Regional Account Manager Latam

at  Veolia

Descripción de la empresa
El grupo Veolia tiene la ambición de volverse la empresa de referencia de la transformación ecológica. Presente en los cinco continentes con cerca de 220.000 empleados, el Grupo diseña e implementa soluciones útiles y concretas para la gestión de agua, residuos y energía que ayudan a cambiar radicalmente el panorama. Con sus tres actividades complementarias, Veolia contribuye al desarrollo del acceso a los recursos así como a la preservación y renovación de los recursos disponibles. En 2021, el grupo Veolia abasteció de agua potable a 79 millones de personas y prestó servicio de saneamiento a 61 millones, produjo cerca de 48 millones de MWh y valorizó 48 millones de toneladas de residuos. Veolia Environnement (Paris Euronext: VIE) realizó en 2021 una facturación consolidada de 28,508 mil millones de euros. www.veolia.com
Veolia Latam está especializada en la gestión integral de Agua y Residuos y energía para clientes municipales e industriales de toda América Latina. Actualmente está presente en 9 países (Argentina, Brasil, Chile, Colombia, Ecuador, México, Panamá, Perú, Uruguay, )
Descripción del empleo
In order to reach our growth ambitions in the industrial business, it has been decided to reinforce the Latam Development Direction with a new division, the Regional Account Managers (RAM). The RAMs will be in charge of coordinating commercial efforts in the different countries related to some key accounts.
The RAM will have to work together with the Project Manager of the program and answer to the Sponsor of the program (the Development Director of Latam) regarding the progress of the agreed regional account development plan.
The RAM is also responsible for managing ONSITE Industrial Operations ensuring that customer requirements are met and operational continuity is achieved through the management of resources, assuring regulatory compliance and expected costs.

A great level of transparency is expected so that the RAM always knows more than the client and before the client (positive and negative experiences).

• Planification: understanding the customer in depth, having an account plan. Produce detailed plans that get innovative concepts, and implement the plan with the account.
• Change agent: dealing with new strategies and getting the organization to do something different.
• Monitor the performance of all activities with the Regional Account, facilitating customer relationship monitoring towards total client satisfaction, as measured by Net Promoter Score as a minimum. The RAM should be able to help arrange the interviews.
• Obtain the Communication leaders’ contacts to build with them a co-branding strategy and publish success stories externally

MAIN RESPONSIBILITIES AND CHALLENGES

For a limited number (4) of Regional Accounts, the RAM will have the responsibility to define and manage the Account Development Plan, co-constructed with a network of Local Account Correspondents nominated by the implicated BUs.

• Value ambassador: the RAM will be the value ambassador and customer advocates. He/she will need to understand customers’ values and how to respond to these needs. He/she will be the focal point of contact for the customer. Understand the client’s environmental KPIs and promote them and how Veolia can be a strategic partner in reaching them (internally and externally with key contacts).
• Strategy: identify ways of building sustainable value creation for both parties, preparing business cases internally. He/she will also
• Innovation: constant generation of value-adding offers to the client. RAM will need to be visionary, innovative and act as a consultant in order to develop new and common business opportunities. He/she will be in charge of coordinating the development of bespoke and tailored solutions and to look for ways to develop existing capabilities in new ways in both organisations.
• Selling: achieve the objectives set out in terms of revenue ambition
• Team building: manage cross-functional and cross-geographical team of people. Animate the community of Local Account Correspondents associated with the Regional Account, at BU level. Demonstrate leadership and proactivity.

A great level of transparency is expected so that the RAM always knows more than the client and before the client (positive and negative experiences).

• Planification: understanding the customer in depth, having an account plan. Produce detailed plans that get innovative concepts, and implement the plan with the account.
• Change agent: dealing with new strategies and getting the organization to do something different.
• Monitor the performance of all activities with the Regional Account, facilitating customer relationship monitoring towards total client satisfaction, as measured by Net Promoter Score as a minimum. The RAM should be able to help arrange the interviews.
• Obtain the Communication leaders’ contacts to build with them a co-branding strategy and publish success stories externally.

MAIN RESPONSIBILITIES AND CHALLENGES

• Operational performance of all the company’s Industrial contracts
• Pursue operational excellence by focusing on operational performance (KPIs), security policy, customer satisfaction and the financial results of contracts.
• It is responsible for implementing the company’s policies and procedures (security, HR, purchasing, financial, etc.) and supervises the different local contract officers
• Responsible for the budget of contracts and their strict implementation.
• Responsible for the commercial relationship of existing contracts and the organic growth within the clients (upselling). Supports cross-selling opportunities
  Requisitos
  Education: Engineer or business administration. Marketing, Negotiation is a plus
  Experience: At least 5 years in sales for industrial sector (direct, supplier company…), and 3 years of team management. Experience in Sales. Experience in Latam region.
  Idioms: Spanish (fluent), English (fluent). Portuguese, French is a plus
  Communication: Very strong communication skills in both languages, verbal and written.
  Industry knowledge: Excellent understanding of the F&B industry in Latam with a particular focus in the Accounts segment, including strategic environmental and business objectives, environmental regulations, capital investment, client’s competitors, client’s plants operation, etc.
  Veolia knowledge: The RAM must understand Veolia’s offer, and have technical knowledge to convey confidence to the client. It can be a learning process. She/he has to build the appropriate team to help her/him on the technical aspects of the offers.
  Latam Culture: The RAM has to assimilate quickly and maintain a global vision of Veolia in Latam, know what is feasible in each country, and at what cost, to try to standardize our offers, operations and level of service (digitalisation…).
  Información adicional