We are looking for a a Head of New Business & Retention to join our team.
Head Office is located at Mundells, Welwyn Garden City
Hours: Mon to Fri 37 hours per week
Salary Range: £64,000 - £71,000 per annum (Depending on Experience)
+ c ar allowance, healthcare, pension, bonus
Purpose of the Job:
Every day, we make a difference to thousands of children's lives. We cook delicious, nutritious meals. We run workshops that teach the next generation how to eat well and never settle for less. We need a sales leader who shares this passion - and can turn it into growth.
HCL is a leading school caterer transforming how children experience food. As Head of New Business & Retention, you'll drive our ambitious expansion across London and the South of England while strengthening our core base in Hertfordshire and beyond. This is a high-impact role. You'll lead our growth strategy, build compelling propositions that win competitive tenders, and represent HCL where it matters - from boardrooms to trade shows. Managing the Sales Team and working across the business, you'll own the full commercial cycle: market analysis, target prioritization, resource allocation, and deal design.
Your Target:
Maintain 98% retention rate withing core business
100% new business growth over five years.
Your impact: Positioning HCL as the partner of choice for schools that want better for their childrenand proving we're worth paying more for. This isn't just a sales role. It's a chance to champion nutrition, education, and excellence while building a market-leading business.
MAIN RESPONSIBILITIES
Strategic Growth
Drive HCL's growth strategy aligned to the corporate five-year plan
Shape brand positioning with Marketing to strengthen market perception and reach
Build sales pipeline visibility across stakeholders and ensure service/financial packages support new business wins
Manage sales resources and budget to deliver growth targets
Menu & Promotion Development
Guide Executive Chef and Marketing on menu design and promotions that drive meal uptake
Shape themed days and cuisine concepts that excite students and maintain engagement
Champion best-in-class nutrition standards for children across the organization
Tenders & Stakeholder Management
Create and deliver winning commercial tenders with compelling presentations and competitive financial packages
Build relationships with head teachers, business managers, parents, and procurement consultants to understand decision drivers
Lead Business Development Managers and Bid Writers to maintain consistently high tender standards
Project manage major Multi-Academy Trust tenders, delivering impact while meeting framework requirements and deadlines
Presentation & Thought Leadership
Position HCL as the leader in educational catering through targeted engagement with Local Authorities, MATs, and procurement consultants
Lead high-stakes pitches with persuasive messaging and confident delivery
Represent HCL at presentations, networking events, and trade shows
Deal Conversion
Partner with Commercial and Finance Directors to craft margin-positive deals that win against competitors
Analyse win/loss feedback to refine propositions and advise Leadership on necessary changes
Drive contract retention by equipping Sales Team to support Operations with compelling renewal proposals
Team Leadership & Behaviours
Coach and develop the Sales Team, building presentation excellence and professional capability
Create a high-performing 'hit squad' for major tender presentations
Conduct performance reviews and facilitate development programs to elevate team expertise
Cultivate a collaborative and team player approach across all HCL functions, be the change we need to see
PERSON SPECIFICATION
Dynamic, high-EQ leader passionate about delivering quality food to children
Proven track record driving commercial growth and winning tenders in food/catering sales
Strong 'hunter' mentality with demonstrated ability to close complex B2B deals
Financial acumen to craft flexible, profitable deals with cross-functional partners
Expert in B2B sales tools, networking, and pipeline management
World-class presenter with exceptional persuasive communication skills
Highly organized with ability to prioritize, analyse tenders, and deliver under tight deadlines
Self-directed with strong time management and MS Office proficiency
EQUAL OPPORTUNITIES
HCL is committed to openness and equality of opportunity in every activity, from the way we employ staff to the way we deliver services. It is a central responsibility of managers and employees of the company to ensure that every individual that we encounter is treated with dignity and respect.
HEALTH AND SAFETY
It will be the duty of every employee while at work to take reasonable care for the Health and Safety of themselves and of other persons who may be affected by their acts or omissions at work.
Apply Today and start your journey with HCL!
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