About the Role

We are seeking a commercial leader to own, build, and scale our Institutional and B2B business - a high-potential, strategic channel with a mandate to grow four-fold over the next few years. While this role requires hands-on enterprise sales leadership from day one, its trajectory is toward building and leading a significant business unit. This is the closest thing to running your own business within an established, market-leading organization.

The successful candidate will initially act as the business's primary growth engine — personally leading the acquisition of major corporate and institutional accounts. Concurrently, they will shape the commercial strategy, product roadmap, and team that will drive long-term scale. This includes guiding the development of a B2B procurement portal, not as a technical manager, but as the voice of the customer, ensuring it serves as an effective tool for client acquisition, retention, and workflow automation.

This is a role for a proven commercial builder who wants to create and lead a business, not just manage a function. It is ideal for a candidate with a track record of scaling B2B ventures, who is now ready to apply that hunter mindset with the platform, resources, and reach of a market leader.

Key Responsibilities

1. Institutional & Corporate Account Acquisition

Personally identify, prospect, and close flagship institutional accounts across target verticals: Corporates, Government-Linked Companies, Healthcare, Education, Hospitality, and large Office/Workplace clients.
Build and actively manage a robust enterprise sales pipeline, from lead generation and RFP response to contract negotiation and onboarding.
Negotiate complex commercial terms, pricing structures, and service level agreements with senior procurement and C-level stakeholders.
Own key strategic account relationships, ensuring long-term retention and significant expansion of wallet share.

2. Commercial Strategy & Business Growth

Develop and own the strategic roadmap to achieve a four-fold growth in B2B Gross Merchandise Value (GMV) and Gross Profit (GP).
Define and execute the go-to-market strategy, including vertical prioritization, channel development, and partnerships.
Translate the commercial strategy into a clear, actionable operating plan with measurable milestones and KPIs.

3. Commercial Product & Platform Leadership

Act as the primary business owner for the B2B procurement portal, championing features that solve critical client needs.
Define and prioritize business requirements such as multi-user account hierarchies, credit/payment terms, bulk/scheduled ordering, punch-out integrations, and tiered pricing.
Partner with product and technology teams to ensure the platform is a world-class tool for enterprise clients, driving adoption and reducing friction.

4. Leadership & Team Building

Serve as the clear, visible leader for the Institutional & B2B business unit as it scales.
Coach, and lead a high-performing team of account managers and business development specialists.
Transition from a primary individual contributor to a leader who empowers their team to drive growth.
Represent B2B commercial priorities and performance to senior leadership.

5. P&L Ownership & Commercial Performance

Own the GMV and profitability of the B2B business unit.
Develop and manage pricing, promotion, and account management strategies that balance aggressive growth with sustainable margin health.
Report on business performance, pipeline health, and strategic progress to leadership.

What We're Looking For

Core, Non-Negotiable Skills

Proven B2B Enterprise Sales / Hunter Track Record: Demonstrated experience in building a territory from a low base, proactive prospecting, and a history of personally closing large, complex deals.
Corporate Procurement Fluency: Deep understanding of corporate buying cycles, RFP/tender processes, and the mechanics of procurement systems (e.g., Ariba, Coupa). You must be able to speak the language of a Head of Procurement.
Strong Commercial & P&L Acumen: The ability to structure deals that drive both revenue and profitability. Must be comfortable with concepts like GMV, GP, margin, and credit risk.
Entrepreneurial Mindset & Builder's Mentality: A resourceful, mature, and results-oriented individual who is comfortable with ambiguity and thrives on building something from the ground up.

Preferred & Flexible Qualifications

Direct Industry Experience (FMCG/Grocery/eCommerce): This is a nice-to-have, not a must-have. We believe a strong commercial hunter from industries like B2B supplies, HORECA, logistics, or even corporate SaaS/Fintech can quickly learn our product categories.
Government Procurement (GeBIZ) Experience: Experience with enterprise RFPs is highly transferable. Direct GeBIZ experience is a plus but not a prerequisite.
Existing Network: A usable network of contacts in corporate procurement, finance, or HR across our target verticals is highly advantageous.

Success Metrics

Achievement of GMV and GP growth targets, consistent with the four-fold business ambition.
Successful acquisition and retention of a portfolio of flagship institutional and corporate accounts.
Successful launch and client adoption of the new B2B portal, measured by user activity and feedback.
The build-out of a capable, high-performing B2B team as the business scales.

Lead (Institutional B2B)