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 DescriptionThe 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
- 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
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!
Skills Required
- Significant experience in a senior commercial or sales role
- Deep understanding of end-to-end sales processes and bid management for RFI and RFQ tenders
- Strong analytical and research capability
- Excellent project and programme management skills supporting the bid process
- Familiarity and experience in the UK logistics market
- Experience leading or developing a bid management team and tender submissions
What We Do
Culina Group is a market leading provider of high quality logistics services for food and drink companies in the UK and Ireland. We serve a sizeable portfolio of customers - ranging from niche operators to major multinational companies - across our vast depot network, comprised of over 100 strategically located sites. We work with over 22,000 fantastic people at peak and specialise in the development and implementation of total supply chain solutions for ambient and chilled brand manufacturers and distributors. We are totally customer focused and always seek to add real value to our clients, providing a holistic solution to meet the challenges faced by manufacturers and the changing demands of the retail sector.
