Head of Sales - Europe

Company Description

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 Description

We 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.

Qualifications

• 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.

Additional Information

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.