Role Overview
We are seeking an experienced and commercially driven Business Development Manager to grow our laboratory services portfolio within the UK and Europe. This role will focus on developing new business opportunities, strengthening key client relationships, and positioning our analytical and regulatory services as a trusted partner to water utilities, chemical companies, Government Procurement, contractors, and environmental consultancies.
The successful candidate will combine strong sales capability with an understanding of the regulatory and operational landscape of the water sector, environmental permitting and Government focus, such as the PFAS Plan.
Key Responsibilities
Business Development & Sales
Identify, target and secure new business opportunities across:
· UK water utilities
· Tier 1 and Tier 2 contractors
· Environmental consultancies
· Government Organisations
Develop and execute a structured sales pipeline to achieve revenue and margin targets.
Lead bids, proposals and tender submissions (including framework agreements and AMP cycles).
Negotiate commercial terms in line with company policy.
Account Management
Build and maintain strong, long-term relationships with key clients
Act as the primary commercial contact for assigned accounts
Identify opportunities for cross-selling and upselling laboratory services
Ensure high levels of customer satisfaction and retention
Market & Sector Engagement
Maintain a strong understanding of:
· UK and European water industry structure (e.g. AMP cycles, regulatory pressures)
· Drinking water, wastewater, and environmental testing requirements
· Relevant regulatory frameworks (e.g. DWI, EA, ISO standards)
· Government and political focus in the UK and Europe
Represent the business at industry events, conferences and networking forums
Internal Collaboration
Work closely with laboratory, operations, and technical teams to align service delivery with customer requirements.
Support pricing strategies, cost models and profitability analysis.
Provide market intelligence and feedback to senior leadership.
Candidate Profile
Experience
Proven track record in B2B sales, ideally within:
· Laboratory services, analytical testing, or scientific services
· Water, environmental, or regulated utilities sector
Experience working with or selling into UK water companies or related supply chains
Experience of UK Government and EU Tenders and funding mechanisms
Demonstrable success in winning and managing contracts
Skills & Competencies
Strong commercial acumen and negotiation skills
Ability to understand and communicate technical services clearly
Excellent relationship-building and stakeholder management skills
Structured, disciplined approach to pipeline management
High level of personal accountability and ownership
Qualifications
Degree in a relevant field is desirable but not essential (e.g. science, engineering, business).
Or equivalent experience.
Key Performance Indicators (KPIs)
Revenue growth within the target sectors
New contract wins and pipeline conversion rate
Client retention and account growth
Contribution margin performance
Location & Travel
UK-based, with regular travel to client sites (UK and Europe)
Hybrid working with time split between home, office, and client locations.
Pay: £70,000.00 per year
Benefits:
- Company pension
- Flexitime
- Life insurance
- Private medical insurance
- Sick pay
- Work from home
Work Location: Remote
