Senior Director of Strategic Business Development

About The Role

At Ocado we're changing the way the world shops for good. Using our heritage as the leading grocery eCommerce pureplay and our expertise in supply chains and logistics, we provide proprietary technology solutions to facilitate and improve retailers globally. We’re looking for a Senior Director of Strategic Business Development to help shape what’s next — particularly as we expand our presence across the U.S. market.

Location:

United States (Remote)

Drive Strategic Origination & Market Expansion

• Identify, evaluate, and develop new enterprise opportunities across the U.S. market.
• Build comprehensive prospect strategies grounded in deep research, with a particular concentration on stakeholder mapping, and competitive analysis.
• Initiate and lead early-stage executive conversations that define scope, opportunity, and long-term potential.
• Represent Ocado at industry events, conferences, and key forums to build presence and pipeline.

Build Executive-Level Relationships

• Develop long-term, trust-based relationships with C-suite stakeholders and broader decision-makers.
• Manage multi-year engagement strategies from first introduction through deal execution and beyond.
• Partner internally with sales, product, finance, legal, IR/Comms, and executive leadership to align approach and positioning.

Shape Strategic Direction

• Contribute to enterprise-level strategic planning and long-term positioning.
• Support balance sheet and capital allocation discussions, including identifying and assessing potential M&A opportunities.
• Proactively originate partnerships, ventures, and strategic alliances aligned with Ocado’s long-term growth strategy.

Lead Insight-Driven Decision Making

• Develop rigorous financial models, business cases, and scenario analyses to support recommendations.
• Monitor market trends, competitor activity, and emerging technologies to identify risks and opportunities.
• Define and track KPIs to measure strategy effectiveness and continuously improve execution.

Communicate with Clarity & Influence

• Deliver compelling executive-level presentations that translate complex data into clear, actionable insights.
• Serve as a trusted strategic advisor to internal and external stakeholders.

• Proven track record of initiating and building senior-level business relationships that convert into long-term partnerships or enterprise deals.
• Experience in strategic business development, corporate strategy, investment banking, management consulting, or enterprise technology sales.
• Strong financial acumen, including business case development, P&L fluency, capital allocation understanding, and scenario modeling.
• Experience in eCommerce, grocery retail, consumer food, supply chain, logistics, or automation/technology solutions is highly valued.
• Exposure to M&A strategy, partnership structuring, or corporate development is a plus.

• Self-starter who confidently initiates first contact and builds momentum from ambiguity.
• Strategic thinker with strong analytical and problem-solving skills.
• Exceptional communicator — comfortable engaging diverse audiences from operational leaders to board-level executives.
• Collaborative leader who works effectively across global, cross-functional teams.
• Curious, forward-thinking, and energized by innovation and transformation.

Ocado Group is a UK-based technology company publicly traded on the London Stock Exchange. For over 20 years, we’ve developed cutting-edge automation systems that power some of the world’s most advanced fulfillment operations. Ocado Group partners with leading grocery retailers worldwide, providing the cutting-edge Ocado Smart Platform (OSP) – an end-to-end ecommerce, fulfillment, and last-mile delivery ecosystem. Our mission is to transform online grocery with world-class automation, AI-driven operations, and scalable solutions that empower our partners to lead in the digital age.

We are already working with some of the world's most prominent grocery retailers, including Groupe Casino (France), Kroger (USA), Coles (Australia), AEON (Japan), ICA (Sweden), and many more. Today, we’re bringing those capabilities to…