Head of New Business Acquisition

Ocado Group is an equal opportunities employer and as such makes every effort to ensure that all potential employees are treated fairly and equally, regardless of their sex, sexual orientation, marital status, race, colour, nationality, ethnic or national origin, religion or belief, age, or disability or union membership status.

About Us

Ocado Solutions leads our global corporate partnerships, delivering the cutting-edge Ocado Smart Platform (OSP) to top-tier retailers around the world. OSP offers a comprehensive solution combining advanced automation technology with end-to-end software applications, enabling retailers to operate world-class online grocery businesses. Our platform ensures optimal operational efficiency, exceptional customer experience, and superior service for our partners. Since 2017, we’ve secured agreements with some of the world’s largest grocers, including Groupe Casino (France), Sobeys (Canada), ICA (Sweden), Kroger (USA), Coles (Australia), AEON (Japan), Alcampo (Spain), Lotte (South Korea), Panda (Saudi) and our UK partner Morrisons, alongside the Ocado/M&S joint venture.

About the role 

The Ocado Solutions New Business Acquisition team is pivotal in expanding our international grocery partnerships. We manage the entire business sales process, from initial research and outreach to detailed collaboration and contract signing.

As the Head of New Business Acquisition, you will lead multiple high-profile new business development projects simultaneously. You’ll demonstrate strong ownership and autonomy, coordinating various work streams (Technology, Logistics, Network Planning, Legal, etc.), and acting as the senior project lead for the commercial aspects. Your strategic decisions will be crucial to achieving Ocado’s ambitious business growth plans. Additionally, you will spearhead business development efforts for key target retail and grocery prospects.

In this role, you’ll report to the New Business Acquisitions Director and collaborate closely with the Ocado leadership team, including Ocado Solutions Regional Presidents and the broader Ocado Group leadership teams.

If you have consulting, ecommerce, or business development experience in the retail or grocery industry, please read on and apply!

What you will be doing

• Lead Multiple Projects: Manage 3-5 business development projects at varying stages of maturity.
• Consultative Selling: Serve as the primary Ocado Solutions contact for key prospects, utilising consultative selling skills to understand their needs, develop project plans, and make compelling business cases.
• Relationship Building: Strengthen relationships with potential partners, guiding them from initial contact to contract signing, and beyond.
• Strategic Decision-Making: Provide input on commercial strategies, including product pricing and positioning, to drive business growth.
• Project Oversight: Supervise project managers and associates, ensuring momentum is maintained and problems are solved effectively.
• Negotiation & Closure: Lead deal negotiation strategies and successfully close OSP deals.
• Quantitative Analysis: Perform in-depth quantitative analyses, including deal profitability models, to ensure financial objectives are met.
• Market Insight: Stay updated on global retail trends and the shift to online channels, ensuring your team’s knowledge is current and relevant.
• Cross-Functional Collaboration: Work with subject matter experts across Ocado to support successful sales activities.
• Process Improvement: Continuously refine team processes and materials to enhance efficiency and effectiveness.

We’d love to talk to you if you have...

• Strategic Expertise: Extensive experience in top-tier strategy consulting, or business development, particularly within the retail and grocery sectors.
• Global Mindset: Willingness to travel internationally as needed.
• Business & Commercial Acumen: Good understanding of the retail or grocery markets and its commercial developments from a P&L perspective
• Analytical Skills: Strong analytical and presentation skills, with experience in data handling, analytics, and financial modelling.
• Leadership: Proven leadership, project management, and multi-tasking abilities, with a strong sense of ownership and action-oriented mindset.
• Communication: Excellent oral and written communication skills, capable of influencing and inspiring others.
• Passion & Curiosity: Highly driven, with a passion for innovation and a desire to continuously learn and grow.
• Educational Background: Relevant academic qualifications.

What we offer you...

Our employee benefits are designed for you, we care about people and we’ve ensured we have a wealth of benefits that focus on your well-being. We regularly review our benefits to ensure we are supporting our employees appropriately. Currently, we offer technically stretching work, a competitive salary and;

• 30 days ‘working from anywhere in the world’ policy 
• Wellbeing support through dedicated apps and an Employee Assistance Programme 
• 25 days annual leave, rising to 27 days after 5 years service (plus optional holiday purchase)
• Pension scheme (various options available including employer contribution matching up to 7%)
• Generous Private Medical Insurance (within the first month of joining!)
• Income Protection (can be up to 50% of salary for 3 years) and Life Assurance (3 x annual salary) 
• 22 weeks paid maternity/primary parent leave and 6 weeks paid paternity leave (once relevant service requirements complete) 
• Train Ticket loan (interest-free)
• Cycle to Work Scheme
• Free shuttle bus to and from Hatfield Train Station to the Hatfield offices 
• Free shuttle bus to and from Welwyn Garden City Train Station to the Welwyn Garden City offices
• Opportunity to participate in Sharesave and Buy as You Earn share schemes
• 15% discount on Ocado.com and free delivery for all employees (within the first month of joining!