Senior Capture Manager
WorleyQatar4 hours ago
Full-timeOther
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Building on our past. Ready for the future
Worley is a global professional services company of energy, chemicals and resources experts. We partner with customers to deliver projects and create value over the life of their assets. We’re bridging two worlds, moving towards more sustainable energy sources, while helping to provide the energy, chemicals and resources needed now.
General Purpose of Role
The Capture Manager is accountable for leading and managing the capture phase of assigned opportunities, working in close collaboration with Outside Sales and Inside Sales to deliver Middle Game and End Game sales objectives. The role is responsible for shaping, integrating, and presenting a compelling, complaint, and executable value proposition that differentiates Worley and positions the organization to win profitable work.
The Capture Manager applies delivery and execution expertise to develop robust execution strategies, delivery models, commercial approaches, and risk profiles. Where an opportunity is awarded, the role may transition into a project delivery leadership position to ensure continuity from capture through execution.
Global Level Summary
The Capture Manager provides capture leadership for small, medium, and large opportunities, including strategically significant and corporate top prospect pursuits.
The role leads multi-disciplinary and multi-location teams through the full proposal lifecycle, integrating technical, commercial, financial, and execution inputs into a coherent and competitive offer.
The Capture Manager works across sales, operations, estimating, commercial management, assurance, and global delivery teams to ensure proposals are executable, compliant with governance, and aligned with customer expectations.
Health & Safety
University Degree
Qualifications, Accreditation, Training (Desirable)
Professional registration in local jurisdiction; Certified Program Management Professional by a globally recognized project management organization (IPMA, APM, PMI, AIPM).
Job Specific Knowledge / Experience (Essential)
Typically, 20+ years’ experience, including 15+ years of relevant supervisory, project management and/or technical experience; Workshare experience; E, EP Project experience.
Experience in Offshore as well as Onshore Oil and Gas facilities preferred.
Experience in working in the Middle East.
Solid understanding of benchmarking and norms across the various stages of a project.
Exposure and working experience with Estimation tools and TIC Estimates.
Decision Making
Operates within established sales, commercial, and governance frameworks. The role exercises professional judgment in shaping execution strategies, identifying risks and opportunities, and recommending commercial and delivery approaches. Final commercial commitments and approvals are made in accordance with delegated authority and governance requirements.
Supervision Received
Works with self-initiated interaction with supervisor and self-initiated technical guidance. Influence over duties. Receives administrative direction based on project and organization policies and objectives. Work is reviewed to ensure conformity with project directives, policy and for coordination of other Worley departments.
Supervision Authority
Assigns project work and gives technical guidance to people assigned to work on medium to large sized projects. Reviews work for technical accuracy and adequacy. May have direct and indirect reports and authority for performance evaluations impacting pay. May make recommendations concerning selection, training, rating and discipline of people.
Systems & Tools (Essential)
Advanced understanding of systems, processes and tools related to field. Able to assist others and troubleshoot issues. Competent in Microsoft Outlook, Word, Excel, Teams and PowerPoint. Can organize information from many sources and retain as per the prescribed format and policies.
Systems & Tools (Desirable)
May be involved in the development of new systems, processes and tools; Competent in Microsoft Access and Visio.
Moving forward together
We’re committed to building a diverse, inclusive and respectful workplace where everyone feels they belong, can bring themselves, and are heard. We provide equal employment opportunities to all qualified applicants and employees without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by law.
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.
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.
Worley is a global professional services company of energy, chemicals and resources experts. We partner with customers to deliver projects and create value over the life of their assets. We’re bridging two worlds, moving towards more sustainable energy sources, while helping to provide the energy, chemicals and resources needed now.
General Purpose of Role
The Capture Manager is accountable for leading and managing the capture phase of assigned opportunities, working in close collaboration with Outside Sales and Inside Sales to deliver Middle Game and End Game sales objectives. The role is responsible for shaping, integrating, and presenting a compelling, complaint, and executable value proposition that differentiates Worley and positions the organization to win profitable work.
The Capture Manager applies delivery and execution expertise to develop robust execution strategies, delivery models, commercial approaches, and risk profiles. Where an opportunity is awarded, the role may transition into a project delivery leadership position to ensure continuity from capture through execution.
Global Level Summary
The Capture Manager provides capture leadership for small, medium, and large opportunities, including strategically significant and corporate top prospect pursuits.
The role leads multi-disciplinary and multi-location teams through the full proposal lifecycle, integrating technical, commercial, financial, and execution inputs into a coherent and competitive offer.
The Capture Manager works across sales, operations, estimating, commercial management, assurance, and global delivery teams to ensure proposals are executable, compliant with governance, and aligned with customer expectations.
Health & Safety
- Understands and embraces Life.
- Demonstrates full commitment to all health and safety matters and provides safety leadership to project team.
- Satisfies all requirements of project safety compliance including Safety by Design, Constructability and Maintainability.
- Has led or participated in Value Engineering or Constructability Workshops.
- Lead and coordinate Middle Game and End Game sales activities in alignment with Worley sales governance and work processes.
- Partner closely with Sales Leads and Inside Sales to plan, execute, and control capture activities from bid qualification through submission.
- Maintain active involvement throughout the sales lifecycle, providing continuity, advocacy, and execution credibility.
