Business Development Manager Municipal Water
1 day ago
Veolia is seeking a highly skilled Business Development Manager to join our team in Western Massachusetts and Upstate New York. 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 identify the decision makers, procurement processes, and any history they may have had with Veolia.
- Interpret customer requirements and determine which products best meet those requirements.
- Recommend new products and applications for emerging developments in respective market segments. Work with Veolia Engineering and Operations to adapt existing products to market needs.
- Prepare and make sales presentations focusing on value to customers. Coordinate visits from Veolia technical staff and upper-level management to customers where necessary. Arrange customer visits to Veolia facilities and in-house installation demonstrations.
- Work 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.
- Manage and participate in proposal preparation, pricing, and presentations to customers. Conduct 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.
- Automate processes where possible and ensures that historical data can be recaptured and utilized for future proposals where appropriate.
- Lead negotiation with the customer including preparation of agreements and possible structuring of financing solutions. Maintain a close liaison with other members in the Veolia team including operations, finance, legal, insurance, risk management, etc.
- Maintain current business development database. Prepare 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.
- Keep abreast of new products, specifications, and industry trends, competitor strengths and weaknesses and communicates new information to colleagues. Attend industry-sponsored trade shows and seminars. Communicate potential opportunities to other Veolia locations and business units.
- Spends 50% of time in customer office locations.
- Spends 30% of time coordinating sales activities in market area.
- Travels 65 – 75% of the time.
- 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.
- 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. Demonstrates effective technical and proposal writing.
- 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.
- 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.
- Amount of time spent – Standing 25%, Sitting 50%, Walking 25%.
- While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.
- Is occasionally required to stoop, kneel, or crouch and enter confined spaces.
- May be required to use stairs. ladders, catwalks and supports at heights of 50 feet above the ground.
- May occasionally lift and/or move up to 50 pounds.
- Specific vision abilities required by this job include close vision, distance vision, color vision, and ability to adjust focus. Requires close visual observation to detect process non-conformance and machine malfunction.
We are an Equal Opportunity Employer 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 salary, other compensation, and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law
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