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 in our International division - making cross-border logistics simple, seamless and reliable. Combining international expertise, strong transport networks and end-to-end visibility, our teams deliver flexible, efficient and cost-effective solutions that keep supply chains moving and support business growth.
Job DescriptionWe are looking for a Head of Sales – Europe to lead our European transport and logistics sales strategy and support our ambition to double the size of the business within three years. Reporting to the Managing Director – Europe, you’ll drive profitable growth, win strategic customers and develop our European sales team.
Key aspects of the role will include:
- Develop and deliver the European sales strategy, achieving revenue, gross margin and profitability targets.
- Build a strong pipeline and secure major customers across retail, FMCG, manufacturing, industrial and e-commerce markets.
- Lead complex sales cycles, tenders and contract negotiations, working with operations through to implementation.
- Build executive-level customer relationships, strengthen retention and grow strategic accounts through account planning and cross-selling.
- Lead and develop the European sales team, setting clear targets and consistent sales, pipeline management and forecasting disciplines.
- Unlock commercial opportunities across Eddie Stobart Europe and IRF, supporting unified customer propositions and a seamless transition during integration.
- Grow intermodal and multimodal sales, promoting rail and alternative transport solutions that support sustainability, efficiency and supply chain resilience.
- Work with operations and finance on pricing, profitable growth, customer satisfaction, budgeting and business planning.
- Monitor European markets and competitors, identify opportunities and risks, and represent the business at industry events.
- Extensive experience (10+ years) in transport, logistics, supply chain or a related sector, operating at senior leadership level.
- A proven track record of significant, sustained revenue growth through strategic sales leadership, customer acquisition, retention and account development.
- Strong expertise in European transport and logistics markets, including international road freight and intermodal solutions.
- Demonstrated success winning and managing large-scale European transport and logistics contracts.
- Significant experience leading, coaching and motivating sales and business development teams.
- Strong commercial acumen across pricing strategies, contract structures and complex negotiations.
- Experience building executive-level relationships with multinational customers and key stakeholders.
- Strong forecasting, pipeline management and CRM discipline, backed by sound commercial analysis and decision-making.
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.
- Everyday Discounts – our benefits platform gives you access to discounts from over 50 leading retailers, helping your money go further every day.
- Reward & Recognition – we love celebrating great work, we recognise those who go above and beyond.
- Eye Care Vouchers – free eye tests and discounts on prescription glasses.
- 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.
Skills Required
- 10+ years of experience in transport, logistics, supply chain, or a related sector at senior leadership level
- Proven record of sustained revenue growth through strategic sales leadership, customer acquisition, retention, and account development
- Strong expertise in European transport and logistics markets, including international road freight and intermodal solutions
- Demonstrated success winning and managing large-scale European transport and logistics contracts
- Significant experience leading, coaching, and motivating sales and business development teams
- Strong commercial acumen in pricing strategies, contract structures, and complex negotiations
- Experience building executive-level relationships with multinational customers and key stakeholders
- Strong forecasting, pipeline management, and CRM discipline supported by commercial analysis and decision-making
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.
