Head of Business Development Excellence
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
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
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.