Sales Director in Lombard, IL at Veolia North America

Date Posted: 9/14/2020

Job Snapshot

Job Description

The Facility and Building Services division of Veolia North America is a provider of utility operation and maintenance services for utilities infrastructure in light and heavy industry. We provide these services at 50 sites across the United States at plants that require water, wastewater, steam, cooling, power and combined heat and power utilities to support their production processes.

The position of Sales Director will manage and execute the national sale of FBS services in heavy industry. Responsibilities include all aspects of sales strategy and execution to generate and qualify opportunities. This is the first step of our complex project development process. Activities include networking, prospecting, building relationships with engineering and construction firms, internal cross selling, and corporate sales. Position reports to the Vice President of Business Development.

Sales responsibility in this role is focused on developing the tactics needed to generate qualified opportunities and the subsequent execution of those tactics. Qualified opportunities will be managed and closed by a separate, but integrated, development team. Accordingly this role will be responsible for the following:
a)Development of a national prospecting plan and implementation of such plan to generate qualified opportunities.
b)Collaboration with prospects through solutions sales methods. To be effective a thorough understanding of the FBS value proposition, services, and key case studies is required. This initial collaboration forms the first step of a complex development process for opportunities that are subsequently qualified.
c)Formation of a preliminary understanding of customer needs, challenges, and fit with the FBS value proposition and core services, in effort to qualify opportunities.
d)Positioning of FBS competitively through differentiation and sale of our core competencies. 
e)Organization of development and subject matter expertise to support calls, meetings, and provide coaching. Leveraging of these resources is critical to lead qualification and the positioning of FBS.
f)Targeting of corporate prospects and subsequent access at the c-suite level, leveraging support from VNA corporate staff, relationships within our sister divisions, and our reference base of projects.
g)Targeting of strategic partners in engineering and construction to build relationships and co-sell.
h)Sales input and support of tactical marketing team for industry sponsored trade shows and seminars, digital content and campaigns, and targeted market research. Provide feedback on industry trends, competitor strengths and weaknesses, and market information.
i)Relationship management with sister VNA divisions to drive cross selling initiatives.

Successful candidates must possess the following:
a)At least 10 - 15 years of progressive experience in complex sale of operations and maintenance services for existing infrastructure, infrastructure upgrades, and new infrastructure, working collaboratively with engineering and construction partners.
b)Direct sales experience in steel, chemical/petrochemical, power, automotive and API Pharmaceutical markets within heavy industry.
c)Background in industrial water and wastewater processes and the ability to liaison with sales expertise in energy utilities (steam, cooling, power, and combined heat and power).
d)High proficiency in consultative and solutions sales processes, and interpersonal, verbal, persuasive, presentation and written communication skills.
e)Bachelor's degree in engineering, MBA preferred.
f)Knowledge of utility operations in a heavy industrial environment.
g)Access to major airport for national sales coverage, Houston or Chicago area preferable.
h)Ability to build relationships with a variety of stakeholders at the site based operations, corporate engineering, project management, sourcing, and executive levels. Additional ability to co-sell with strategic partners.
i)Ability to support 50% travel to customer locations, events, and VNA corporate hubs.