Regional Business Development Manager

2 days ago

Sydney, New South Wales, Australia Veolia Full time
Overview
Veolia Water Technologies & Solutions is a global leader in water recovery, treatment, and reuse. We provide innovative solutions for various industries, including food and beverage, municipal water, and heavy industrial wastewater treatment. Our goal is to be the benchmark company for ecological transformation worldwide.

Salary
The estimated annual salary for this position is $120,000 - $180,000, depending on experience and qualifications.

About the Role
As a Regional Commercial Manager, you will play a key role in driving profitable growth and ensuring global consistency in deal review and approvals processes. You will work closely with the Global Commercial Director and ES regional structure to develop commercial strategies and maximize the value proposition through products and services.

Key Responsibilities
1. Provide commercial direction on opportunities to align them with ES global and regional priorities, focusing on deal structuring, commercial strategy, scope of supply, execution model, value generation, long-term service tails, and pricing.
2. Drive growth and profitable opportunities by challenging teams to expand the VWTS portfolio offering and market pricing.
3. Create a culture of customer centricity built on best practices, value generation, industry and application knowledge, expertise, and humility and empathy for the customer.
4. Review deal structure and commercial strategy for all ES Projects Proposals, working closely with respective ITO leaders, providing mentoring and coaching as needed, and driving consistent processes across APAC.
5. Ensure appropriate triggers related to project size and investments are taken care of, securing necessary approvals and guiding teams accordingly.
6. Manage the investment committee review process, chair global WIN calls (when required), mentor and coach teams to prepare well for these meetings, and provide training and support as needed.
7. Bid Management is the primary responsibility of the ITO team, but this position provides mentoring and coaching support, also participating in large bids to guide risk management aspects of projects.
8. Ensure project opportunities are updated in SFDC and tracked accurately, analyze win ratio, and provide insights to leadership teams and ITO teams to improve their qualification process and bid strategy.
9. Cross-functional team engagement, leveraging regional best practices, resource sharing, cost-out initiatives, and standardization implementation are key focus areas to win in the APAC markets.
10. Develop and consolidate the Medium-Term Plan (MTP) for the APAC region, following up on strategy, consistency, and regular reviews to drive outcomes, reviewing MTP with the global team and other regions as needed.
11. Serve as a sounding board for ITO leaders, providing regular connections and support.
12. Connect with other Regional Commercial Leaders, capture best practices, and share them with the APAC team.
13. Drive efficiency and turnaround time of proposals using standardization and developing a repository of proposals to improve productivity.

Qualifications
The successful candidate should possess a Bachelor's degree from an accredited university or college and at least 10 years of industry experience in sales or commercial functions. Additional characteristics that would be helpful include previous experience in extended scope structured projects, long-term services, water outsourcing contracts, and project financing.

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