Business Development Manager - Industrial & Commercial (I&C)

Company Description

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.

Job Description

Position Purpose: 

Identifies, develops and executes long-term, integrated industrial / commercial contracts 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.

Responsible for driving the complete negotiation and evaluation process: including, filtering opportunities through the go-no-go process, organizing pitch meetings, driving internal approval meetings with management, as well as, successfully negotiating opportunities with complex terms and structure, and fully driving contract execution. Develops, implements and manages the strategies including: sales, marketing, communications, and industry / market representation.

Primary Duties/Responsibilities: 

• Leads the sales process, with support as necessary, by seeking business opportunities by interviewing customers, other suppliers and colleagues in other regions.
• Researches the customer and partners of the customer and identifies the decision makers, procurement processes, and any history they may have had with Veolia.
• Interprets customer requirements and determines which products best meet those requirements.
• Recommends new services, 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 customer. Coordinates visits from Veolia technical staff and upper level management to customer where necessary. Arranges customer visits to Veolia facilities and in-house installation demonstrations.
• Works with customer engineering/technical staff to get actual specifications, ensuring that the needs and expectations of the customer are clarified and communicated.
• May manage internal technical audit and internal approvals for project.
• Manages and participates in proposal preparation, pricing and presentations to customers. Conducts proposal meetings, assign tasks and set deadlines, tracks progress, communicates and compiles information from involved departments and ensures that customer requirements and deadlines are met.
• Automates processes where possible and ensures that historical data can be recaptured and utilized for future proposals where appropriate.
• Leads negotiation with the customer 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.

Work Environment:

• Spends most of time in an office environment.
• Spends 50% of time in customer office locations.
• Spends 30% of time coordinating sales activities in market area.
• Travels 65 – 75% of the time.
• Possible Work Hazards: May be exposed to possible operations hazards including dust, fumes, toxic and caustic chemicals, rotating machinery, high pressure, hot or cold work temperatures, slippery surfaces, water and electrical hazards.

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.

Knowledge/Skills/Abilities: 

• 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.
• 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 contacts.
• Ability to modify communication and presentation style in order to relate to a variety of people and personalities.
• Must be proficient in the use of word processing, spreadsheet, and presentation software.
• Demonstrated commitment to compliance with applicable laws and regulations, the Company’s Code of Business Conduct and other Company policies and procedures.
• Must demonstrate ability to work in a team environment and willingness to assume additional or new responsibilities readily.

Required Certification/Licenses/Training: 

• Must have a valid driver's license with a safe driving record if operating company vehicles.

Physical Requirements:

• Amount of time spent – Standing 25%, Sitting 50%, Walking 25%.
• While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.
• Is occasionally required to stoop, kneel, or crouch and enter confined spaces.
• May be required to use stairs. ladders, catwalks and supports at heights of 50 feet above the ground.
• May occasionally lift and/or move up to 50 pounds.
• Specific vision abilities required by this job include close vision, distance vision, color vision, and ability to adjust focus. Requires close visual observation to detect process non-conformance and machine malfunction.

Additional Information

Pay Range: $140000 to $180000 per year.

Benefits: Veolia’s comprehensive benefits package includes paid time off policies, as well as health, dental, vision, life insurance, savings accounts, tuition reimbursement, paid volunteering and more. In addition, employees are also entitled to participate in an employer sponsored 401(k) plan, to save for retirement.

Sick leave – 56 hours; Observed Holidays – 11 days; Vacation – Flexible Time Off

We are an Equal Opportunity Employer! All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Disclaimer: The salary, other compensation, and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.