Veolia

Discussion

Sales Manager

Veolia is committed to defending its position as corporate leaders in the ecological transformation.

In line with the company’s strategy, Veolia Water Tech has set ambitious targets to grow its mobile assets business in Europe addressing a growing mobile water market that is set to grow at double-digit rates over the next years.

In that context, we are seeking an experienced and driven Sales Manager to lead our Mobile Water Services sales efforts across the Iberia region.

The Mobile Water Sales Manager is responsible for growing the business, building a solid pipeline of new opportunities and executing a sales plan within Industrial and Municipal sectors. He/She will drive revenue growth and business expansion for Veolia Water Tech’s mobile assets and offerings across Iberia, to include Spain and Portugal.

Reporting to the European Mobile Water Services Sales & Tender Director, the candidate will work in an international and highly stimulating environment, with frequent contact with team members both in the region and overseas.

They will work closely with a diverse functional team, including, Services teams, Contract Performance Leaders, Commercial Operations, Products Management, Technical centres of excellence, Asset Care, Mobile operations teams, Vertical and Account leaders.

The ideal candidate will be a high-energy individual with a deep understanding of the mobile water market, exceptional communication and negotiation skills, and the ability to translate customer pain points into compelling value propositions.

Key Responsibilities:

1. Market Knowledge and Prospecting:

  • Develop a deep understanding of the Iberia mobile water market and identify ideal prospects. Understand key market trends, threats and opportunities by engaging with regional, account and vertical leaders within Water Tech.
  • Become the go-to person for mobile water services in your influence region (Spain & Portugal).
  • Conduct market research, analyze industry trends, key market drivers and dynamics and stay up-to-date with competitor offerings.
  • Build and maintain a robust pipeline of qualified leads through effective prospecting strategies.
  • Be able to forecast accurately.
  • Build and support key marketing campaigns aiming at growing Veolia’s Water Tech commercial reach in the mobile water space.

2. Value Proposition and Sales strategy:

  • Translate key customer pain points and challenges into compelling value stories that position Water Tech assets offering strongly.
  • Foster commercial relationships and build gravitas to be the ‘go-to’ person for mobile water services, regarded as a leader in the industry when customers consider shutdowns, expansions, trials etc.
  • Identify customer’s decision-making process and be able to develop key relationships with decision-makers
  • Develop and implement effective sales strategies and tactics to achieve and exceed sales targets.

3. Sales Execution and Negotiation:

  • Manage the entire sales cycle, from initial contact to contract negotiation and closure.
  • Act (and be) an expert advisor for the customers and for the market
  • Demonstrate exceptional persuasion and negotiation skills to close deals and maximize profitability.
  • Lead internally by aligning support functions to the identified sales strategies.

4. Cross-selling and Upselling:

  • Identify opportunities for cross-selling and/or upselling additional Veolia Water Tech or broader Veolia group’s products and services. Work with relevant teams within Veolia to structure the opportunity and enable additional sales.
  • Collaborate with cross-functional teams to develop bundled offerings and maximize customer value as needed.
  • Leverage existing customer relationships to expand business opportunities and drive revenue growth.

5. Customer Relationship Management:

  • Build and maintain strong relationships with key decision-makers and stakeholders.
  • Understand customer needs, challenges, and objectives to provide tailored solutions.
  • Ensure exceptional customer service and support throughout the sales process and beyond.
  • Ensure customer’s best sales experience.
  • Proficient and diligent use of Salesforce as our primary CRM is essential
  • Bachelor's degree in Engineering, Chemistry or equivalent knowledge and experience; MBA or equivalent or further educational qualifications is a plus.
  • Advanced Sales training courses/qualifications desirable
  • At least 5 years’ experience in the sale of solution-based services.
  • Relevant experience in Water Treatment or related activities.
  • Professional fluency in Spanish and English, other European languages is a plus.
  • Outstanding organisational, communication & interpersonal skills
  • Comfortable selling and presenting to medium/high levels within the Customer operation.
  • Strong customer focus, sales mentality.
  • Ability to work independently and in a home office.
  • Ability to energize, motivate and drive multi-disciplinary teams.
  • Ability to discuss with diverse customer teams: Technical/Process, R&D, Production/plant managers, Economical buyers .
  • Ability to network at any level
  • Availability to travel (~50% of time)
  • Ability to work closely with multiple groups in a cross functional/cultural environment.
  • Must have an analytical mindset and maintain an open communication with all levels of business.

As an inclusive company, Veolia is committed to diversity and gives equal consideration to all applications, without discrimination.

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