Company Description
Veolia Group aims to be the benchmark company for ecological transformation. With nearly 230,000 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 tons of waste. Veolia Environnement (Paris Euronext: VIE) achieved consolidated revenue of 28,508 billion euros in 2021.
Job Description
Manages and executes the company’s project development effort in the water and wastewater business. Supports development with the business development group of growth objectives, prospects, and networking opportunities; forms pursuit teams of internal personnel to manage organic growth and new business analysis, due diligence, proposal development, contract development and 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
- Leads the business development group in identifying and executing growth strategy in the Northeast region.
- Manages and participates in presentations to existing and prospective customers with the purpose of sustaining and growing market share.
- Interprets customer requirements and determines which solutions best meet those requirements.
- Prepares responses to RFPs (Request for Proposal) and RFQs (Request for Quotation) with support of the internal proposal 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.
- Leads negotiation with the customer including preparation of agreements and possible structuring of financing solutions.
- Close liaison with other members in the Veolia team including operations, finance, legal, insurance, risk management, etc.
- Maintains Salesforce data.
- 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 offers, 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.
- Manages and leads the internal approvals process.
Qualifications
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.
- Minimum of 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- Must demonstrate ability to lead and work in a team environment and willingness to assume additional or new responsibilities readily.
- Ability to review, comprehend and negotiate complex legal contracts (with Attorney support).
- 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.
- 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.
Required Certification / Licenses / Training- Must have a valid driver's license.
PHYSICAL REQUIREMENTS / WORK ENVIRONMENT
Work Environment:Heavy travel schedule (50% of time, more if based in home office) to customer office locations and corporate centers.
Possible Work Hazards:Driving and hostile public environments are more likely a problem for the sales personnel than operating hazards. Physical Demands: 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.
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 About Veolia:Veolia offers the most complete range of environmental solutions to meet the challenges of cities, governments, campuses, businesses, and industries. Our network of talent and hands-on know-how is unique and unrivaled.
We help our customers address their environmental and sustainability challenges in energy, water, and waste. That means improving our clients' energy efficiency, better managing their water and wastewater, and recovering resources from their wastes. We do this in a safe, cost-effective and innovative manner for more than 550 communities and more than 30,000 businesses, campuses, and organizations throughout North America.
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.
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.
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