Business Development Manager

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.

Job Responsibility

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
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

Requirements

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

What we offer

Paid time off policies
Health insurance
Dental insurance
Vision insurance
Life insurance
Savings accounts
Tuition reimbursement
Paid volunteering
Employer sponsored 401(k) plan
Sick leave – 56 hours
Observed Holidays – 11 days
Vacation – Flexible Time Off

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

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