Director - Business Development - Veolia - Los Angeles

Job description
The Director, Development manages and executes the company's project development effort in the water, wastewater and utility business. Supports development with the Sales group to achieve sales objectives, in developing prospects and networking opportunities; forms pursuit teams of internal personnel to manage analysis, due diligence, proposal development, contract development and negotiations, and closing of new transactions. Manages the company's internal approval process. Manages teaming relationships with engineering/finance/construction partners. Actively assists with retention of existing customers. The focus of this effort will be on larger, complex and non-traditional projects.


Responsibilities

• Interprets customer requirements and determines which products best meet those requirements.
• Support the Sales & Development 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 execute in-depth selling in all accounts.
• Makes presentations to target customers 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 development, internal risk reviews 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 Level

Management

• Bachelor's degree in related field or equivalent commercial experience. 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. Technical undergraduate combined with MPA or MBA is ideal.
• At least 10 years' 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 communication skills with internal documents, proposal writing and presentation.
• 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.
• Achievements and result oriented profile with demonstrable success closing large, complex transactions with municipal customers.
• A proven leader capable of pulling together multi-disciplined teams and motivating the team members to a common purpose.
• Outstanding communication skills - understanding customers with a track record of meeting customer objectives while combining them with the organization's commercial realities and objectives. Communicating these objectives to the development team to ensure focus and success and to senior management to gain their buy in and support.
• Strategic thinker able to demonstrate a capacity to understand the competitive situation and develop the best approach to win and close the deal
• Demonstrates a strong ability to customize an offering around a customer's needs and drivers, and to develop creative structures for such customized offerings.
• 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.

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