Regional Commercial Manager

3 weeks ago

Sydney, New South Wales, Australia Veolia Full time

About the Role

We are seeking a highly skilled Regional Commercial Manager to join our Veolia Water Technologies & Solutions team in APAC. As a key member of our commercial team, you will play a critical role in driving profitable growth and ensuring global consistency in deal review and approvals processes.

Key Responsibilities

  • Provide commercial direction on opportunities to align them with the ES global and your region's priorities, focusing on deal structuring, commercial strategy, scope of supply, execution model, value generation, long-term service tails, and pricing.
  • Drive growth and profitable opportunities by challenging the teams to expand the VWTS portfolio offering and market pricing.
  • Create a culture of customer centricity built on best practices through value generation, industry and application knowledge, and expertise.
  • Review deal structure & commercial strategy for all the ES Projects Proposals, working closely with respective ITO leaders, and provide mentoring & coaching wherever required.
  • Ensure that appropriate triggers related to size of the project / investments are taken care of, making sure to secure necessary approvals by providing heads up to the respective leaders.
  • Manage the investment committee review process, Chair global WIN calls (when required), mentor & coach the team to prepare well for these meetings, and provide training & support wherever needed.
  • Support the ITO team in bid management, provide mentoring/ coaching support to these leaders, and become part of the large bids to guide on Risk Management (> $15 MM) aspect of the project.
  • 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 leadership team and ITO teams to further improve their qualification process and bid strategy.
  • Cross-functional team engagement, leverage of the regions best practices, resource sharing, cost out / standardisation implementation, are the 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 / leveraging.
  • Development of Medium Term plan for the region is the responsibility of the sub region commercial team and APAC Projects leader, however consolidation of MTP for the APAC region, follow up on the strategy, consistency and regular reviews to drive the outcome is the responsibility of this position.
  • Regional sounding board to ITO leaders - Regular connect with them and provide the support of sounding board to them.
  • Connect with other Regional Commercial Leaders and capture the best practices and share with APAC team.
  • Drive efficiency / turn around time of proposals using some standardisation and developing repository of the proposals to improve the productivity.

Requirements

  • Bachelor's degree from an accredited university or college.
  • At least 10 years industry experience in sales or commercial functions.
  • Previous experience in extended scope structured projects long-term services; water outsourcing contracts; project with financing.
  • Excellent Customer Focus – Shows commitment to customer success, understand our customer needs and ensures the solution meets these needs.
  • Good communication skills – ability to deliver a variety of strategic, developmental and operational messages internally and externally.
  • Engaged Leader - believes in getting to know people, provides feedback proactively and helps others be successful.
  • Influencing skills – ability to coordinate complex situations and opportunities with diverse teams across the globe, not always with the same metrics.
  • Entrepreneurial Spirit – Conceptual proactive thinker with a demonstrated ability to think outside the box.
  • Commitment to execution - detail oriented and takes a planned, thoughtful and structured approach.

About Veolia

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.

We are an inclusive company, committed to diversity and give equal consideration to all applications, without discrimination.

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