WJ UK
Head of Business Development
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Head of Business Development
Company: WJ UK (WJ Groundwater Ltd)
Workplace type: On-site (with UK travel)
Location: Kings Langley, Hertfordshire
Job type: Full-time
Seniority level: Senior Leadership Team (SLT) appointment
Job function: Business Development, Sales, Marketing
Industries: Construction, Civil Engineering, Water/Utilities
Salary range: £90,000 – £100,000 + company car + private healthcare scheme + gym + performance bonus
Company car: Company car (available for personal use) with a monthly rental value
Pension: Automatically enrolled into the WJ Salary Sacrifice Pension Scheme. Contributions are made at 5% for both employee (minimum) and employer (maximum).
Private Healthcare: At six months of service, option to be enrolled into Westfield Health Cash Plan for Specialist Consultations & Diagnostics, Scanning Service (MRI, CT & PET Scans), Optical, Dental, Chiropody and Therapy Treatments (Physiotherapy, Acupuncture, Chiropractic, Homeopathy and Osteopathy)
Profit Related Bonus: A profit related annual bonus will be payable in December if WJ meets its profit targets
Group Life Insurance: Automatically included in the WJ Death in Service Group Insurance at 3 times salary after 6-month probation period
Gym Membership: Exclusive, discounted access to thousands of gyms, pools and spas with just one pass via our fitness partner, Hussle
Why join WJ?
This is a senior leadership position with an opportunity to shape the future of our business within the UK's leading water management specialist. You'll be tasked with your own ideas, leadership and vision to grow the sales team and work alongside supportive directors committed to investing in our growth. If you're looking for a role where you can genuinely influence strategy, develop people, embrace new technologies and leave a lasting legacy, we'd like to hear from you. In return, WJ offers an attractive remuneration package, comprehensive benefits, and investment in your professional development.
About WJ
WJ is the UK’s leading water management specialist the partner and contractor of choice for major construction and infrastructure programmes. Founded by academics and evolved through expertise, we apply scientific principles to solve complex water challenges: over 40 years’ experience and 4,000+ projects worldwide, including the Channel Tunnel Rail Link, the London Olympic Park, Crossrail, Tideway, HS2 and currently Sizewell C. Our expanding service lines span dewatering & groundwater control, water treatment, surface water management, I&M, pumping tests, well drilling and professional services which are grounded in engineering, delivered in partnership. Our values of Confidence, Pride, Clarity & Integrity, and Independence guide every decision we make, and our ambitions are big: the AMP8 water sector, defence, energy and infrastructure markets.
About the role
This is a rare opportunity to own the growth agenda of the UK’s leading water management specialist. As Head of Business Development a Senior Leadership Team appointment reporting to the Managing Director you will lead our sales function, own the order intake pipeline and marketing remit, and drive our expansion into the AMP8 water sector, defence and public sector frameworks (MRA, DEFRA, EA, NHS), while developing new service lines in water treatment, instrumentation & monitoring and professional services alongside our established dewatering and water management business. Your mandate: make WJ the water management partner of choice, delivering safe, sustainable and economical water management for our customers.
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Reports to
Managing Director (Line Manager). Member of the Senior Leadership Team (SLT).
Direct Reports
Sales Manager (who in turn manages two Sales Representatives and one Estimator). eDOC back-office support is provided to the sales team.
Key relationships
Managing Director, Senior Leadership Team, Sales Manager & Sales Team, Estimator, Project Managers, Technical Team, Finance Manager, Operations Manager, Clients, Principal Contractors, Consultants, Framework Bodies & Industry Associations.
What you'll do
- A proven senior BD track record in water, construction or specialist subcontracting.
- Demonstrable success winning work through frameworks and public sector routes.
- Sales team leadership, commercial rigour and a business/sales qualification.
- M&A exposure is a plus.
What you'll bring
- A science/engineering degree and proven I&M programme delivery on construction or infrastructure projects.
- Strong groundwater and geotechnical instrumentation knowledge plus telemetry/data systems experience.
- Proven leadership of multi-grade technical teams — you may well be in a similar role today.
