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.
Role Title:
Senior Director, Business Development – Germany (New Markets)
Role Context:
Building on Worley’s strong position in energy, chemicals, and resources, this role is designed to expand Worley’s presence in Germany beyond its traditional sectors. The focus is on identifying, shaping, and capturing new adjacent markets by developing entry strategies, orchestrating partnerships, and leveraging the full Worley network (global, regional, and local). Focus areas will be Electrification, BESS, Datacentres, High Voltage Grid and any other adjacencies.
Primary Objectives
- Identify and develop new addressable, adjacent markets in Germany outside traditional Worley strongholds (which are oil & gas, conventional chemicals, mining). Examples are, but not limited to, Electrification, BESS, Datacentres, High Voltage Grid
- Design and execute market entry strategies (build / buy / partner) for selected focus areas.
- Establish Worley as a credible partner of choice in emerging and adjacent sectors.
- Create a sustainable, repeatable pipeline of opportunities (studies, advisory, concept development, (pre-) FEED, EPC).
- Direct the commercial negotiation of complex EPC contracts, high value FEED (Front-End Engineering Design) and Program agreements.
- Achieving and exceeding sales targets by identifying and leading new strategic business opportunities, including cross-selling and upselling our services.
- Serve as a key member of the European BD organization, providing market intelligence to inform investment decisions and corporate risk management
- Collaborating with legal and technical teams to negotiate and finalize contracts, ensuring that they are mutually beneficial and aligned with Worley's standards.
- Providing regular sales forecasts, reports, and insights into executive management, enabling informed decision-making.
- Ensuring that all sales activities comply with industry regulations, Worley's policies and processes, and ethical standards
- Act as a mentor and role model, upholding Worley’s values and supporting growth and development of others.
Key Responsibilities
Market Development & Opportunity Identification
- Systematically scan the German market for new growth sectors, such as (illustrative):
- Circular economy and advanced recycling
- Industrial decarbonisation beyond hydrogen (e.g. electrification, CCUS adjacencies, heat integration)
- Industrial digitalisation
- Electrical infrastructure, or public–private industrial programs (where aligned with Worley’s risk appetite)
- Translate policy, funding mechanisms, and regulatory drivers into concrete business opportunities.
- Shape early-stage opportunities by defining value propositions, scopes, and delivery models aligned with Worley’s capabilities.
Market Entry & Growth Strategy
- Develop structured market entry strategies per target segment, including:
- Market sizing and prioritisation
- Competitive and ecosystem mapping
- Entry mode selection (organic growth, partnership, acquisition, or hybrid)
- Build business cases for internal alignment and investment decisions.
- Work closely with Global and EMEA strategy teams to ensure alignment with Worley’s long-term growth priorities.
Partnerships & Ecosystem Building
- Proactively identify and establish strategic partnerships with:
- Technology providers
- OEMs and equipment suppliers
- Engineering boutiques and niche specialists
- Developers, investors, and public-sector entities
- Contractors
- Collaborate across Worley businesses (Consultancy, Digital, Services, Global Delivery, Major Projects and Programs (MPP)) to bring integrated solutions to market.
- Structure teaming, consortium, and cooperation models that strengthen Worley’s position in non-traditional markets.
Client Engagement & Deal Shaping
- Engage with new customer segments at senior decision-maker level, often before formal projects are defined (‘Opening and Middle Game’).
- Lead opportunity shaping activities, including solution development, value propositions, and early commercial positioning.
- Lead from opportunity identification to formal pursuit teams once projects enter structured sales stages.
- Lead the transition from pursuit team to execution team
Internal Leadership & Collaboration
- Act as a connector across Worley,
- Provide market intelligence and insights to German and regional leadership and Major Projects and Programs teams.
Success Measures
- Fill the opportunity pipeline in Germany with significant outlook on volume.
- Win significant volume of work with the goal to grow our German operation
- Number and quality of strategic partnerships established and activated.
- Tangible contribution to Worley’s long-term positioning in selected new markets.
Qualifications & Experience
- University degree in Engineering, Business, Economics, or a related discipline.
- Extensive experience in business development, strategy, or market-facing roles in industrial, infrastructure, or technology-driven environments.
- Strong network in Germany at sr level with clients in targets market segments.
- Demonstrated experience in entering new markets or building new business lines in Germany
- Strong understanding of industrial project lifecycles and delivery models (advisory → FEED → EPCM / program delivery).
- Proven ability to work through partnerships and ecosystems, not only direct sales.
- High strategic acumen combined with hands-on execution capability.
- Experience in Germany and fluent in German
Personal Attributes
- ‘Hunter’ type sales mentality
- Entrepreneurial, curious, and comfortable operating with ambiguity.
- Credible at senior executive and C‑suite level, internally and externally.
- Collaborative leader who can influence without formal authority.
- Culturally aware and effective in a matrixed, international organisation.
Why This Role
This role offers a unique opportunity to shape Worley’s future footprint in Germany, moving beyond established markets and creating new growth engines through strategy, partnerships, and early-mover positioning.
Moving forward together
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.
