Business Development Manager

4 weeks ago

Utica, New York, United States Veolia Environnement SA Full time

Job Title: Business Development Manager

Job Summary:

We are seeking a highly skilled Business Development Manager to join our team at Veolia Environnement SA. As a Business Development Manager, you will be responsible for identifying, developing, and executing long-term, integrated industrial/municipal contracts for Veolia, meeting targets for business type, risk profile, and pricing.

Key Responsibilities:

  • Lead the sales process, with support as necessary, by seeking business opportunities by interviewing customers, other suppliers, and colleagues in other regions.
  • Research 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 customers. Coordinates visits from Veolia technical staff and upper-level management to customers 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 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.
  • Ability to review, comprehend, and negotiate complex legal contracts (with Attorney support).
  • 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.
  • 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.
  • Must demonstrate ability to work in a team environment and willingness to assume additional or new responsibilities readily.

Work Environment:

Spends 50% of time in customer office locations. Spends 30% of time coordinating sales activities in market area. Travels % 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.

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