VP Business Development

Job Description

Pay Rate: $175000 to $225000 Per Year.

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: 

The Vice President Business Development is a pivotal role for the West Region of the Municipal Water Contract Operations business. The candidate will manage and execute the company’s project development efforts in the water, wastewater and utility business. Main responsibilities will include supporting sales objectives and developing new business opportunities across the diverse region which includes  Arizona, California, Colorado, Montana, New Mexico, Nevada, Utah, Oregon, Washington, Wyoming, Hawaii. The successful candidate will be fluent in proposal development, excellent at client presentations and closing transactions effectively, and interested in leveraging a team in the region to achieve the Region’s growth strategy and vision.

Primary Duties/Responsibilities:

• Excellent Customer Service: Interprets customer requirements and determines which products best meet those requirements. Makes presentations to target customers to inform, persuade, educate and close business. Leads negotiation with the customer including preparation of agreements and possible structuring of financing solutions.

• RFP’s (Request for Proposal) and RFQ’s (Request for Quotation) for New Business Development: Manages and participates in proposal preparation, pricing and presents 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.

• Sales: Supports the Sales group in the planning and preparation of sales presentations for existing and prospective customers with the purpose of sustaining and growing market share, promoting and selling company services and executing in-depth selling in all accounts.

• Account Management: Works closely with Account Management teams, keeping them apprised of customer needs and any deviations. Maintains current business development database. Prepares monthly reports and internal memos efficiently, communicates and outlines opportunities, takes corrective actions to resolve issues before they become problems and to assists with forecasting.

• Workflow optimization: Automates processes where possible and ensures that historical data can be recaptured and utilized for future proposals where appropriate..

• Internal Partnership and Cross-functional Collaboration: Partners with other members in the Veolia team including operations, finance, legal, insurance, risk management, etc., coordinating involvement from technical staff and upper-level management including contact with the customer where necessary

• Municipal Water Industry: 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.

Work Environment:

• Heavy travel schedule (50%+ of time, more if based in home office) to customer office locations and corporate centers.

Qualifications

Education/Experience/Background:

• Bachelor’s Degree in a related field or equivalent commercial experience. Technical undergraduate combined with MPA or MBA is ideal.

• Experience in 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. 

• 10+ years of 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.

• 5+ 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.

• Ability to present to senior management.

Knowledge/Skills/Abilities:

• 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.
• Must demonstrate ability to work in a team environment and willingness to assume additional or new responsibilities readily.

Required Certification/Licenses/Training:

• Must have a valid driver's license with a safe driving record if operating company vehicles.

Physical Requirements:

• 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.
• May occasionally lift and/or move up to 50 pounds.
• 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.