Business Development Manager - Municipal Water

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.

Public Water and Wastewater Systems

Public water and wastewater systems protect and preserve local water resources for communities everywhere. The reliable operation of these facilities is critical for public health and safety. Veolia partners with public utilities to improve operations, mitigate risk, improve infrastructure, and decrease operational costs. By partnering with a private company, cities and municipalities gain access to experienced management and labor as well as a global network of technical resources. In our public private partnerships (P3s), local governments maintain ownership and control while Veolia takes care of day to day operations and maintenance of infrastructure.

Veolia's P3 solutions include:

• Operations Partnerships – Veolia leads the market in water and wastewater operations and maintenance (O&M) solutions. Our water and wastewater employees live and operate in 617 communities serving a population of over 10 million people.
• Operations Optimization Programs – Veolia’s operations optimization services are an extension of our O&M services; they include asset management, metering and billing, capital program management, and data analytics.

Position Purpose:

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

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

You will be responsible for:

• Participating in definition and implementation of the 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.

Notes:

• This is a remote role servicing the Northeast corridor
• Weekly travel is expected
• Position is base salary + bonus and an additional incentive plan

Qualifications

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.

Additional Information

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.