- The ambition to grow a service line into a standalone division with its own P&L.
Key areas of responsibility
Business Development Strategy & Growth
- Develop and implement the UK business development strategy in line with WJ’s growth ambitions, covering core markets, new sectors, and new service lines.
- Identify, evaluate and prioritise market opportunities in the AMP8 water sector, defence, and public sector frameworks (MRA, DEFRA, EA, NHS).
- Lead WJ’s positioning on relevant frameworks, alliances and preferred supplier arrangements, including pre-qualification and framework applications.
- Contribute to Senior Leadership Team strategy, planning and decision-making as a full SLT member.
New Markets & Service Line Development
- Develop and commercialise WJ’s water treatment, instrumentation & monitoring (I&M) and professional services offerings alongside the established dewatering and water management business.
- Work with the Technical and Operations teams to define compelling, deliverable propositions for new sectors and services.
- Monitor market, regulatory and competitor developments to inform service development and pricing strategy.
Sales Leadership & Team Management
- Provide line management and leadership to the Sales Manager, with oversight of the wider sales team (two Sales Representatives and an Estimator reporting to the Sales Manager), supported by eDOC back-office administration.
- Set clear objectives, targets and development plans for the sales function, building capability, accountability and a high-performance culture.
- Ensure a consistent, professional sales process from enquiry through to handover to operations.
Key Account & Client Relationship Management
- Own and develop relationships with WJ’s key accounts, including major contractors, consultants, framework bodies and repeat clients.
- Implement structured key account plans to protect and grow revenue from strategic clients.
- Represent WJ at a senior level with clients, industry bodies and at conferences and events.
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Bids, Tenders & Pipeline Management
- Own the opportunity pipeline, ensuring accurate qualification, prioritisation and forecasting of all opportunities.
- Lead bid/no-bid decisions and oversee the preparation of high-quality tenders, proposals and framework submissions in conjunction with sales and technical teams.
- Drive improvement in win rates, margin quality and order intake conversion.
Marketing, Brand & CRM
- Own WJ’s marketing strategy, including brand, digital presence, content, case studies, technical publications and industry events.
- Ensure the CRM system is embedded, maintained and used to provide reliable management information on pipeline, clients and market activity.
- Align marketing activity with business development priorities to generate qualified opportunities.
Commercial Targets, Reporting & Governance
- Be accountable for annual order intake, pipeline value, win rate and margin quality targets as agreed with the Managing Director.
- Produce accurate monthly business development reports for the Managing Director and Senior Leadership Team, covering pipeline, secured work, key pursuits, and market intelligence.
- Ensure business development activity complies with WJ’s IMS, commercial governance and ethical standards.
Qualifications & Experience
Essential
- Proven senior business development track record within the water, construction, civil engineering or specialist subcontracting sectors.
- Demonstrable experience winning work through frameworks and public sector routes (e.g. AMP programmes, EA, DEFRA, MoD/defence, NHS).
- Experience leading and developing sales teams, with strong people management and coaching skills.
- Business, sales or marketing qualification (degree level or equivalent professional qualification).
- Strong commercial acumen, including pipeline management, bid strategy, pricing and margin awareness.
- Excellent negotiation, communication and relationship-building skills at senior client level.
- Experience owning marketing and CRM functions, with strong reporting and forecasting discipline.
- Full UK Driving Licence.
Desirable
- Technical understanding of dewatering, water treatment, groundwater control or related geotechnical/environmental services.
- Experience of mergers & acquisitions, including target identification, evaluation or integration.
- Existing network within the AMP8 supply chain, Tier 1 contractors or public sector frameworks.
- Membership of a relevant professional body.
Working Conditions
- Based at WJ’s UK Head Office (Kings Langley) with regular travel to clients, sites, framework meetings and industry events across the UK.
- Occasional travel to WJ’s yard and project facilities to maintain knowledge of operational capability.
General Expectations
- Uphold WJ’s values and commitment to safety, quality and environmental performance.
- Promote continuous improvement and a positive, ethical sales culture across the business.
- Undertake other reasonable duties consistent with the role’s seniority and business development function.
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