Director, Business Development

Summary

Join Veolia North America as a Business Development Manager responsible for identifying, developing, and executing long-term municipal contracts. You will lead the sales process, research customers, interpret requirements, and prepare compelling presentations. This role requires strong negotiation skills, collaboration with internal teams, and market knowledge. The position is remote within a specified region and involves up to 50% travel. Veolia offers a comprehensive benefits package including paid time off, health insurance, and a 401(k) plan.

Requirements

• Business development experience selling to municipalities and other government organizations
• 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 potential sales of: Operations, Maintenance, Consulting, Professional Services, etc
• Knowledge of Veolia business, services offered, capabilities and ability to develop 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
• Must have a valid driver's license with a safe driving record if operating company vehicles
• Employee Orientation, Standard Operating Procedures, Safety, OSHA & Quality Training
• Attends appropriate industry related professional society meetings and functions and reads technical and scientific journals in order to stay informed of and make good use of new technology, methods, products and personal development opportunities

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 customer. Coordinate visits from Veolia technical staff and upper level management to customer 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
• Manage and participate in proposal preparation, pricing and presentations to customers. Conduct proposal meetings, assign tasks and set deadlines, track progress, communicate and compile information from involved departments and ensure that customer requirements and deadlines are met
• Automate processes where possible and ensure 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 communicate new information to colleagues. Attend industry sponsored trade shows and seminars. Communicate potential opportunities to other Veolia locations and business units

Preferred Qualifications

Bachelor’s degree in Engineering, business, or other technical disciplines

Benefits

• Paid time off policies
• Health, dental and vision insurance
• Employer sponsored 401(k) plan