Business Development Manager in Houston, TX at Veolia North America

Date Posted: 2/1/2021

Job Snapshot

Job Description

The Business Development Manager manages and executes the company's strategic sales growth. This position coordinates development of sales objectives, prospects, networking opportunities and ensures their execution towards successful new business contracts, and actively assists with retention of existing customers.
 
 
DUTIES:
  • Develops and implements strategies to grow the organization's business and market share.
  • Identifies target accounts and working with management, achieves specific goals for closing new business.
  • Learns, develops and implements new ways for company to differentiate itself in the marketplace.  In particular, applies infrastructure financing techniques to the water/wastewater sector
  • Prospects aggressively and develops new customers through networking, referrals, company lead generation and cold calling.  Follows up appropriately to obtain appointments.
  • Researches the customer and partners of the customer and identifies the decision makers, procurement processes, and any history they may have had with Veolia.
  • Plans and prepares sales presentations for existing and prospective customers with the purpose of sustaining and growing market share, promoting and selling company services and execute in-depth selling in all accounts.
  • Interprets customer requirements and determines which products best meet those requirements.
  • Recommends new products and applications for emerging developments in respective market segments. 
  • Makes sales presentations to inform, persuade, educate and close business. 
  • Prepares responses to RFP's (Request for Proposal) and RFQ's (Request for Quotation).
  • 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. 
  • Works closely with Account Management teams, keeping them apprised of customer needs and any deviations.
  • Maintains a close liaison with other members in the Veolia team including operations, finance, legal, 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. 

Job Requirements

- Bachelor's degree in related field or equivalent commercial experience
- Typically has at least ten years progressive sales experience in a related field with a proven track record and demonstrated aptitude with complex business transactions, pricing and project finance, financial models and spreadsheets. Demonstrates effective proposal writing
- 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 secure competitors business
- Knowledge of potential customers in the target markets within geographical focus area with a network and relationships with potential customers, national trade organizations, equipment vendors, and financiers
- Knowledge of competitors in target markets, together with an appreciation of their strategies, strengths and weaknesses 
- Knowledge of assigned markets, prices, legislation, suppliers, influences, contract structures
- Demonstrated understanding of internal economic factors (cost, margins, profit impact of decisions) and external economic factors affecting assignment areas
- 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 building skills in order to effectively communicate with all levels of internal and external contacts
- 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 have a valid driver's license with a safe driving record if operating company vehicles
- Must demonstrate ability to work in a team environment and willingness to assume additional or new responsibilities readily
- Must be able to pass a drug screen and criminal background check.
 
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.