Regional Commercial Manager

2 weeks ago

Sydney, Australia Veolia Full time

Company Description

Veolia Water Technologies & Solutions (VWTS) is a worldwide 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. We serve more than 50,000 customers worldwide and treat more than 11 million cubic meters of water every day. We simply aim to be the benchmark company for ecological transformation across the world.

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

Job Description

This is a dual reporting role, reporting 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, driving profitable growth through ensuring opportunities are focused on the regional and the global commercial prioritize, supporting the development of suitable commercial strategies with consideration to the execution plan and maximizing the VWTS value proposition through products and services.

Essential Responsibilities

Providing commercial direction on opportunities to align them with the ES global and your region's priorities especially 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 and humility and empathy for the customer.

Review deal structure & commercial strategy for all the ES Projects Proposals, working closely with respective ITO leaders. Provide mentoring & coaching wherever is required and drive consistent processes across APAC. Not all the countries/ sub regions have required expertise to manage this process, hence this position need to support the process wherever it is required. Regular pulsing, Dashboard and Status update is required to drive intensity and outcomes

Ensure that appropriate triggers related to size of the project / investments are taken care - making sure to secure necessary approvals by providing heads up to the respective leaders, guiding and mentoring the team as required

Manage the investment committee review process, Chair global WIN calls (when required), mentor & coach the team to prepare well for these meetings, provide training & support wherever is needed for this to happen in consistent manner

Bid Management is primary responsibility of the ITO team of the respective country, however this position provide mentoring/ coaching support to these leaders and also become part of the large bids to guide on Risk Management (> $15 MM) aspect of the project, however the ownership and accountability still remain with respective ITO / Regional / Sales leaders

Ensure that Project opportunities are updated in SFDC and are been tracked as accurate as possible, analyse 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 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. Review of the MTP with global team as well as other regions if required to ensure finalise version of the MTP is followed and tracked

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

Qualifications

The successful candidate would possess the following:

Bachelor’s degree from an accredited university or college

At least 10 years industry experience in sales or commercial functions

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

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. Possesses an acute awareness and understanding of market trends.

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. Ability to identify a problem, obstacle or opportunity and take necessary actions to resolve a problem.

Commitment to execution - detail oriented and takes a planned, thoughtful and structured approach

Ideally based in any VWTS facility globally, although remote workers will be considered. The role requires the ability to travel domestically and internationally up to 25% of the time.

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.

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

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