Head of Business Development Excellence

Job Description

Life in this role 

The Head of Business Development Excellence is a central leadership role responsible for driving a consistent, group-wide approach to business development across Culina. The role leads the development of best-in-class business development processes, market intelligence, commercial strategy support, bid management, and capability building to improve sales effectiveness and enable sustainable growth across the Group.

Key Accountabilities / Responsibilities

Business Development Process & Capability Development:

• Develop, maintain, and standardise business development enablement materials, including business case templates, proposal templates, and core sales tools.
• Create and maintain the BD Excellence knowledge base, ensuring materials are accurate, accessible, and regularly updated.
• Develop and embed standardised methodologies, guidelines, and best practices across Culina’s business development teams.
• Champion capability building by designing and rolling out training programmes across Culina sales teams.

Market Intelligence & Insights:

• Lead ongoing industry trend analysis and customer insight development to inform business development priorities.
• Lead the annual customer segmentation process, including validating business unit segmentation approaches and identifying priority growth opportunities.
• Initiate and lead transformational business development projects that strengthen competitive position and commercial performance.

Commercial Strategy, Pricing & Segmentation:

• Define customer segmentation frameworks and lead scoring guidelines to support prioritisation and consistent pipeline management.
• Work with commercial leads to establish clear pricing and commercial policy guidelines that support consistent, informed decision-making.
• Provide standardised business case and approval templates to improve governance, quality, and speed of decision-making.

Business Development Strategy:

• Lead the development of the Group’s business development strategy by identifying growth opportunities, setting targets, and constructively challenging business unit strategies.
• Promote a customer-centric approach and actively support key account management initiatives across the Group.

Bid Management Leadership:

• Lead and develop a bid management team to support large-scale tender activity
• Ensure a consistent, high-quality approach to RFI, RFQ, and tender submissions

Qualifications

What you’ll need ... 

• Significant experience in a similar senior commercial / sales role, ideally in supply chain 
• Deep understanding of end-to-end sales processes and managing the bid process for  RFI and RFQ tenders
• Strong analytical and research capability
• Excellent project and programme management skills in supporting the bid process
• Familiarity and experience in the UK logistics market

Additional Information

What is in it for you? 

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.