HCL
New Business and Retention Controller Maternity Cover
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New Business & Retention Controller - Maternity Cover 1 year
Location: Mundells, Welwyn Garden City, Hybrid
Salary Range: £60,746 to £66,493 (DOE)
Hours: Full-time, 37 hours per week
Contract: One year Maternity Cover
Reports to: Head of New Business & Retention
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 within 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
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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
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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
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.
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