Head of Commercial

Culina Group; Milton Keynes; On-site; GBP 80,000 - 100,000; Full time

Job summary

A leading logistics company in Milton Keynes is seeking an experienced Head of Commercial to oversee strategic client relationships and profitability. This senior leadership role involves managing a team, leading customer negotiations, and integrating services across various departments. The ideal candidate will have strong skills in commercial awareness, team leadership, and project management, ensuring financial KPIs are achieved while fostering continuous improvement. Travel across the UK is a requirement.

Qualifications

• Experience in managing and leading teams effectively.
• Proven track record in developing customer relationships at a senior level.
• Strong strategic project management skills.

Responsibilities

• Manage and lead a team of Commercial Managers.
• Ensure consistent customer approaches across different services.
• Lead strategic projects internally and externally.
• Manage senior customer relationships and contract negotiations.
• Deliver customer revenue and departmental budget.

Skills

Team Leadership

Customer Relationship Management

Commercial Awareness

SWOT Analysis

Strategic Project Management

Job description

Milton Keynes, United Kingdom, MK10 0AL

Full-time

Culina Logistics has an exciting new opportunity for an experienced Head of Commercial to join our team! Reporting to the Commercial Director, the Head of Commercial is a senior leadership role responsible for a number of management level reports who are ultimately responsible for the strategic development, relationship, and profitability of Culina’s clients within the chilled business.

This role is a high profile front of house role with key customer interaction and budgetary responsibility. The Head of Commercial is an advocate of continuous professional development and has the ability to support the development of others by sharing technical knowledge, coaching and mentoring. The role holder will support and manage commercial projects that will exceed the scale and complexity offered elsewhere in the Logistics industry.

Midlands based with regular national travel.

Key Responsibilities

• Manage and lead a team of Commercial Managers.
• Ensure consistency of approach for those customers who also use the services provided by other Culina Group organisations.
• Lead and develop strategic projects internally and externally.
• Manage and maintain customer relationships at senior level.
• Lead customer contract negotiations from initiation through to signed contract.
• Preparation of formal tender responses where appropriate.
• Lead “Top to Top” quarterly meetings with the Top 20 customers.
• Support Commercial Director with new business and strategic account negotiations.
• Management and maintenance of sensitive commercial data and contract compliance.
• Working across multiple internal departments – develop and support the execution of individual customer strategies.
• High levels of commercial awareness and capability to undertake SWOT analysis.
• Ensure the delivery of the financial KPIs in relation to volume, sales, profit through a joint company and client business plan and collaborative forecasting.
• Be a leader for continuous improvement both within Culina Logistics and support customer continuous improvement projects.
• Manage Culina Logistics Commercial marketing requirements with the support of the Culina Group Marketing team.
• Prioritise customer IT requirements.
• Delivery of the customer revenue budget.
• Delivery of the departmental cost centre budget.