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Form of workJob Description
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.
Job DescriptionBENEFITS
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:
Manages and executes the company’s Business Development efforts in the water and wastewater business. Leads the Business Development team to achieve the company’s sales objectives; forms pursuit teams of internal personnel to manage analysis, due diligence, proposal development, contract negotiations, and closing of new transactions. Manages the company’s internal approval process. Manages teaming relationships with engineering/finance/construction partners. Actively assists with retention of existing customers.
Primary Duties/Responsibilities:
- Manages and directs the Business Development team within the Northeast Region.
- Supports the Business Development group in the planning and preparation of sales presentations for existing and prospective customers with the purpose of sustaining and growing market share, promoting and selling company services.
- Interprets customer requirements and determines which products best meet those requirements.
- Makes presentations to target customers to inform, persuade, educate and close business.
- Prepares responses to RFP’s (Request for Proposal) and RFQ’s (Request for Quotation) in coordination with the corporate Sales and Marketing team.
- 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, HR, 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.
- Coordinates Veolia development staff, technical staff and upper level management involvement and awareness of projects including contact with the customer where necessary.
Work Environment:
- Heavy travel schedule (50%+ of time, more if based in home office) to customer office locations and corporate centers.
- 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 a related field or equivalent commercial experience. Performance contracting, utility management, capital project management, project finance and/or public administration background is desirable; proficiency with various models of public-private-partnerships involving funding is necessary, including: grants, low interest loan funds, bonding, concessions, DBFO/BOT and others. Technical undergraduate combined with MPA or MBA is ideal.
- Typically has at least ten years progressive Business Development experience in municipal contracting with a proven track record and demonstrated aptitude with complex business transactions, pricing and project finance, financial models and spreadsheets. Demonstrates effective proposal writing.
- Typically five years of supervisory experience in a project development or management situation. This should include work in directing remote staff, training and motivation.
- Experience with corporate risk management processes and ability to present to senior management.
Knowledge/Skills/Abilities:
- Ability to review, comprehend and negotiate complex legal contracts (with Attorney support).
- Demonstrates effective project planning and organizational skills and effective use of time and resources to accomplish work and ability to meet deadlines.
- Ability to modify communication and presentation style in order to relate to a variety of people and personalities.
- Acquires in reasonable time; in depth knowledge of company's service offering, inter- relationship with other divisions in the Veolia Group, knowledge of markets, current market share within market, competition and strategy to develop new market concepts.
- Demonstrates a strong ability to customize an offering around a customer’s needs and drivers, and to develop creative structures for such customized offerings.
- Ability to develop the partnering opportunities required to successfully win business.
- Demonstrated understanding of internal economic factors (cost, margins, profit impact of decisions) and external economic factors affecting assignment areas. Knowledge of the various funding sources and structures for infrastructure projects.
- 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/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.
- 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 65%, Walking 10%.
- 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.
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.
