Job Description

Senior Inside Sales Coordinator - TOR002Y
Company : Worley
Primary Location : CAN-ON-Toronto
Job : Business Development Support
Schedule : Full-time
Employment Type : Employee
Job Level : Experienced
Job Posting : Nov 28, 2023
Unposting Date : Dec 28, 2023
Reporting Manager Title : Territory Inside Sales Manager
:


51,000 people. 49 countries. Over 120 office locations. We\xe2\x80\x99re not just engineers. We\xe2\x80\x99re a global team of data scientists, consultants, construction workers and innovators all working to create a better tomorrow. Every day, we help customers in energy, chemicals and resources get one step closer to solving our planet\xe2\x80\x99s toughest issues. Climate change. The energy transition. Digital transformation. And how we can deliver a more sustainable world. Whatever your ambition, there\xe2\x80\x99s a path for you here. And there\xe2\x80\x99s no barrier to your potential career success. For more information, visit Worley.com Purpose:

• The primary responsibility of the SISC role is to support the local sales team, lead the coordination of middle game/proposal/qualification activities, lead development and maintenance of sales collateral, support account management activities, and assist in training and development of Inside Sales Coordinators.
• The SISC takes responsibility for the championing our sales process for activities they own. A SISC may be asked to take ownership for letter, small-cap, alliance, mid-cap, and possibly larger bids, as well as RFI/RFQ responses and presentations.

Responsibilities: Research and Analysis

• Collects company data or conducts internal/external research as appropriate for opportunity response documents, strategy development, and/or for support of pursuit efforts for own and other offices.
• Conducts customer, competitor and market research, as required in support of customer and/or opportunity strategy development and provides corresponding analysis.
• Collaborates with the designated core Account team to establish and populate dedicated core account management information repositories (e.g. CSP, SharePoint, Teams) and supports the development of documented customer strategies and related information.

Sales Collateral Development and Knowledge Management

• Co-ordinates and develops sales documents using applicable tools, guidelines and templates.
• Develops and maintains sales qualification materials and supporting information in designated information management or filing systems.
• Interacts with operations personnel to support development of sales material (e.g. conducts interviews of Subject Matter Experts).
• Proofs and edits technical and non-technical documents for consistency.
• Develops customer presentations and represent company as necessary.
• Develops, prepares, and updates/maintains non-opportunity specific / additional sales qualification and reference materials (including r\xc3\xa9sum\xc3\xa9s, project descriptions and organization charts) in designated information management systems.
• Oversees various knowledge management and database systems, ensures effective use of these tools within the organization, and contributes to further development of these tools.
• Works with supervisor/manager to improve processes, identify/correct problems, and document revisions to procedures.
• Shares information (resumes, project descriptions, qualification data, etc.), knowledge, and best practices with inside sales staff company-wide.
• Develops new or updates existing sales qualification materials for current and future pursuit efforts in order to maximize quality and efficiency of sales document preparation.

Opportunity Response Coordination

• 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.
• Manages response efforts for customer questionnaires, qualifications requests, sales opportunities that are smaller in size and/or complexity, and volumes/sections on larger opportunities.
• Works with inside/outside sales and operating segments to identify response requirements and develop a realistic approach and schedule for the response.
• Monitors progress against the opportunity response plan.
• Coordinates response reviews and approvals.
• Manage the successful development of compliant, competitive, and compelling Proposals, RFIs, 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.
• Assist with Kick-off, Strategy to Win, Proposal technical review and other meetings as necessary.
• 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 postbid.
• 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, as required.
• May work with the ISM on larger bids to track and monitor bid and proposal (B&P) budget for selected pursuits. On smaller bids they lead, takes responsibility for this tracking and monitoring.
• 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 distinct competitive advantage.

General Coordination Activities

• Develops appropriate network within the company to facilitate identification and sharing of relevant information, best practices etc. between offices.
• Coordinates with dedicated graphics personnel and outside print vendors as needed.
• May provide graphics and desktop publishing support.
• May provide assistance to sales management for the preparation of weekly/monthly sales reports.
• Work closely with and communicate at a senior management level.
• Takes ownership of our standards to develop/improve, implement and present a consistent appearance/style in compliance with our corporate identity for all business development media (external marketing communications, public relations, project descriptions, qualification packages, presentation graphics, r\xc3\xa9sum\xc3\xa9s, leaflets, etc.).
• Trains and mentors junior personnel.
• May coordinate ISC and Creative Specialist personnel, as applicable.
• Participation in Sprint campaigns.
• 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.
• Works with designated response team members to develop and implement opportunity response plans i.e. activities, deliverables, owners, milestones etc. in alignment with our Sales process.
• 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).
• Performs other duties as assigned.

What you will bring Technical and Industry Experience:

• 5+ years of relevant experience in Sales, Projects, and/or Project Management.
• Excellent knowledge of MS Office (Word, Excel, Outlook, PowerPoint), SharePoint online, and Adobe software suite; technology savvy.
• 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.

Education \xe2\x80\x93 Qualifications, Accreditation, Training: Required:

• Bachelor\xe2\x80\x99s degree from college or university.

Preferred:

• Similar working level obtained through relevant job experience may be accepted in lieu of degree level education.

What we offer you Providing an agile culture and challenging work opportunities results in a positive work environment. Our people enjoy competitive compensation packages and a fun, personal, collaborative and safe working environment. We value equal employment opportunity and are committed to promoting fairness, equality and diversity. We are committed to providing accommodations in all parts of the hiring process in accordance with the Accessibility for Ontarians with Disabilities Act and the Ontario Human Rights Code. If you require any accommodation, we will work with you to meet your needs. If you have the passion and talent to keep up, it\'s time to test the limits of what you can become. Find your future with Worley.