Head of Business Development Excellence

Culina Group Limited; Lutterworth; On-site; GBP 85,000 - 125,000; Full time

Benefits offered by this job

Annual Leave 25 days + bank holidays

Life Assurance 4x salary

Wellness – EAP access 24/7/365

Eye Care Vouchers

Reward & Recognition program

Employee discounts via platform

Job summary

Culina Group Limited is seeking a Head of Business Development Excellence to standardise BD processes, drive market intelligence, and support group-wide growth strategies. The role leads bid management, pricing frameworks, and capability building across Culina's sales teams.

Ideal candidates bring significant senior commercial experience in logistics, strong analytical skills, and a proven ability to manage large bids and cross-functional programmes.

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 RFIs/RFQs.
• Strong analytical and research capability.
• Excellent project and programme management skills in supporting bids.
• Familiarity with the UK logistics market.

Responsibilities

• Develop, maintain, and standardise BD enablement materials and templates.
• Create BD Excellence knowledge base and update materials regularly.
• Embed standardised methodologies and best practices across Culina’s BD teams.
• Champion training programmes for Culina sales teams.
• Lead market intelligence and customer insight to inform priorities.
• Oversee customer segmentation and growth opportunities.
• Define segmentation frameworks and pricing/reward guidelines.
• Provide governance templates for faster decision-making.

Skills

Senior commercial role

End-to-end sales

Bid management

UK logistics market

Analytical mindset

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!