Business Development Manager

Introduction & Key Role Objectives

WJ Groundwater is the leading construction dewatering and groundwater specialist in the UK with operations in Canada, the Middle East, Poland & the Philippines. WJ operates mainly out of Ontario, but we have projects in Quebec and BC as well. We have specialised plant and equipment that allows us to install custom dewatering systems in various environments including from within tunnels and shafts and from the surface. Our current portfolio of projects covers everything from large infrastructure (heavy civil works) to residential developments, and small-scale dewatering solutions in hard-to-access areas. WJ also has a water treatment and bypass pumping division and aims to be an end to end water management contractor for construction.

We are looking for an individual to spearhead the development of a construction sales team. We expect that at the beginning, we will need to develop a system that works for an account executive, which will involve meeting clients in person to discuss their water management requirements and determining how to best present a proposal. The Technical team will develop the proposals for you based on your meetings with the client. We will provide the backup for you to build the relationships with your clients. As you become a trusted resource for project teams, we hope to build relationships throughout the companies we work for – all the way from engineering to estimating to operations. There are currently over 10 leads a week coming in, and that is only in the GTA area. There are regions in Ontario, such as Southwest, Northwest, North East, Ottawa, and occasionally outside the province. Once you have determined the best sales process, you will train and manage a team of account executives carrying out similar functions throughout Canada.

This role reports to the President of the Canadian operations. As our regional business grows, this role offers a unique opportunity to evolve as we grow by offering new service offerings and in new geographies. We are hiring a builder who wants to grow with us.

We are dedicated to fostering the growth and development of our employees. We provide extensive internal and external training programs, continuous learning opportunities, and clear career advancement paths to help our team members achieve their full potential. By promoting a supportive and dynamic environment, we ensure our employees thrive and contribute to our company’s ongoing success and innovation.

Reports to

President WJ Canada

Key Areas of Responsibility

To deliver the sales targets across Eastern Canada:

• Promote and be the face of WJ Groundwater
• Maintain sustainable growth in existing markets (notably GTA and Ottawa)
• Actively seek and secure contracts within the wider region (SW Ontario, Quebec)
• Identify new business opportunities – new markets, growth areas, trends, customers, products and services – staying fully aware of market shifts, competition status and industry trends locally and internationally
• Design and implement a strategic sales plan that expands the company customer base and secures a strong market presence
• Generate leads, seek out the appropriate contacts and decision makers, and plan, qualify, negotiate and close agreements with clients, both face to face and over the phone
• Develop and retain relationships with new and existing clients, promoting all aspects of WJ’s capabilities
• Collect feedback from customers follow project completion
• Maintain a strong technical understanding of WJ products, services and value proposition
• Work closely with the Technical Manager and Sales Engineer to produce designs, costings, bid proposals and quotations for key tenders, and to grow and enhance WJ services
• Ensure hand-over procedures between the contract negotiation stage and the operations team are followed
• Review WJ existing costing and sales processes and strategies, present findings to Senior Management, and implement agreed changes
• Introduce and maintain a sales pipeline, to include number of deals; size, category and value; close ratio; sales velocity; and stage of sales process
• Carry out sales forecasts and analysis and present findings at the monthly finance meeting, reporting business opportunities, improvements and risks
• Chair and develop the format and timings of sales meetings
• Support colleagues in attending meetings with clients

Take responsibility for broader corporate aims:

• Identifying and mapping business strengths and customer needs
• Assist the President in bringing staff on board with company objectives, and help them understand the need for change and what is required of them
• Think strategically, look at the bigger picture, and set aims and objectives to develop and imp