Corporate Sales Director in Boston, MA at Veolia North America

Job 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 more than 10,000 employees working at more than 350 locations across the continent. Please visit our website www.veolianorthamerica.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: 

As part of a corporate support function, the Corporate Sales Director will be working on a wide range of topics spanning VNA’s entire service portfolio - hazardous waste management, municipal and industrial water utility operations, and building energy services - as well as the Development, Strategy & Innovation team’s broad mandate from corporate sales and targeted strategy projects to innovation-related initiatives.

More specifically, the Corporate Sales Director will play a key role in the growth acceleration of the North American zone, being directly responsible for building relationships, developing new business for 1 to 3 products/markets and managing the implementation of new sales methodology and tools. Your role as Corporate Sales Director will require close collaboration with DS&I, marketing, sales and operations teams across VNA’s business units and with the Strategy & Innovation team and Business Support and Performance (BS&P) team at Veolia’s HQ in Paris. In addition, you will identify and lead the development of significant “One Veolia” opportunities - opportunities that meet the needs of new or existing customers by combining water, waste, and energy capabilities to solve complex challenges. While P&L owners are ultimately accountable for the growth of their businesses, you will work with stakeholders in the BUs to establish ambitious (and realistic) sales plans and product management best practices and you will launch and lead monthly pipeline review calls to track progress, to challenge the teams, and to role model effective sales behaviors.

Primary Duties/Responsibilities:

• Establish and execute, in collaboration with the BUs, a cross-BU strategic product management program to increase our potential for cross-selling and up-selling with a selected number of high priority customers.
• Analyze market trends, competitive landscape and customers data and feedback to identify and develop business development opportunities that require solutions for our customers that cannot be delivered by a single BU but depend on a “One Veolia” approach.
• Develop and put in place governance frameworks and a roadmaps.
• Establish strategy execution best practices including the annual management cycle, a balanced scorecard approach to performance management, and project management standards.
• Develop strategic partnerships to offer a wider range of solutions and/or to enter new markets.
• Develop the team to support Global and Regional sales at various levels and in various departments of each organization.
• Lead and motivate a team of sales professionals to meet objectives.
• Build trust-based relationships with buyers and other stakeholders.
• Understand customer needs and develop value propositions and offers to meet those needs, combining the full range of capabilities in the Group
• Build and lead project teams to respond to tender opportunities and to develop solutions for complex customer challenges.
• Support the development of new services and business models.
• Establish and roll out a Commercial Excellence program focused on improved sales pipeline management, sales performance management (targets and quotas) and reporting, marketing and sales plan, key accounts program, sales curriculum and training, and commercial enablers such as processes (different procedures) and tools support (such as CRM system), key performance indicators.
• Perform other duties as required.

Qualifications

Education/Experience/Background:

• Bachelor's degree with an emphasis in Science, Engineering or Business; MBA or other advanced degrees a plus.
• 10 years of Industrial, Energy, Water, and/or Environmental business sector(s) with demonstrated experience in Sales and Business Development.

Knowledge/Skills/Abilities:

• Excellent verbal and written communication skills with the ability to work with people at all levels of the organization.
• Ability to successfully prioritize, manage complex projects, deadlines, and tasks with little supervision.
• An understanding of key revenue levers and cost drivers of business processes in relation to service delivery models and critical success factors for our various business lines.
• Collaborative and creative team player with drive for innovation and continuous improvement of systems, processes and tools.
• Self-starter with strong organization, project management, time management, and problem-solving abilities.
• Strong leadership skills, with the ability to motivate and inspire a team of sales professionals.
• Excellent analytical and problem-solving skills, including the ability to disaggregate issues, identify root-causes and recommend solutions.
• Successfully works on multiple tasks in a fast-paced environment with tight deadlines.
• Ability to thrive in a flexible and collaborative environment.
• Willing to travel.

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.