Business Development Manager

About Veolia North America

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 approximately 10,000 employees working at more than 350 locations across the continent. Please visit our website www.veolianorthamerica.com.

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: 

As CPM Business Development Manager, you will manage and execute profitable growth objectives set by the CPM Business, by developing and closing CPM contracts while respecting the goals and values of VNA.

You will also collaborate directly with VNA and HQ Corporate teams, including the MW DS&I team, regional O&M and other teams as required.

You will be responsible for:

• Participating in definition and implementation of the CPM growth strategy, in close collaboration with O&M and MW DS&I teams, including efforts to adapt portfolio of businesses and projects as well as new business model opportunities to our strategic plan, definition and promotion of cross-selling initiatives.
• Develop a pipeline of new leads, using proactive communications to existing municipal clients collaborating with regional VPs and local Project Managers to identify long term facility needs and project partners. 
• Managing opportunities through the new WIN process and Commercial Excellence program, following procedures and tools while being in a continuous improvement mindset. Participating in monthly pipeline review calls with appropriate teams to track progress with the MW O&M and DS&I teams.
• Leading and preparing Capital Plans and other programmatic cost methods that reflect VNA value proposition for new CPM services.
• Coordinating internal teams to prepare proposals, including assigning tasks and setting deadlines, tracking progress and ensuring high-level quality of the proposal and other deliverables. Managing and participating in pricing and presentations to clients.
• Leading negotiation with the client, including understanding client' needs and value proposition.  Collaborating in the preparation of agreements and possible structuring of financing solutions.
• Developing partnerships with the best engineering and construction entities in each region.
• Developing, managing and overseeing preliminary engineering efforts and gain client approval for preliminary engineering, cost and schedule package. Responsibility to execute the balance of design and construction execution will be turned over and assigned to the CPM Construction Management team.  
• Consistently use Salesforce for sales pipeline management.
• Creating a positive environment of achievement, excellence and accountability within the BD team and promoting collaboration with all teams.

Primary Duties/Responsibilities:

• Establish and support a culture of collaboration in VNA and across divisions focused on growth.
• Identify opportunities and value-proposition for the client, while preparing proposals from coordination of internal teams to presentation to the client and negotiations.
• Participate in the definition and implementation of the growth strategy at the regional level, in close collaboration with the Region President and the MW DS&I team.

Education/Experience/Background:

• Bachelor's degree desired in Construction Management, Civil Engineering or related field; MBA or other advanced degrees a plus.
• Registration as a Professional Engineer (PE) a plus.
• Experience in working with integrated teams of design professionals, contractors, consultants in the delivery of DBO projects. In-depth experience in project scheduling, cost analysis, contract terms development, technical scope development, contracting, cash flow analysis and other construction project related functions. 
• 10+ years of related experience. Progressive Project Development or pre-construction services in Water or Wastewater.

Knowledge/Skills/Abilities:

• Demonstrates ability to develop unique solutions for complex technical problems that may include the design of new systems or development of solutions having few or no precedents.
• Consistently demonstrates leadership ability and regularly serves as a technical or functional leader on an operating group basis.
• Demonstrated ability to prepare accurate, timely, effective, complete and easily understood written communications, reports and presentations for management, clients and the general public.
• Ability to understand customers' perspective, key business drivers and critical success factors in the environmental services industry.
• Strong ability to customize an offering around a client's needs and drivers, and to develop value-proposition.
• Ability to successfully prioritize, and manage large, complex projects, deadlines, and tasks in a fast-paced environment. 
• Excellent interpersonal, verbal, persuasion, presentation, and relationship/team building skills in order to effectively communicate with all levels of internal and external contacts. Proven ability to negotiate with high-level government and industry representatives.
• Collaborative and creative team player with drive for innovation and continuous improvement of systems, processes, and tools.
• Ability to thrive in a flexible and collaborative environment.
• Working knowledge of Salesforce a plus.

Physical Requirements:

• Regional travel in New England, New York, Pennsylvania, Maryland, New Jersey & Maryland meeting with clients and O&M Teams.

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.