Company Description

General presentation:

Providing water, energy and waste management solutions for 160 years, Veolia offers public authorities and industries with a range of water, energy and waste management services vital to human development and sustainable growth in 48 countries around the world. We continue to adapt and innovate inline with economic growth and human development by designing and implementing solutions that will have a positive impact on the environment and resources. As Veolia Resources, our goal is to build a better 21st century.

In the Near & Middle East, Veolia works with industries, governments and communities, retail and commercial businesses to deliver innovative and sustainable solutions that are needed today and in the future. Through public-private partnerships and innovative contractual schemes, Veolia is committed to achieving quantifiable results with sustainable, pragmatic environmental solutions.

Key figures:

• More than 3,000 employees in the Near & Middle East (in addition to the 5,000 for Enova which reports directly to Veolia AMO, for Facility Management and energy Efficiency contracts in the ME)
• A strong local network across the region (UAE, Oman, Qatar, Bahrain, Kuwait, KSA,Lebanon,Jordan, Turkey)
• 30 years of sustainable partnerships with more than 6,000 references

Context:

MAGMA Waste Treatment Services operates and maintains two industrial Waste Treatment Facilities (IWTF) in Ruwais (Abu Dhabi - United Arab Emirates) with around 200 employees.

The Hazardous Waste Treatment Facility (HWTF or BeAAT) includes TDU\'s, Centrifugation, Stabilization, Class I and II landfill, PCT, and Incineration lines with a capacity around 60 KTA;

The Natural Occurring Radioactive Materials Treatment Facility (NORM) is a new 6,5 KTA decontamination and treatment facility, including a high pressure water descaling system, centrifugation, incineration and encapsulation of ashes prior to disposal in in-situ Hazardous landfill.

Two / third of the assets were commissioned in 2021 and some alignment works, process, procedures are being reviewed and implemented to comply with Veolia standards since MAGMA Team took over the facilities in June 2023, after a successful process.

Position Summary :

The Business Development Manager is responsible for developing new business opportunities, enhancing existing contracts, and introducing innovative practices and new revenue streams. The Sales & BD Manager also generates sales, maximizes revenue from existing services, and manages day-to-day Sales initiatives and Customer Service issues. The Sales & BD Manager is responsible for the achievement of technical, financial, quality and HSE goals in their scope. This position reports to the General Manager.

Key Responsibilities

• Define the Sales Strategy and Sales Plan for the integrated waste treatment facility
• Achieve overall sales and revenue targets, and sales performance KPIs, set by the project/contract
• Develop sales strategies and plans in line with organizational goals, policy and code of ethics
• Conduct market studies, SWOT analyses and commercial evaluations of treatment services
• Develop new market opportunities and potential partnerships for hazardous waste treatment and disposal services, and NORM handling and disposal services
• Support the Bids & Proposals team with active participation on bids to major clients/prospects
• Collaborate with Veolia business lines to find and propose Integrated Services to Key Accounts
• Create and maintain business relationships with existing and potential Key Accounts/Major Clients
• Generate sales orders and sales leads from new Key Accounts/Major Clients, for hazardous waste treatment and disposal services, and NORM handling and disposal services
• Strengthen client retention through repeat business, renewals and referrals
• Independently target and manage high value projects and orders
• Receive and attend to sales enquiries, conduct site visits and prepare sales proposals
• Ensure that sales orders are approved on time and with accuracy
• Liaise with governmental/regulatory/other authorities for approvals
• Monitor Key Accounts/Major Clients sales contracts for timely renewals to avoid service disruption
• Prepare and present weekly and monthly Sales reports and any other MIS reports as required
• Key point of contact for Customer Service enquiries on their Key Accounts/Major Clients
• Ensure fast, efficient and effective resolution of client\'s requests, issues and queries
• Foster high customer satisfaction and customer engagement
• Track, record, manage and resolve client requests, issues and queries; escalate when necessary
• Track, record and report on successes on client accounts, systematizing good practices
• Support Invoicing, Credit Control and Finance teams on documentation, payments or other issues
• Support Client\'s teams during resolution of issues and needs, to foster good working relationships
• Analyze and report on Customer Service activity, outcomes and insights
• Provide value-added support to clients by providing information and guidance, researching and recommending waste management solutions and service improvement initiates
• Monitor market conditions, competitor activity and market intelligence feedback from Sales team
• Deliver excellent customer service at all times; ensure the same by staff.
• Work closely and collaboratively with the Operations teams and Support teams
• Ensure a smooth transition in the beginning of the contract, in their area of responsibility
• Ensure contractual, ethical and statutory compliance in their activities
• Foster collaborative long-term working relationships with the facilities management and staff.
• Apply all relevant HSE measures in line with regulations and Veolia policy
• Ensure the safety of staff working under her/his supervision

Qualifications

Qualifications & Experiences

• Bachelor\'s degree in Engineering, or similar with equivalent technical sales experience
• 10+ years\' industry experience in industrial waste, and/or oil & gas.
• 10+ years of relevant sales or business development experience.
• 5+ years\' experience in the Middle East.
• Technical and commercial expertise waste management services
• Proven success in business development/sales in this sector
• Proven positive networks/contacts within key sectors/target markets
• Proven consultative sales skills
• Strong commercial acumen and negotiation skills
• Work positively in multinational teams; high cultural sensitivity and respect for diversity
• High level of integrity and commitment to ethical behavior
• Ability to convince different stakeholders to drive change
• Good communicator, people-manager and team player
• High English Proficiency / Arabic Proficiency is a plus
• Ability to work in CICPA controlled areas.

Additional Information

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

Veolia