New Business and Retention Controller Maternity Cover

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 professional who shares this passion - and can turn it into growth.

HCL is a leading school caterer transforming how children experience food. As New Business & Retention Controller , 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 manage 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 children-and 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

• Work alongside the Commercial leadership team to deliver HCL's growth strategy aligned to the corporate five-year plan
• Help to shape our brand positioning with Marketing to strengthen market perception and reach
• Improve sales pipeline visibility across stakeholders and ensure service/financial packages support new business wins
• Manage sales resources and budget to deliver growth targets

Customer Retention

• Support menu design to influence best-in-class nutrition standards for children across the organization
• Work cross functionally to execute promotions that drive meal uptake, engagement and long-term partnerships
• Shape theme days and cuisine concepts that excite students and maintain engagement
• Work closely with the Operations team to develop successful execution of activity plans and renewal process

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 customer facing functions by 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-EI 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