Director Business Development

Company Description

About Veolia North America

A subsidiary of Veolia Group, Veolia North America (VNA) 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. VNA helps commercial, industrial, healthcare, higher education, and municipality customers throughout North America. Headquartered in Boston, Mass., Veolia North America has approximately 10,000 employees working at more than 350 locations across the continent. Please visit our website www.veolianorthamerica.com.

Job Description

BENEFITS

Veolia's comprehensive benefits package includes paid time off policies, as well as health, dental and vision insurance. In addition, employees are also entitled to participate in an employer sponsored 401(k) plan, to save for retirement.  Pay and benefits for employees represented by a union are outlined in their collective bargaining agreement. 

Position Purpose: 

Identifies, develops and executes long-term, integrated municipal 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.

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 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, assigns tasks and sets 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.

Qualifications

Education/Experience/Background:

• MUST HAVE experience with business development selling to municipalities and other government organizations.
• Bachelor’s degree in Engineering, business, or other technical disciplines preferred.
• 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 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 customers in the target markets within geographical focus area with a network and relationships