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Regional Commercial Manager

2 months ago

Sydney, New South Wales, Australia Veolia Full time

About Veolia

Veolia is a global 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 UPW and heavy industrial wastewater treatment. Our mission is to be the benchmark company for ecological transformation across the world.

Our Values

We believe that diverse teams make smarter decisions, deliver better results, and build stronger communities. We are an organization that champions diversity and inclusion at every level and are proud to be an equal opportunity workplace. We offer challenging and meaningful careers, with competitive benefits and flexible work arrangements.

About the Role

This is a dual reporting role, with responsibilities to both the Global Commercial Director and the ES regional structure. As the Regional Commercial Manager, you will be the main interface and support to the region, ensuring global consistency in deal review and approvals processes. Your key objectives will be to drive profitable growth through ensuring opportunities are focused on the regional and global commercial priorities, supporting the development of suitable commercial strategies, and maximizing the Veolia value proposition through products and services.

Key Responsibilities

  1. Provide commercial direction on opportunities to align them with the 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 the teams to expand the Veolia portfolio offering and market pricing.
  3. Create a culture of customer centricity built on best practices through value generation, industry and application knowledge, and expertise.
  4. Review deal structure and commercial strategy for all ES Projects Proposals, working closely with respective ITO leaders. Provide mentoring and coaching wherever required and drive consistent processes across APAC.
  5. Ensure that appropriate triggers related to project size and investments are taken care of, securing necessary approvals by providing heads-up to the respective leaders, guiding, and mentoring the team as required.
  6. Manage the investment committee review process, chair global WIN calls (when required), mentor and coach the team to prepare well for these meetings, provide training and support wherever needed for this to happen in a consistent manner.
  7. Bid Management is the primary responsibility of the ITO team of the respective country, however, this position will provide mentoring and coaching support to these leaders and become part of large bids to guide on Risk Management aspects of the project.
  8. Ensure that project opportunities are updated in SFDC and are tracked as accurately as possible, analyze the Win ratio from time to time, and provide necessary insights to the leadership team and ITO teams to further improve their qualification process and bid strategy.
  9. Cross-functional team engagement, leverage of the region's best practices, resource sharing, cost out/standardization implementation, are key focus areas to win in the APAC markets. This position will keep track of these initiatives and ensure that respective sub-regions are following and leveraging.
  10. Development of the Medium-Term plan for the region is the responsibility of the sub-region commercial team and APAC Projects leader, however, consolidation of the MTP for the APAC region, follow-up on the strategy, consistency, and regular reviews to drive the outcome is the responsibility of this position. Review of the MTP with the global team as well as other regions if required to ensure the final version of the MTP is followed and tracked.
  11. Regional sounding board to ITO leaders - Regular connect with them and provide the support of a sounding board to them.
  12. Connect with other Regional Commercial Leaders and capture the best practices and share with the APAC team.
  13. Drive efficiency/turnaround time of proposals using standardization and developing a repository of proposals to improve productivity.

Qualifications

The successful candidate would possess the following:

  1. Bachelor's degree from an accredited university or college.
  2. At least 10 years of industry experience in sales or commercial functions.

In addition to the above, some or all of the following characteristics will be helpful:

  1. Previous experience in extended scope structured projects, long-term services, water outsourcing contracts, and projects with financing.
  2. Excellent Customer Focus - Shows commitment to customer success, understands customer needs, and ensures the solution meets these needs. Possesses an acute awareness and understanding of market trends.
  3. Good communication skills - ability to deliver a variety of strategic, developmental, and operational messages internally and externally.
  4. Engaged Leader - believes in getting to know people, provides feedback proactively, and helps others be successful.
  5. Influencing skills - ability to coordinate complex situations and opportunities with diverse teams across the globe, not always with the same metrics.
  6. Entrepreneurial Spirit - Conceptual proactive thinker with a demonstrated ability to think outside the box. Ability to identify a problem, obstacle, or opportunity and take necessary actions to resolve a problem.
  7. Commitment to execution - detail-oriented and takes a planned, thoughtful, and structured approach.

Additional Information

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.