Head of Business Development

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.