Business Development Regional Growth Leader

Company Description

About Veolia North America

Veolia in North America is the top-ranked environmental company in the United States for three consecutive years, and the country’s largest private water operator and technology provider as well as hazardous waste and pollution treatment leader. It offers a full spectrum of water, waste, and energy management services, including water and wastewater treatment, commercial and hazardous waste collection and disposal, energy consulting and resource recovery.

Veolia helps commercial, industrial, healthcare, higher education and municipality customers throughout North America. Headquartered in Boston, Veolia has more than 10,000 employees working at more than 350 locations across North America.

Position

Purpose:

• 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.

Primary Duties/Responsibilities:

• 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. Assist 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 members in the Veolia team including operations, finance, legal, insurance, risk management, etc.
• Maintains current business development database. Prepares monthly reports and internal memos in a timely manner, to communicate and outline opportunities, to take corrective actions to resolve issues before they become problems and to assist with forecasting.
• Keeps abreast of new products, specifications, and industry trends, competitor strengths and weaknesses and communicates new information to colleagues. Attends industry sponsored trade shows and seminars. Communicates potential opportunities to other Veolia locations and business units.

Additional Details:

• Travel up to 50% as needed to service your territory
• Travel may include both local day trips and overnight trips
• Position is remote within the region and requires easy access to airports

Education/Experience/Background:

• Business development experience selling to municipalities and other government organizations.
• Typically has 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 (cost, margins, profit impact of decisions) and external economic factors affecting assignment areas.
• Demonstrates effective project planning and organizational skills and effective use of time and resources to accomplish work 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 in order to effectively communicate with all levels of internal and external…