- Execute business development goals to meet and/or exceed sales targets.
- Strong focus on market coverage & gap assessment, building new strategic accounts and to quickly build customer relationships.
- Ensures the coherency and alignment of commercial sales activity with the other offices and business units of VWTS, by participating in coordination meetings and business committees.
- Keeps management informed of current activities and target status through proper reporting.
- Maintains the VWTS opportunities database (Salesforce) as an accurate summary of the pipeline.
- Defines bid strategy according to the client requirements and the company's WIN process, in close co-operation with the EPS Global Lead (Growth & Energy Transition) and/or WTSP Sales & Technology Director and the Proposals Engineer.
- Working with the EPS Global Lead and/or WTSP Sales & Technology Director and Project Delivery / Sourcing teams identify appropriate partners and support the development of the execution strategies.
- Monitor the activities of competitors and customers. Analyse market trends, customer initiatives and competitor technical and industry segment focus. Instigate necessary links to help improve WTS competitiveness.
- Deploys the bid action plan through constant engagement with the customer. Consolidation of the proposals, process, services, execution, financial and legal input into the offer through close consultation with the relevant functional departments.
- Verifies all contracts as sold agree with the business' offer to the customer. Facilitates signing of the contracts. Maintains the customer relationship post sale along with the project delivery, throughout contract execution and warranty periods.
- Coordinates the preparation of client pre-qualification submissions, and monitors and ensures that the business' details are up to date on industry / client tender portals.
- Coordinate with Capital Project Execution and/or Service sales teams where necessary to position VWTS for the best chance to win.
- Successfully work in a matrix environment, including domestic/regional sales teams & interfacing at all levels throughout the organization.
- Actively listen to customers/market needs and provide effective technical service to resolve issues and inquiries.
- Drive growth by continuously creating and selling customer value propositions, geographical coverage, meeting End User/OEMs (Independent Channels), Distributors and Value-Added Resellers (Branded Channels) for assigned territories.
- Focus on our competitive advantage while leveraging our pre-Engineered Technologies and Products portfolio and where appropriate/necessary/possible the broader products/services portfolio.
- Serve as a knowledgeable resource to customers using VWTS technology to solve identified treatment and processing needs, whether for Produced Water, Wastewater or Oil & Gas applications.
- Support the VWTS / VWT Sales team to identify suitable scope to maximize win rate.
- Provide Technical training, input to VWTS / VWT Sales teams and Channel Partners, customer troubleshooting (coordination of SME's), value generation and value selling at customer site.
- Learn and maintain awareness of all safety and environmental practices.
- Participating in Marketing Activity like Webinars, Exhibition, Seminar, Conference and other marketing campaigns.
- Preparedness to travel for customer and internal meetings, industry conferences etc.
- Comply with VWTS Ethics Charter and business courtesy policies in all business dealings: internally and externally.
Minimum Requirements: - Diploma/Degree in Engineering (Chemical or Mechanical) or Science, or equivalent from an
- accredited university or college.
- 5+ years' experience in Energy, Oil & Gas (Produced Water and/or Wastewater Treatment) or
- related industry.
- OEM / process equipment industry experience preferred.
Useful Skills or abilities - Strong oral and written English language capabilities; competency in French (written and spoken) is well regarded.
- Business Development, Sales / Proposal Experience in a related industry / sector - Water Treatment and/or Oil & Gas would be well regarded.
- Demonstrated sales/people skills and/or aptitude with proven sales record.
- Grounded business acumen and comprehension of aspects of global manufacturing/supply chain.
- Motivated self-starter with a passion for selling.
- Successful track record penetrating new accounts and markets.
- Expertise on Separation Technologies is desirable
Veolia Water Technologies & Solutions (WTS) is a worldwide leader in water recovery, treatment and reuse. We design and supply a range of water systems, from food and beverage applications, to municipal water, to microelectronics ultrapure water and heavy industrial wastewater treatment. Our portfolio of technologies includes solids-contact clarification, membrane & media filtration, ion exchange, electrolysis, digestion, evaporation, ozone/UV disinfection and more.
We offer competitive compensation and benefits working in a dynamic environment with challenging projects and training provided to ensure your success.
We realize diverse teams make smarter decisions, deliver better results, and build stronger communities. We're an organization that champions diversity and inclusion at every level and are proud to be an equal opportunity workplace -
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Sales Manager - Tomball, Texas, United States - Veolia Water Technologies & Solutions
Description
The Energy & Process Solutions (EPS) and Water Technologies Solutions Poseidon (WTSP) businesses within Veolia Water Technologies & Solutions ("VWTS") are broadening their product offering, which involves significant focus on pre-Engineered equipment/systems, and geographical /market segment growth. To support this important growth initiative the businesses are applying their legacy expertise in produced water and wastewater treatment as it relates to energy oil & gas, pulp & paper, and Food & beverage industries. In particular EPS and WTSP deliver equipment for solids and oil separation from water(hydrocyclones, induced flotation, nutshell filters), Dissolved Air Flotation (DAF) and Oil / water separators. Presently, EPS provides proposals and sales support to its global customer base from its offices in Australia and the UAE, whilst WTSP supports its customers from Quebec, Canada. To better address the American Markets (NAM and LAM), a dedicated resource is required to service the internal customer interface
Reporting the Global Leader - Growth & Energy Transition (EPS) and with guidance from the Sales & Technology Director (WTPS), the Sales Manager is responsible for the establishment and management of long-term business relationships with customers to generate revenue from new projects, identify and follow new market opportunities, support the preparation of, submit, and negotiate commercial tenders to support the growth of the EPS pre-Engineered and WTSP portfolios of Technologies and Products. The role shall manage enquiries from external customers, channel partners as well commercial leaders within the VWTS and WVT businesses. With day-to-day oversight of the Process and Proposal Engineer the role will ensure the delivery of high quality, competitive commercial proposals within specified timeframe. The role will be responsible for timely transfer of opportunities that do not fit into the respective product portfolios and will ensure that the Capital Equipment (Design & Build) team are engaged with the customer.
Key Responsibilities:
