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Strategic Partnerships Manager

2 months ago

Syracuse, New York, United States Veolia North America Full time

Company Overview

About Veolia North America

Veolia North America (VNA), a part of the Veolia Group, provides a comprehensive range of services in water, waste, and energy management. Our offerings include water and wastewater treatment, commercial and hazardous waste collection and disposal, energy consulting, and resource recovery. VNA serves a diverse clientele, including commercial, industrial, healthcare, higher education, and municipal sectors across North America. With our headquarters in Boston, Massachusetts, we employ approximately 10,000 professionals at over 350 locations throughout the continent.

Position Overview:

Territory: Western Massachusetts & Upstate New York

Role Purpose:

The Strategic Partnerships Manager is responsible for identifying, cultivating, and executing long-term contracts with industrial and municipal clients for Veolia, ensuring alignment with business objectives, risk profiles, and pricing strategies. This role is crucial in maintaining a robust pipeline of prospects to guarantee consistent sales performance.

Key Responsibilities:

  • Lead the sales process by identifying business opportunities through customer interviews, collaboration with suppliers, and engagement with colleagues across regions.
  • Conduct thorough research on customers and their partners to pinpoint decision-makers, procurement processes, and any previous interactions with Veolia.
  • Analyze customer needs and recommend suitable products and services that align with their requirements.
  • Propose innovative products and applications in response to emerging market trends, collaborating with Veolia Engineering and Operations to tailor existing offerings.
  • Deliver compelling sales presentations that emphasize value to clients, coordinating visits from Veolia's technical staff and management as necessary.
  • Collaborate with customer engineering teams to clarify specifications and ensure alignment with customer expectations.
  • Oversee internal technical audits and approval processes for projects.
  • Manage proposal preparation, pricing strategies, and presentations to clients, ensuring timely communication and adherence to deadlines.
  • Streamline processes where feasible and maintain a comprehensive business development database, preparing monthly reports to track opportunities and address potential issues proactively.
  • Stay informed about new products, industry trends, and competitor activities, sharing insights with colleagues and identifying potential opportunities for collaboration.

Work Environment:

  • Approximately 50% of time spent in customer office locations.
  • About 30% of time dedicated to coordinating sales activities within the market area.
  • Travel requirements may vary.
  • Potential Work Hazards: Exposure to operational hazards such as dust, fumes, chemicals, and machinery.

Qualifications:

  • Bachelor's degree in Engineering or a related field preferred, or equivalent technical and commercial experience.
  • A minimum of ten years of progressive sales experience in a relevant field, demonstrating a successful track record in complex business transactions and project finance.

Skills and Abilities:

  • Proficient in reviewing and negotiating complex contracts.
  • In-depth knowledge of Veolia's services and capabilities, as well as relationships with potential customers and industry stakeholders.
  • Understanding of market dynamics, pricing structures, and competitive landscapes.
  • Strong project planning and organizational skills, with the ability to meet deadlines effectively.
  • Exceptional written and verbal communication skills, capable of preparing clear and impactful reports and presentations.
  • Demonstrated ability to build relationships and communicate effectively with diverse stakeholders.
  • Proficient in using office software, including word processing, spreadsheets, and presentation tools.
  • Commitment to compliance with laws, regulations, and company policies.
  • A collaborative mindset with a willingness to take on new responsibilities.

Physical Requirements:

  • Time allocation: Standing 25%, Sitting 50%, Walking 25%.
  • Regular use of hands for various tasks; ability to reach, talk, and hear.
  • Occasional need to stoop, kneel, or enter confined spaces.
  • May require climbing stairs or ladders and lifting up to 50 pounds.
  • Visual acuity for detecting process non-conformance and machine issues.

Benefits:

Veolia offers a comprehensive benefits package, including paid time off, health, dental, and vision insurance, as well as participation in an employer-sponsored 401(k) plan for retirement savings.

We are an Equal Opportunity Employer, and 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 information regarding salary, compensation, and benefits is accurate as of the posting date. The Company reserves the right to modify this information at any time, in accordance with applicable law.