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Business Development Manager - East Region

Company: Veolia North America
Location: Paramus
Posted on: November 22, 2022

Job Description:

Business Development Manager - East RegioninParamus, NJatVeolia North AmericaDate Posted: 11/4/2022Job Snapshot

  • Employee Type: Full-Time
  • Location: Paramus, NJ
  • Job Type: Sales & Marketing / Sales
  • Experience: Not Specified
  • Date Posted: 11/4/2022Job DescriptionCompany DescriptionVeolia aims to be the benchmark company for ecological transformation. With nearly 179,000 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, preserveavailable resources, and replenish them. In 2020, the Veolia group supplied 95 million people with drinking water and 62 million people with wastewater service, produced nearly 43 million megawatt hours of energy and treated 47 million metric tons of waste.Job DescriptionIdentifies, develops and executes long-term, integrated industrial / municipal contracts for Veolia, meeting targets for business type, risk profile and pricing. Maintains a sufficient balance of prospects in the pipeline to ensure continuity of sales.
    • 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 project.
    • Manages and participates in proposal preparation, pricing and presentations to customers. Conducts proposal meetings, assigns tasks and sets 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.Qualifications
      • Bachelors 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 potential sales of: Operations, Maintenance, Consulting, Concession agreements
      • 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 Companys Code of Business Conduct and other Company policies and procedures.
      • Must have a valid driver's license with a safe driving record if operating company vehicles.
      • Must demonstrate ability to work in a team environment and willingness to assume additional or new responsibilities readily.
      • 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.
      • May perform more advanced functions as part of training and development.Additional InformationSPECIFIC ACTIVITIES (INTERMITTENT, ON AN OCCASIONAL BASIS, ETC.)Nature of Supervisory Responsibility : None, but teaches others to seek and identify business opportunities.Degree of supervision received or the degree of autonomy given: The degree to which supervisor outlines the methods to be followed or results to be obtained and checks work or progress.Receives general guidance and strategic direction: Assignments are made in terms of broad practice, precedents, policies, and goals. Work may be reviewed for fulfillment of program objectives and conformance with departmental policy and practice.Complexity of Duties and Decisions: The extent to which duties are guided by standard policy, practice or precedents or the amount of resourcefulness and planning and creative effort in devising new methods, policies, policies, procedures, products or original application.Major responsibility for making decisions and final recommendations which routinely affect the activities of the company. Includes responsibility for developing strategic plans for assigned area.Work is widely varied and requires the interpretation and application of a variety of policies, procedures and/or precedents used in combination. Diverse issues, involving multiple disciplines must be gathered and analyzed in order to make effective decisions or to establish new policy / procedures. Many issues are time-sensitive and/or multi-faceted.Initiative: Describe the ingenuity, creative imagination or original thought that is expected of the job.Self-directed and confident in their ability to negotiate agreements, overcome challenges and respond to deviations without the need for direction. Acts independently, secure in the knowledge that they have support from above.How errors detected and what is possible impact of those errors?Technical specifications and contract terms are reviewed by higher level management and legal department, so errors are likely to be detected and corrected before serious damage can occur. Errors in communication with customers can cause problems and impact future business. Revenue and profit margins are directly impacted by errors.INTERPERSONAL / COMMUNICATIONSInd icate internal and external contacts and purpose of contacts.Acts as primary focal point for customer relationship.Develops strong relationships with customer personnel. Frequent customer presentation.Shares opinions, ideas and resources with others to achieve common goals; fosters teamwork and collaboration, builds trust.WORK ENVIRONMENT AND DEMANDSList the work environment and physical demands encountered while performing the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.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 65 75% of 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.Physical Demands: Amount of time spent Standing 25%, Sitting 50%, Walking 25%.While performing the duties of this job, the employee is regularly required 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.This job description is a general description of essential job functions. It is not intended as an employment contract, nor is it intended to describe all duties someone in this position may perform. All employees are expected to perform tasks as assigned by supervisory personnel, regardless of job title or routine job duties.As an inclusive company, Veolia is committed to diversity and gives equal consideration to all applications, without discrimination.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.

Keywords: Veolia North America, Paterson , Business Development Manager - East Region, Executive , Paramus, New Jersey

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