Head of Account Growth

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 Group Account Growth Director is a senior account management role responsible for accelerating growth across the Group’s priority accounts. The role focuses on developing new business opportunities within existing strategic customers, while also targeting selected new clients where there is strong long-term growth potential. This individual will lead customer engagement, shape account strategies, and work across the business to convert opportunities into sustainable commercial growth.

Key Accountabilities / Responsibilities

Customer Partnership Development

Oversee and act as the strategic development lead for Culina’s key strategic accounts, across both existing and selected new customers.
Drive customer engagement activity to deepen relationships, strengthen trust, and identify growth opportunities.
Conduct regular customer meetings and business reviews to maintain momentum and alignment.
Act as the primary escalation point for significant issues relating to central accounts.
Account Growth and Sector Development
Develop account strategies focused on long-term growth across the Group.
Create comprehensive account plans with clear growth initiatives, priorities, and actions.
Proactively identify customer needs through a deep understanding of their supply chain and operational challenges.
Encourage upselling and cross-selling by operating as a trusted advisor to customers.
Key Account Planning and Governance
Track key account performance metrics and provide clear visibility to senior leadership.
Collaborate with the BD Excellence and Bid Management teams to align account priorities with the wider Group business development strategy.
Own and manage strategic central key accounts, ensuring growth, contract adherence, and partnership development.
Lead cross-functional teams to support successful solution development, negotiation, and implementation for complex customers with cross-business-unit requirements.
Monitor account performance against KPIs and contractual commitments, driving corrective actions and reporting where required.

Qualifications

Extensive experience in key account management, with a proven track record of identifying and securing supply chain opportunities from concept or tender through to successful implementation.
Strong relationship-building skills with executive-level stakeholders within strategic customer organisations, supported by a clear understanding of supply chains.
Proven strategic planning and account management capability, with strong commercial acumen, problem-solving ability, and experience producing comprehensive solution responses.
A consistent record of meeting growth objectives and KPIs, together with sector expertise and evidence of thought leadership.
Demonstrated leadership and team management skills, with the ability to work across the business and build internal alignment.
Ability to lead multiple opportunities simultaneously in a fast-paced commercial environment.
Experience using CRM systems to manage pipeline, account activity, and reporting.

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