provide leadership, day-to-day management and coordination to optimize utilization of your Location Inside Sales team. Manage the workload in your Location, 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. Work in tandem with the responsible Territory 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.

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, 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.

Opportunity Leadership Team Opportunity Leadership Optimize opportunity leadership through their team first, with the intention of both positive pursuit outcomes and continuous skills development. When necessary or beneficial for critical pursuits, ISSMs personally lead large/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 across the Location. 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, support scheduling Pricing Reviews, 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 Lead by example, HSE program to promote an incident and injury free culture. Be proactive in ensuring health and safety of bid team throughout. 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. Share sales materials, information, knowledge and best practices with other Inside Sales team members company wide. Ensure that all sales documents comply with our brand and customer confidentiality requirements. 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. Performs other duties as assigned.

Systems Management Coordinate the implementation of standardized sales tools, guidelines, and templates to enhance efficiency and ensure uniformity and consistently high quality. Where global / corporate practices do not exist, work with the Regional Inside Sales Manager to develop and/or implement region-wide information management practices to facilitate effective, efficient execution of the sales work process. Maintain regular contact with Sales Centre of Excellence to keep abreast of developments, and participates as appropriate in global working groups to improve existing or develop/implement new tools, systems, procedures, guidelines, etc. Coordinate acquisition of appropriate office equipment to optimize efficiency and ensure the safety and wellbeing of Inside Sales Personnel. Ensure compliance with applicable ISO certification requirements.

Qualifications/Requirements Education: Bachelor’s degree (must) with MBA (preferred). Similar working level obtained through relevant job experience may be accepted in lieu of degree level education. Experience: 10 years of relevant experience in Sales and Project Management (preferred). Experienced in People Management including performance reviews, employee development & change management Technical: Excellent knowledge of MS Office (Word, Excel, Outlook, PowerPoint), SharePoint online and technology savvy.

Other Attributes Advanced knowledge of commercial, contractual, and execution models and risks Solid verbal and written communication skills in English (and other languages, as applicable). 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. Highly organized, with strong attention to detail Critical thinker; able to pose relevant questions to enable completion of low-definition tasks Reliable, hands-on team player 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 Committed to quality and company values