Responsable des ventes et du développement commercial

Job Overview

The Sales and Business Development Manager will drive growth of Anaergia's municipal and industrial solutions pipeline across an assigned Canadian territory. The primary territory is Canada, with occasional support for cross-border opportunities in the United States. The role focuses on complex capital-equipment and technology sales involving municipal wastewater treatment, waste separation, anaerobic digestion, biogas, and renewable natural gas solutions.

This individual will manage opportunities throughout the full business-development lifecycle, from market analysis, lead identification, and qualification through solution definition, proposal development, commercial negotiation, contract execution, and handoff to the project-execution team. The Sales and Business Development Manager will also develop and manage relationships with municipal customers, consulting engineers, third party regional sales representatives, strategic partners, and other industry stakeholders.

Success in this role will be measured through development of a qualified pipeline, achievement of agreed bookings objectives, forecast accuracy, progression of strategic opportunities, effective partner engagement, and disciplined handoff of awarded projects.

Key Responsibilities

Business Development and Opportunity Management

• Identify, qualify, and develop municipal wastewater and industrial solution sales opportunities.
• Develop accounts and pursuit strategies that address customer needs, competitive conditions, decision-making processes, and project requirements.
• Maintain an accurate, actionable pipeline and communicate opportunity status, priorities, risks, and next steps to internal stakeholders.
• Work closely with the Application Engineering team on opportunity qualification and support a disciplined transition of awarded projects to Anaergia's execution team.
• Lead the development of customer proposals, commercial agreements, project definitions, and negotiation strategies with support from internal technical, legal, financial, and execution teams.
• Manage opportunities through RFI, RFQ, RFP, bidding, proposal, negotiation, and contract-execution stages.

Customer and Stakeholder Engagement

• Serve as a primary relationship and communication channel for municipal and industrial customers within the assigned territory.
• Engage directly with wastewater-treatment-plant leadership, municipal decision-makers, boards, city councils, consultants, and other project stakeholders.
• Develop strategies for navigating municipal procurement, review, funding, and approval processes.
• Build trusted relationships with existing customers and support customer retention and account growth.
• Represent Anaergia professionally at customer meetings, industry events, conferences, and other business-development activities.

Representative and Partner Network Management

• Manage Anaergia's third-party municipal representative network within the assigned region.
• Serve as the primary point of contact for representative training, lead qualification, and opportunity development.
• Maintain timely and accurate opportunity, activity, forecast, and next-step information in Microsoft Dynamics CRM, in coordination with the Applications Engineering team.
• Coordinate with representatives and partners to maintain consistent positioning, communication, and opportunity-management practices.

Consultant and Market Development

• Develop relationships with consulting engineers and technical influencers to increase awareness and consideration of Anaergia's technology and solution offerings.
• Work with consultants to support the appropriate inclusion of Anaergia solutions in anaerobic-digestion, wastewater infrastructure, and Biogas & RNG projects.
• Gather and communicate market intelligence, competitive insights, and lessons learned to support business development and product strategies.

Required Skills and Experience

• Required Skills:
  • Demonstrated knowledge or experience in one or more of the following areas: municipal wastewater treatment; sludge and biosolids processing; anaerobic digestion; biogas or renewable natural gas; industrial equipment and engineered solutions; or environmental and renewable-energy technologies.
  • Working knowledge of municipal procurement, RFI, RFQ, RFP, bidding, proposal, and contract-development processes.
  • Ability to communicate technical and commercial value propositions to technical and nontechnical audiences. Strong negotiation, networking, relationship-management, presentation, and written-communication skills.
  • Proficiency with Microsoft Office applications and ability to adapt to new digital business tools.
  • Strong capabilities in strategic business development, consultative and solution-based selling, opportunity generation and pipeline management, municipal customer engagement, proposal development, contract negotiation, cross-functional collaboration, market and competitive analysis, and managing multiple complex opportunities simultaneously.
• Experience:
  • 5+ years of related experience in business development, consultative sales, technical sales, or capital-equipment sales, including experience managing complex, multi-stakeholder sales opportunities with extended development and approval cycles.
  • Experience selling complex wastewater, renewable-energy, or environmental-technology solutions to municipalities; developing or managing independent sales representatives and channel partners; and working with project finance, regulatory requirements, public-sector approvals, or infrastructure contracting is preferred.
  • Existing relationships with municipal utilities, consulting engineers, regional representatives, or industry partners are also preferred.
• Education:
  • Bachelor's degree in engineering, science, business, environmental studies, or another relevant field is required.
• Travel:
  • Ability to travel approximately 30% throughout the assigned U.S., Canada, or North American regional territory.

As an Equal Opportunity Employer, Anaergia provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Anaergia will provide reasonable accommodation for qualified individuals with disabilities.