Head of Business Development Excellence

Culina Group Limited; Lutterworth; On-site; GBP 90,000 - 125,000; Full time

Benefits offered by this job

Annual leave 25 days

Life assurance 4x salary

Wellness programme

Eye care vouchers

Rewards & recognition

Employee discounts

Job summary

The Head of Business Development Excellence is a central leadership role responsible for driving a group-wide approach to business development across Culina. It leads the development of standardised processes, market intelligence, and bid management to improve sales effectiveness and enable sustainable growth.

The role also champions capability building, training Culina sales teams, and supports customer segmentation and key account initiatives.

Qualifications

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

Responsibilities

• Develop, maintain, and standardise BD enablement materials and core sales tools.
• Create and maintain the BD Excellence knowledge base and updated materials.
• Embed standardised methodologies, guidelines, and best practices across BD teams.
• Champion capability building through training programmes across Culina sales teams.
• Lead ongoing industry trend analysis and customer insight development.
• Oversee annual customer segmentation and identify growth opportunities.
• Define segmentation frameworks and lead scoring to support pipeline management.
• Establish pricing and policy guidelines to support decision-making.
• Provide standardised business case templates to improve governance and speed.

Skills

Senior commercial role

Sales processes

Bid management

Analytical capability

UK logistics market

Job description

Company Description

Culina Group is a leading UK 3rd party food & drinks logistics provider offering dedicated and shared user warehousing and distribution solutions.

At Culina we have a winning culture, we believe that our culture is one of the reasons our company continues to thrive... A place where you're valued, challenged, and inspired!

Job Description

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

• 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

As part of our drive to make Culina Group a great place to work. We are proud to be an inclusive and diverse organisation where we are committed to employee development and recognising success for hard working performers.

Our dedicated learning and development programmes are open to every employee to give you the opportunity to shape your own future within logistics and continue to work in an environment where team culture thrives.

Our People are the driving force behind our success, which is why we offer a wide range of benefits which include:

• Annual Leave - Competitive holiday entitlement of 25 days plus 8 bank holidays
• Life Assurance - x 4 your annual salary
• Wellness - Via our Employee Assistance Programme we offer immediate access to a confidential telephone counselling and legal information service that operates 24 hours a days, 365 days a year
• Eye Care Vouchers - We can provide you with substantial savings with free eye tests and discounts on prescription glasses
• Reward & Recognition - We recognise that employees have gone the extra mile via Employee of the month and year, special recognition and long service awards.
• Everyday discounts - via our benefit platform you will have access to over 50 retailer discounts for everyday savings!

If you meet the requirements for the above role and are looking for your next career opportunity please apply now and become a part of our #WinningTeam!