Sales Director Light Industry

Location: Houston, TX 77032

Benefits: Medical, Detal, Vision, Persciption, 401K Match

Introduction:

The ecological emergency is here.  At Veolia, we are acting every day for ecological transformation.  Present on five continents with more than 178,000 employees and €26 billion in revenue, Veolia designs and deploys water, waste and energy management solutions that contribute to the sustainable development of cities and industries. Over 160 years of experience in these three complementary activities allow us to develop access to resources as well as preserving and renewing available resources.

Facility and Building Services is a newly formed division within Veolia North America to drive growth in operation and maintenance services for industrial utility infrastructure.  These services are typically delivered as part of an integrated solution that includes new infrastructure or the upgrade of existing infrastructure, supported by E&C and investment partners.  We provide these services at 50 sites across the United States at plants that require steam, cooling, power, combined heat and power, water, and wastewater utilities to support their production processes.  FBS provides services to the chemical, steel, power, food & beverage, pharmaceutical, life sciences, and manufacturing industry and central utilities plants servicing mixed use real estate, campuses, and industrial parks.  We are seeking high powered sales executives that desire to be part of our growth plan.

The position of Sales Director will develop and execute the national sale of FBS services in light and 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. Key markets include pharmaceutical, food & beverage, and light manufacturing markets within industry, and; central utilities servicing mixed use real estate, campuses, and industrial parks

Background:

     At least 5 – 10 years of progressive experience in solutions sale of operations and maintenance services for industrial utilities (steam, cooling, power, and combined heat and power, water and wastewater) for existing infrastructure, infrastructure upgrades, and new infrastructure.

b)  Ability to work collaboratively with E&C and finance partners to deliver an integrated solution, including new infrastructure or the upgrade of existing infrastructure.

c)  Knowledge of utility operations in food & beverage, pharmaceutical, life sciences, and manufacturing and central utilities plants servicing mixed use real estate, campuses, and industrial parks.  Industrial experience in chemical, steel, and power also of benefit.

d)  High proficiency in consultative and solutions sales processes, and interpersonal, verbal, persuasive, presentation and written communication skills.

e)  Bachelor’s degree in engineering.

f)  Access to major airport for national sales coverage, Houston or Chicago area preferable.

g) 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.

h)  Ability to support 50% travel to customer locations, events, and VNA corporate hubs.

Qualifications

Primary Duties/ Responsibilites:

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.

We are an Equal Opportunity Employer!

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.