About the role
Job Description
Our Head of Business Development is a senior commercial role responsible for driving new business growth across the Non-Food Retail and Home & DIY sectors.
The role will focus on identifying, developing and converting new business opportunities with prospective customers, building a strong pipeline of strategically aligned opportunities that deliver sustainable, profitable growth for Culina. This individual will lead senior-level customer engagement, develop compelling supply chain solutions and work collaboratively across the Group to take opportunities from initial engagement through to successful contract award and implementation.
Key Accountabilities / Responsibilities
New Business Development
* Lead the identification, development and conversion of new business opportunities across the Non-Food Retail and Home & DIY sectors. * Build and maintain a strong, qualified pipeline of prospective customers aligned to Culina’s growth strategy and capabilities. * Develop targeted strategies for priority prospects, creating clear routes to engagement and conversion. * Establish relationships with senior decision-makers and key stakeholders across target organisations. * Proactively engage the market to identify upcoming tenders, contract renewals and emerging supply chain opportunities. * Maintain a strong understanding of competitor activity, sector trends and changing customer requirements to identify opportunities for growth.
Customer Engagement & Solution Development
* Develop a deep understanding of prospective customers’ supply chains, operational challenges and strategic priorities. * Position Culina as a trusted, credible supply chain partner by demonstrating the Group’s capability, expertise and breadth of services. * Lead customer meetings, presentations, site visits and commercial discussions throughout the business development process. * Work collaboratively with operational, commercial, solutions and finance teams to develop compelling and commercially viable customer propositions. * Ensure proposed solutions provide clear value for prospective customers while delivering sustainable returns for Culina.
Business Development & Bid Management
* Own opportunities throughout the full business development lifecycle, from prospect identification and qualification through to proposal, negotiation and contract award. * Collaborate closely with the BD Excellence and Bid Management teams to develop high-quality tender responses and customer proposals. * Lead cross-functional teams during complex business development opportunities involving multiple Culina business units or capabilities. * Coordinate internal stakeholders to ensure propositions are operationally deliverable, commercially robust and aligned with the Group’s strategic objectives. * Lead commercial negotiations with prospective customers, working with relevant internal stakeholders to secure mutually beneficial agreements.
Pipeline Management & Commercial Governance
* Maintain accurate visibility of the new business pipeline, including opportunity value, probability, key milestones and expected contract award dates. * Provide regular updates to senior leadership on pipeline development, priority opportunities, risks and forecasted new business wins. * Ensure opportunities are appropriately qualified and prioritised based on strategic fit, commercial potential and likelihood of conversion. * Track performance against agreed new business targets and actively manage activity to maintain sufficient pipeline coverage. * Support the successful handover of newly won customers into operational and account management teams, ensuring commitments made during the business development process are clearly understood and delivered.
Qualifications
* Extensive experience in key account management, with a proven track record of identifying and securing supply chain opportunities from concept or tender through to successful implementation. * Strong relationship-building skills with executive-level stakeholders within strategic customer organisations, supported by a clear understanding of supply chains. * Proven strategic planning and account management capability, with strong commercial acumen, problem-solving ability, and experience producing comprehensive solution responses. * A consistent record of meeting growth objectives and KPIs, together with sector expertise and evidence of thought leadership. * Demonstrated leadership and team management skills, with the ability to work across the business and build internal alignment. * Ability to lead multiple opportunities simultaneously in a fast-paced commercial environment. * Experience using CRM systems to manage pipeline, account activity, and reporting.
Additional Information
If you're looking for a role where you can make an impact, develop your career, and be part of a team that works as one to achieve great results, we'd love to hear from you.
* Company Bonus - we achieve more when we work together, that’s why we celebrate our shared success through our bonus scheme.
* Private Medical Cover - enjoy peace of mind with access to Bupa's healthcare services.
* Company car or car Allowance - providing additional support and flexibility to help you stay mobile and connected.
* Salary Sacrifice Car Scheme - our salary sacrifice scheme offers a cost-effective way to drive an electric vehicle, with payments taken directly from your salary. Eligibility and salary thresholds apply.
* Wellbeing Support – your wellbeing matters to us. Through our Employee Assistance Programme, you'll have 24/7 access to confidential counselling and legal support, whenever you need it.
* Eye Care Vouchers – free eye tests and discounts on prescription glasses.
* Reward & Recognition – we love celebrating great work, we recognise those who go above and beyond.
* Everyday Discounts – our benefits platform gives you access to discounts from over 50 leading retailers, helping your money go further every day.