Head of Account Growth

The Head of Account Growth 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

• 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
• Track key account performance metrics and provide clear visibility to senior leadership

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