Business Development Regional Growth Leader

Overview

Business Development Regional Growth Leader at Veolia North America. This role focuses on identifying and developing long-term relationships and opportunities, managing the sales pipeline, and coordinating with Veolia teams to deliver client value.

• 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 by seeking business opportunities with potential and current clients, other suppliers, and colleagues in other regions.
• Researches the client and partners to identify decision makers, needs, procurement processes, and any prior history with Veolia.
• Interprets client requirements and determines which processes and offerings best meet those requirements.
• Recommends new products and applications for emerging developments in relevant market segments. Works with Veolia Engineering and Operations to adapt existing products to market needs.
• Prepares and delivers sales presentations focusing on value to the client. Coordinates visits from Veolia technical staff and upper management as needed. 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 historical data can be recaptured for future proposals where appropriate.
• Assists in negotiations with the client, including preparation of agreements and possible structuring of financing solutions. Maintains liaison with operations, finance, legal, insurance, risk management, and other Veolia teams.
• 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, industry trends, competitor strengths and weaknesses, and communicates new information to colleagues. Attends industry trade shows and seminars. Communicates potential opportunities to other Veolia locations and business units.

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

• 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 in complex business transactions, pricing and project finance, financial models and spreadsheets.
• Demonstrates effective technical and proposal writing.

• Knowledge of potential sales of Operations, Maintenance, Consulting, Professional Services, etc.
• Knowledge of Veolia business, services offered, capabilities, and ability to develop inter-relationships with other divisions in the Veolia Group.
• Knowledge of potential clients in target markets within the 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 and their strategies, strengths and weaknesses.
• Knowledge of assigned markets, prices, legislation, suppliers, influences, and contract structures.
• Demonstrated understanding of internal and external economic factors affecting assignment areas.
• Demonstrated project planning and organizational skills and ability to meet deadlines.
• Ability to prepare clear written communications, reports and presentations for management, clients and the public.
• Strong interpersonal, verbal, persuasion, presentation, and relationship-building skills to communicate with all levels of internal and external contacts.
• Ability to adapt communication and presentation style for a variety of people and personalities.
• Proficiency in word processing, spreadsheet, and presentation software.
• Commitment to compliance with applicable laws, the Company Code of Business…