Business Development Manager - Industrial

Veolia•Colorado Springs, CO

10d•Hybrid

About The Position

Veolia in North America is a leading environmental company, recognized as the largest private water operator and technology provider, and a leader in hazardous waste and pollution treatment. The company offers a comprehensive suite of water, waste, and energy management services to commercial, industrial, healthcare, higher education, and municipal clients across North America. Headquartered in Boston, Veolia employs over 10,000 people at more than 350 locations. This position is responsible for identifying, developing, and executing long-term, integrated industrial/commercial contracts that align with Veolia's targets for business type, risk profile, and pricing. The role requires maintaining a robust sales pipeline, managing the entire negotiation and evaluation process from opportunity filtering and pitch meetings to internal approvals and contract execution. The Business Development Manager will also develop and implement strategies for sales, marketing, communications, and industry representation.

Requirements

Bachelor’s degree in Engineering or Science preferred, or equivalent technical and commercial experience.
At least ten years of progressive sales experience in a related field.
Proven track record and demonstrated aptitude with complex business transactions, pricing, and project finance.
Proficiency in financial models and spreadsheets.
Demonstrated effective technical and proposal writing skills.
Ability to review, comprehend, and negotiate complex legal contracts (with Attorney support).
Knowledge of the operation of: wastewater treatment, boilers, cooling water, raw water treatment, onsite solids and waste management, and material recovery.
Knowledge of Veolia business, services offered, capabilities, and inter-relationship with other divisions in the Veolia Group.
Knowledge of potential customers in target markets within the geographical focus area, with a network and relationships with potential customers, national trade organizations, engineering and construction firms, equipment vendors, and financiers.
Knowledge of competitors in target markets, including their strategies, strengths, and weaknesses.
Knowledge of assigned markets, prices, legislation, suppliers, influences, and contract structures.
Demonstrated understanding of internal economic factors (cost, margins, profit impact of decisions) and external economic factors affecting assignment areas.
Demonstrated effective project planning and organizational skills.
Ability to effectively manage time and resources to accomplish work and 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.
High level of interpersonal, verbal, persuasion, presentation, and relationship-building skills.
Ability to modify communication and presentation style to relate to diverse individuals.
Proficiency in 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.
Ability to work in a team environment and willingness to assume additional or new responsibilities readily.
Must have a valid driver's license with a safe driving record if operating company vehicles.

Nice To Haves

Equivalent technical and commercial experience in lieu of a Bachelor's degree in Engineering or Science.

Responsibilities

Leads the sales process by seeking business opportunities through customer interviews, and by consulting with other suppliers and colleagues in different regions.
Researches customers and their partners to identify decision-makers, understand procurement processes, and ascertain any past dealings with Veolia.
Interprets customer requirements and determines the most suitable products or services.
Recommends new services, products, and applications based on emerging developments in market segments.
Collaborates with Veolia Engineering and Operations to adapt existing products to meet market needs.
Prepares and delivers sales presentations that highlight customer value.
Coordinates customer visits with Veolia technical staff and upper management, and arranges customer visits to Veolia facilities and demonstrations.
Works with customer engineering/technical staff to obtain specifications and clarify customer needs and expectations.
Manages internal technical audits and internal approvals for projects.
Manages and participates in proposal preparation, pricing, and customer presentations.
Conducts proposal meetings, assigns tasks, sets deadlines, tracks progress, and compiles information from involved departments to ensure customer requirements and deadlines are met.
Automates processes where feasible and ensures historical data is captured for future proposals.
Leads customer negotiations, including the preparation of agreements and structuring of financing solutions.
Maintains a close liaison with other Veolia team members, including operations, finance, legal, insurance, and risk management.
Maintains the current business development database.
Prepares monthly reports and internal memos to communicate opportunities, outline corrective actions, and assist with forecasting.
Stays informed about new products, specifications, industry trends, and competitor activities, and shares this information with colleagues.
Attends industry trade shows and seminars.
Communicates potential opportunities to other Veolia locations and business units.