Head of Business Development

Who are Culina?

Culina is the UK’s leading independent specialist supply chain partner, trusted by some of the nation’s best recognised food, fast-moving consumer goods (FMGC) and retail brands. We're proud to employ over 22,000 colleagues across 100+ locations nationwide, supported by a fleet of more than 5,500 trucks and trailers delivering every day.

We currently have an exciting opportunity within Central Functions - our Central Functions are the teams that support our entire business, providing the expertise, systems and services that keep our operations running smoothly. These departments include HR, Finance, IT, Procurement, and other specialist support functions, all working together to enable business success.

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.

• 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.

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.