Job Description - Sales Director (116323)
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
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
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
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
i) Relationship management with sister VNA divisions to drive
cross selling initiatives.
Qualifications Successful candidates must possess the
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
b) Direct sales experience in steel, chemical/petrochemical,
power, automotive and API Pharmaceutical markets within heavy
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
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.
Job Business Development Executive / Director
Primary Location United States-Texas-Houston