Business Development Manager - Industrial

About the role

The successful candidate will lead the sales process, working closely with Veolia Engineering and Operations to identify and develop long-term, integrated industrial/commercial contracts. They will maintain a pipeline of opportunities and drive the negotiation and execution of these contracts, while also managing the sales strategy and presenting proposals to customers.

Responsibilities

• Identifies and pursues business opportunities by interviewing customers, other suppliers, and colleagues in other regions.
• Researches customers and partners, identifying decision-makers, procurement processes, and past interactions with Veolia.
• Interprets customer requirements and recommends new services, products, and applications based on emerging market trends.
• Works with Veolia Engineering and Operations to adapt existing products to meet customer needs.
• Prepares and delivers sales presentations focusing on the value to the customer.
• Coordinates visits from Veolia technical staff and upper-level management to customer sites, and arranges customer visits to Veolia facilities.
• Manages internal technical audits and internal approvals for projects.
• Manages and participates in proposal preparation, pricing, and presentations to customers.
• Automates processes where possible and ensures historical data can be captured and reused for future proposals.
• Leads negotiations with customers, including preparing agreements and structuring financing solutions.
• Maintains a close liaison with other members of the Veolia team, including operations, finance, legal, insurance, risk management, etc.
• Maintains a current business development database and prepares monthly reports and internal memos.
• 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, communicating potential opportunities to other Veolia locations and business units.

Requirements

• Bachelor's degree in Engineering or Science preferred, or equivalent technical and commercial experience.
• At least ten years of progressive sales experience in a related field, with a proven track record and demonstrated aptitude for complex business transactions, pricing, and project finance.
• Demonstrated ability to prepare accurate, timely, effective, complete, and easily understandable written communications, reports, and presentations.
• Knowledge of Veolia's business, services offered, capabilities, and inter-relationship with other divisions in the Veolia Group.
• Knowledge of potential customers in the target markets within the geographical focus area, with a network and relationships with potential customers, national trade organizations, engineering and construction firms, equipment vendors, financiers, and competitors.
• Knowledge of assigned markets, prices, legislation, suppliers, influences, contract structures, internal and external economic factors affecting the assignment areas, and project planning and organizational skills.
• Proficiency in using word processing, spreadsheet, and presentation software.
• Ability to work in a team environment and assume additional or new responsibilities readily.

Qualifications

• Education/Experience/Background: Bachelor's degree in Engineering or Science preferred in order to interpret customer technical requirements and determine best fit or equivalent technical and commercial experience.
• 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.

Skills

• Ability to review, comprehend, and negotiate complex legal contracts (with Attorney support).
• Knowledge of the operation of: wastewater treatment, boilers, cooling water, raw water treatment, onsite solids and waste management, and material recovery.
• Knowledge of Veolia business, services offered, capabilities, and inter-relationship with other divisions in the Veolia Group.
• Knowledge of potential customers in the target markets within geographical focus area, with a network and relationships with potential customers, national trade organizations, engineering and construction firms, equipment vendors, financiers, and competitors.
• 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.
• Demonstrated ability to prepare accurate, timely, effective, complete, and easily understood written communications, reports, and presentations for management, clients, and the general public.
• Demonstrated commitment to compliance with applicable laws and regulations, the Company's Code of Business Conduct, and other Company policies and procedures.
• Ability to modify communication and presentation style in order to relate to a variety of people and personalities.
• Proficient in the use of word processing, spreadsheet, and presentation software.
• Ability to work in a team environment and willing to assume additional or new responsibilities readily.

Benefits

Veolia offers a comprehensive benefits package including paid time off policies, health, dental, vision, life insurance, savings accounts, tuition reimbursement, paid volunteering, and participation in an employer-sponsored 401(k) plan for retirement. Sick leave - 56 hours; Observed Holidays - 11 days; Vacation - Flexible Time Off.

Pay

$140,000 to $180,000 per year.

Schedule

65-75% travel.