Business Development Regional Growth Leader

Overview

Veolia North America is a leading environmental services company with a focus on water, waste, and energy management. The company operates across North America with headquarters in Boston and more than 10,000 employees at 350 locations.

Job title:

Business Development Regional Growth Leader

• Identifies and develops long-term relationships for Veolia, meeting targets for business type, risk profile and pricing. Maintains a sufficient balance of prospects in the pipeline to ensure continuity of sales.

• Leads the relationship process, with support as necessary, by seeking business opportunities by engaging with potential and current clients, other suppliers, and colleagues in other regions.
• Researches the client and partners of the client and identifies the decision makers, needs, procurement processes, and any history they may have had with Veolia.
• Interprets client requirements and determines which processes and offerings best meet those requirements.
• Recommends new products and applications for emerging developments in respective market segments. Works with Veolia Engineering and Operations to adapt existing products to market needs.
• Prepares and makes sales presentations focusing on value to client. Assists in coordinating visits from Veolia technical staff and upper level management to client where necessary. Arranges client visits to Veolia facilities and in-house installation demonstrations.
• Manages and participates in proposal preparation, pricing and presentations to clients.
• Automates processes where possible and ensures that historical data can be recaptured and utilized for future proposals where appropriate.
• Assists in negotiation with the client including preparation of agreements and possible structuring of financing solutions. Maintains a close liaison with other Veolia team members including operations, finance, legal, insurance, risk management, etc.
• Maintains current business development database. Prepares monthly reports and internal memos to communicate opportunities, take corrective actions, and assist with forecasting.
• Keeps abreast of new products, specifications, and industry trends, communicates new information to colleagues. Attends industry sponsored trade shows and seminars. Communicates potential opportunities to other Veolia locations and business units.

• Education / Experience / Background:
  • Business development experience selling to municipalities and other government organizations.
  • Typically at least ten years progressive sales experience in a related field with a proven track record and demonstrated aptitude with complex business transactions, pricing and project finance, financial models and spreadsheets.
  • Demonstrates effective technical and proposal writing.
• Knowledge / Skills / Abilities:
  • Knowledge of potential sales of Operations, Maintenance, Consulting, Professional Services, etc.
  • Knowledge of Veolia business, services offered, capabilities and ability to develop inter-relationship with other divisions in the Veolia Group.
  • Knowledge of potential clients in the target markets within geographical focus area with a network and relationships with potential clients, national trade organizations, engineering and construction firms, equipment vendors, financiers.
  • Knowledge of competitors in target markets, together with an appreciation of their strategies, strengths and weaknesses.
  • Knowledge of assigned markets, prices, legislation, suppliers, influences, contract structures.
  • Demonstrated understanding of internal economic factors and external economic factors affecting assignment areas.
  • Demonstrates effective project planning and organizational skills and ability to meet deadlines.
  • Demonstrated ability to prepare accurate, timely, effective, complete and easily understood written communications, reports and presentations for management, clients and the general public.
  • Demonstrates a high level of interpersonal, verbal, persuasion, presentation, and relationship building skills to communicate with all levels of internal and external contacts.
  • Ability to modify communication and presentation style to relate to a…