Business Development Manager for Municipal Water Projects - Southwest Territory

About Veolia
Veolia group aims to be the benchmark company for ecological transformation. In 2022, with nearly 220,000 employees worldwide, the Group designs and provides game-changing solutions that are both useful and practical for water, waste and energy management. Through its three complementary business activities, Veolia helps to develop access to resources, preserve available resources, and replenish them. In 2021, the Veolia group supplied 79 million people with drinking water and 61 million people with wastewater service, produced nearly 48 million megawatt hours of energy and treated 48 million metric tons of waste. Veolia Environnement (Paris Euronext: VIE) generated consolidated revenue of €28.508 billion in 2021. www.veolia.com

Pay Rate: $130000 to $150000, Per Year.

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 will join the BD team for the West Region of Municipal Water in their growth strategy execution. With a focus on new business, the ideal person will Identify, develop and execute long-term, integrated industrial / municipal contracts for Veolia, meeting targets for business type, risk profile and pricing. The focus area for the role will be in the Southwest, including Southern California, Arizona, New Mexico, Utah, Nevada, Colorado and Arizona.

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 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 projects.

• 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 at least 50% 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.

Education/Experience/Background:

• Bachelor’s degree in Engineering preferred in order to interpret customer technical requirements and determine best fit or equivalent technical and commercial experience.

• 10+ years of 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.

• Experience in the municipal utility space.

Knowledge/Skills/Abilities:

• Ability to review, comprehend and negotiate complex legal contracts (with Attorney support).

• Knowledge of the operation of: give specifics here – types of plants – types of projects.

• 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.

Required Certification/Licenses/Training:

• Must have a valid driver's license with a safe driving record if operating company vehicles.

Physical Requirements:

• 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.

All your information will be kept confidential according to EEO guidelines.

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.