Head of New Business Acquisition

at  Ocado Group

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.