VP Sales & Business Development
Veolia North America

Company Description

Veolia Group aims to be the benchmark company for ecological transformation. With nearly 220,000 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, preserve available resources and replenish them. In 2021, the Veolia group provided 79 million inhabitants with drinking water and 61 million with sanitation, produced nearly 48 million megawatt hours and recovered 48 million tonnes of waste. Veolia Environnement (Paris Euronext: VIE) achieved consolidated revenue of 28,508 billion euros in 2021. www.veolia.com

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.

POSITION PURPOSE

This role leads the sales & business development function within the Utility Operations P&L of Veolia's Energy/Water Facilities & Building Services (FBS) division. Profitable Growth is the primary objective for the sales & business development team by collaborating with the P&L leader and BU Development, Strategy, & Marketing to implement and execute on new customer acquisition and strategic customer expansion. The position will continue to build the team of Business Developers with a diverse set of skills & experience to sell the full value chain of capabilities that Veolia's FBS division has to offer.

PRIMARY DUTIES / RESPONSIBILITIES

• The VP of Sales & Business Development will be expected to provide day-to-day oversight, mentorship and coaching to the Business Developers to build a robust pipeline of opportunities in sustainable energy and water focused operations & maintenance in industry and building campus environments. The BD Leader will act as a player-coach with individual responsibility for developing new opportunities.
• Coaches / manages the P&L sales team in the development of opportunities and manages sales team performance metrics.
• Will develop, establish and implement an end to end commercial process with CRM at its core that defines the sales process from lead generations to completion of negotiations and contract signing.
• Collaborates with marketing leads to interpret customer requirements and determine which products best meet those requirements.
• Leads / assigns responsibilities for new customer prospecting and outreach campaigns
• 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 to ensure that customer requirements and deadlines are met
• Supports / leads (where necessary) negotiation with the customer including preparation of agreements and possible structuring of financing solutions.
• Helps to Identify new trends / opportunities for growth and works hand-in-hand with the BU Development, Strategy, & Marketing function to develop winning strategies and sales / marketing campaigns; attends industry sponsored trade associations
• Responsible for diligent maintenance of sales and CRM data within the P&L sales function
• 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.

Qualifications

Education / Experience / Background

• Bachelor's degree in engineering, business, economics or a related field, an MBA a plus
• Typically has at least ten years progressive sales management experience / background in complex sales processes/cycles and business development (Design-Build-Operate/Finance, energy and water services and utility operations & maintenance outsourcing for industrial and commercial clients and relevant industry relationships.
• Experience managing geographically diverse sales teams and teaming with cross-funtional support teams - finance, legal, HR, technical support.
• Experience with corporate risk management processes and ability to present to senior management.
• Sufficient subject matter expertise and technical fluency in infrastructure, environmental or industrial end markets.

Knowledge / Skills / Abilities

• Proven track record and demonstrated aptitude with complex business transactions, pricing and project finance, financial model.
• A history of building cohesive sales teams and establishing successful sales organizations that drive growth.
• Ability to review, comprehend and negotiate complex legal contracts (with Attorney support).
• Success in building intercompany relationships with other divisions in the Veolia Group, knowledge of markets, 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.
• 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.
• 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/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.
• 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.

Required Certification / Licenses / Training

• Must have a valid driver's license with a safe driving record if operating company vehicles.
• Industry relevant certifications / trainings are a plus

Additional Information

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.

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.

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.