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 busin