Business Development Manager - Water Reuse & Process Water Optimization (West Region)

Job Details

Company Description

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 more than 10,000 employees working at more than 350 locations across the continent.

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

The Business Development Manager (BDM) is responsible for achieving the profitable growth objectives set by the Regeneration & Recovery Solutions (RRS) Business by identifying, developing, and closing long term, sustainable contracts in the oil refining market with a focus on the refineries' water cycle efficiencies, wastewater optimization, and oily residuals processing. The BDM will lead the pursuit of new business opportunities by establishing strong relationships with existing and potential clients.

This position is located in the West Region. There is one position open in the West region, but there are multiple postings targeting our preferred locations.

PRIMARY DUTIES / RESPONSIBILITIES

• Drive and lead business development activities within their prescribed territory to meet the performance goals while maintaining the values of Veolia.
• Develop and maintain a sufficient prospect pipeline to ensure continuity of revenues and profitability year over year.
• Visit clients and prospects to uncover and evaluate their needs and identify related solutions from Veolia's Recovery Services.
• Prepare and make sales presentations focusing on customer value selling.
• Coordinate visits from Veolia technical staff and upper level management to customer sites where necessary.
• Arrange customer visits to Veolia facilities and in-house installation demonstrations.
• Anticipate and respond to Request-for-Quotations, Request-for-Proposals, Statement of Qualifications requests and other customer based inquiries.
• Run point on proposal preparation including meetings with internal departments including operations, engineering, legal, finance, EHS and leadership to ensure that the needs and expectations of the customer are clarified and communicated.
• Ensure the RRS team responds in a timely manner to complete proposals, pricing and presentations for customers.
• Demonstrate understanding of internal economic factors (cost, margins, and profit impact of decisions) and external economic factors in order to ensure proposal meets Veolia's success criteria and the customers' needs.
• Present proposals to clients, lead negotiations and possible financial structuring discussions.
• Follow-up on bids to insure the greatest potential for conversion to wins
• Oversee the quality for all communications being sent to customers to convey the proper RRS message to the marketplace.
• Maintain a high level of Client Satisfaction.
• Support & promote annual NPS surveys to capture level of client satisfaction year over year.
• Use CRM system (SalesForce) to manage key accounts, projects, prospects and sales campaigns.
• Prepare sales forecasts and inform management of all activities, opportunities, issues, and project deadlines during monthly pipeline reviews.
• Maintain vigilance to market dynamics and trends in services, specifications, and competitor movement within their market of responsibility and customer base.
• Communicate information to colleagues and adjust sales strategy and positioning according to these dynamics in order to increase win rate.
• Alert leadership of extraordinary events, new risks and requirements that may impact the business.
• Attend industry sponsored trade shows and seminars.
• Communicate potential opportunities to other Veolia locations and business lines.
• Develop and maintain communications in a cooperative and professional manner within all levels of the customers' organization and Veolia's Business units.
• Ensure the compliance of business development practices with the directives of Veolia and work with the utmost integrity.
• Assist other Business Development Managers to secure opportunities and provide independent and quality reviews on other proposals or project deliverables within your expertise as needed.

Qualifications

Education / Experience / Background

• Bachelor's degree in Engineering or related technical discipline.
• 10+ years of successful technical business development or sales experience in a related field with proven track record of complex business transactions, pricing and project finance, financial models and spreadsheets.
• 5+ years of experience in business development to heavy industry (oil & gas, petrochemical, or equivalent).
• Demonstrated experience in effective and successful technical and proposal writing.
• Established network and relationships within the West region of US refineries, national trade organizations, equipment vendors, and financiers.
• Current knowledge of or the ability to learn Veolia Regeneration & Recovery Solutions business, services offered, capabilities and interrelationship with other divisions in the Veolia Group.

Certifications / Licenses / Training

• Must have a valid driver's license with a safe driving record if operating company vehicles.
• P.E., CEM and other Industry relevant training and certifications and are a plus

Knowledge / Skill / Abilities

• Knowledge of the operations within oil & gas refining with a focus on the refinery water cycle, wastewater optimization and oily residuals processing.
• Knowledge of competitors in the Oil & Gas refining market, together with an appreciation of their strategies, strengths and weaknesses preferred.
• Knowledge of oil & gas market legislation, suppliers, influences, and contract structures preferred.
• 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.
• Active listener capable of uncovering and understanding clients' needs, building rapport and trust.
• Ability to originate ideas, comprehend complex concepts, synthesize diverse even contradictory pieces of information to creatively develop winning sales strategies.
• Ability to process technical, legal and financial information to arrive at an attractive business proposition.
• Knowledge of typical phases of project development process, client procurement procedures, and typical regulatory approval processes both within the refineries and externally.
• Demonstrated ability in effective project planning and organizational skills to meet deadlines and effectively use internal resources.
• Strong team player with a high-level of interpersonal, verbal, presentation, relationship building, persuasive & influencing skills in order to effectively communicate with all levels of internal and external contacts.
• Must be a self-starter, able to successfully work with minimum supervision and in a matrix organization that is focused on in the field operations.
• Must be able & willing to adapt to change.

Additional Information

About Veolia:

Veolia offers the most complete range of environmental solutions to meet the challenges of cities, governments, campuses, businesses and industries. Our network of talent and hands-on know-how is unique and unrivaled.

We help our customers address their environmental and sustainability challenges in energy, water and waste. That means improving our clients' energy efficiency, better managing their water and wastewater, and recovering resources from their wastes. We do this in a safe, cost-effective and innovative manner for more than 550 communities and more than 30,000 businesses, campuses and organizations throughout North America.

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.