Strategy & Growth Manager - job 2 of 2

About Veolia North America

A subsidiary of Veolia Group, Veolia North America (VNA) offers a full spectrum of water, waste, and energy management services, including water and wastewater treatment, commercial and hazardous waste collection and disposal, energy consulting, and resource recovery. VNA helps commercial, industrial, healthcare, higher education, and municipality customers throughout North America. Headquartered in Boston, Mass., Veolia North America has approximately 10,000 employees working at more than 350 locations across the continent. Please visit our website www.veolianorthamerica.com

BENEFITS 

Veolia's comprehensive benefits package includes paid time off policies, as well as health, dental and vision insurance. In addition, employees are also entitled to participate in an employer sponsored 401(k) plan, to save for retirement.  Pay and benefits for employees represented by a union are outlined in their collective bargaining agreement.  

Position Purpose:
The position’s primary purpose is to grow branch revenues by adding new, profitable customers and growing existing customers.

Primary Duties /Responsibilities: 

• Manage, develop and support a team of comprising: Sales Representatives (“hunters”), Inside Sales, Sales Operations and Account Managers.
• Develop the branch 3 year growth strategy and action plan to deliver, including researching/determining focus segments and customer targets. 
• Determine priority customer targets for the branch - new customers, existing large customers, and existing strategic customers that can be grown. 
• Set territories, targets and incentives for Sales Representatives, Inside Sales and Account Managers.  Ensure that Account Managers are focused on growth and retention, not operational requests. 
• Performance manage and coach Sales Representatives, Inside Sales and Account Managers to deliver these targets. 
• Support Sales Representatives and Account Managers in developing client propositions and attending customer meetings.
• Ensure smooth handover of new customers from Sales Reps to Account Managers/Customer Technical Advisors; and from Inside Sales to Customer Technical Advisors.
• Work with Customer Excellence to set the Branch Price Book and agree prices for large/strategic customers (smaller customers take the standard Branch Price Book prices).
• Work with Sales Operations to ensure usage of SalesForce to track progress.
• Report progress in growth of new and existing customers for the branch upwards to the GM; SVP Operations; and SVP Development, Strategy and Innovation.

Education / Experience / Background: 

• 7+ years track record of sales success and/ or account management in Veolia or an similar company - expert level
• Technical knowledge/ experience of waste transport, disposal and recycling (from a degree or from experience) - from a service provider or the customer side
• Experience of sales operations/ marketing/ strategic analysis
• Experience of delivering consultative, technical sales

Knowledge / Skills / Abilities: 

• Focused on results and aggressive in achieving them
• Able to challenge existing thinking
• Need to know how to enter markets not currently served by the branch
• Able to set stretching targets and hold the team accountable
• Able to docs the team’s efforts and coach them to higher performance
• Able to own and account for performance to senior leadership
• Able to manage a diverse team and ensure that they deliver more than the sum of their parts

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

Disclaimer: The salary, other compensation, and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.