- Support development of customer confidence by demonstrating clear understanding of project challenges and Worley’s ability to deliver safely, on schedule, and within budget.
- Establish and lead the multi-disciplinary capture team, including facilitation of kick-off meetings and structured review sessions.
- Provide clear direction, priorities, and motivation to engineering, estimating, supply chain, project controls, assurance, global delivery, and subject matter experts.
- Plan and manage capture schedules, deliverables, and resources to meet internal governance milestones and customer deadlines.
- Coordinate subject matter expertise across regions and Global Integrated Delivery (GID) to optimize quality, competitiveness, and consistency.
- Ensures Worley methodologies, processes, tools and systems are used throughout the project and compliance requirements are met/satisfied.
- Review, interpret, and manage all aspects of Invitations to Bid, including technical, commercial, and contractual requirements.
- Lead development of integrated technical, execution, and management proposals that are compliant, compelling, and differentiated.
- Develop and coordinate the Project Execution Plan, integrating discipline inputs, delivery strategies, digital enablement, and value creation initiatives.
- Understanding of digital engineering tools, evaluate digital improvement opportunities and evaluate and challenge digital execution strategies.
- Define execution architecture, delivery model, organization structure, scope splits, and interfaces (including partners, subcontractors and on-site supervision).
- Establish, manage, and control proposal assumptions, exclusions, qualifications, and clarifications.
- Review, challenge and reconcile discipline cost, hours, and schedule estimates to ensure alignment with scope, execution strategy, and delivery model.
- Coordinate with Pricing, Estimating, and Commercial Management teams to develop complete and robust professional services estimates.
- Lead estimate reviews and ensure pre-read materials are prepared and issued in accordance with governance requirements.
- Establish of Benchmarks and review / validation of estimates.
- Develop and manage bid and proposal (B&P) budgets in alignment with Sales and regional leadership.
- Support development of pricing and commercial strategies that balance competitiveness, risk, and targeted gross margin and EBIT outcomes.
- Contribute to review and negotiation of commercial and contractual terms and conditions.
- Ensure compliance with Worley governance requirements, including Pink, Red, and Green Team Reviews.
- Effectively communicates and takes a leadership role in preparing and presenting proposals and reports to staff and management.
- Implements clear communication protocols, processes and tools for the project team.
- Clearly communicates project requirements, contractual requirements, customer expectation, KPIs and proposal status with the capture team.
- Creates an environment for open communication and builds high performing team on trust and respect.
- Resolves issues and conflicts within the capture team, operations, sales and the customer.
- Effectively relates with people across levels, functions, geography and cultures.
- Works collaboratively with others across the organization to achieve shared objectives.
- Identifies and understands the customer’s key drivers (KPIs).
- Support and participate in customer clarification meetings, workshops, and technical or execution presentations.
- Build and maintain effective working relationships with key customer stakeholders through transparent and professional engagement.
- Clearly communicate Worley’s execution approach, differentiators, value proposition, and risk management strategy to internal and external stakeholders.
- Identify, assess, and manage commercial, technical, and execution risks, supporting qualitative and quantitative risk assessments.
- Keeps detailed risk register that stays current and is tracked & communicated throughout the tendering process, along with mitigation plans.
- Utilizes Risk Register items as the basis for contingency development as part of commercial development.
University Degree
Qualifications, Accreditation, Training (Desirable)
Professional registration in local jurisdiction; Certified Program Management Professional by a globally recognized project management organization (IPMA, APM, PMI, AIPM).
Job Specific Knowledge / Experience (Essential)
Typically, 20+ years’ experience, including 15+ years of relevant supervisory, project management and/or technical experience; Workshare experience; E, EP Project experience.
Experience in Offshore as well as Onshore Oil and Gas facilities preferred.
Experience in working in the Middle East.
Solid understanding of benchmarking and norms across the various stages of a project.
Exposure and working experience with Estimation tools and TIC Estimates.
Decision Making
Operates within established sales, commercial, and governance frameworks. The role exercises professional judgment in shaping execution strategies, identifying risks and opportunities, and recommending commercial and delivery approaches. Final commercial commitments and approvals are made in accordance with delegated authority and governance requirements.
Supervision Received
Works with self-initiated interaction with supervisor and self-initiated technical guidance. Influence over duties. Receives administrative direction based on project and organization policies and objectives. Work is reviewed to ensure conformity with project directives, policy and for coordination of other Worley departments.
Supervision Authority
Assigns project work and gives technical guidance to people assigned to work on medium to large sized projects. Reviews work for technical accuracy and adequacy. May have direct and indirect reports and authority for performance evaluations impacting pay. May make recommendations concerning selection, training, rating and discipline of people.
Systems & Tools (Essential)
Advanced understanding of systems, processes and tools related to field. Able to assist others and troubleshoot issues. Competent in Microsoft Outlook, Word, Excel, Teams and PowerPoint. Can organize information from many sources and retain as per the prescribed format and policies.
Systems & Tools (Desirable)
May be involved in the development of new systems, processes and tools; Competent in Microsoft Access and Visio.
Moving forward together
We’re committed to building a diverse, inclusive and respectful workplace where everyone feels they belong, can bring themselves, and are heard. We provide equal employment opportunities to all qualified applicants and employees without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by law.
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.
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.
Key Skills
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