Job Description
Reports To: General Manager, Ecommerce End-to-End Management
Location: Singapore | Full-Time
Role Overview
We are seeking a dynamic commercial leader to scale FairPrice's B2B e-commerce business into Singapore's most trusted digital procurement platform for institutional buyers.
This role is anchored in
enterprise growth, partnerships, and account acquisition. You will own the commercial strategy for B2B, build deep relationships across government and corporates, and shape offerings that meet institutional procurement needs. Supported by our strong fulfilment and category teams, you will drive multi-channel growth government tenders, corporate accounts, CSR/employee benefits, and donation partnerships.
Key Responsibilities
- Enterprise Sales & Growth
- Build and lead the B2B commercial strategy for Singapore's institutional market.
- Drive GMV growth through strategic account acquisition and retention.
- Lead contract negotiations, pricing models, and multi-year supply agreements with ministries, agencies, and corporates.
- Strategic Partnerships
- Cultivate C-suite and procurement-level relationships across ministries, MNCs, SMEs, schools, hospitals, and NGOs.
- Partner with HR, CSR, and employee engagement teams to offer procurement solutions, staff benefits bundles, and care pack programs.
- Drive collaborations with GovTech, Vendor@Gov, CSR networks, and digital procurement platforms.
- Commercial Enablement
- Shape B2B product bundles, assortment curation, and pricing strategies with category teams.
- Partner with product managers on institutional-specific features (multi-user accounts, invoicing, procurement reporting, credit controls).
- Provide customer insights to influence B2B product roadmap.
- Leadership & Team Building
- Recruit and lead a high-performance team of acquisition and account managers.
- Inspire cross-functional collaboration with operations, product, and category teams to ensure client success.
Job Requirements
Ideal Candidate Profile
- 810 years of experience in enterprise sales, business development, or partnerships, ideally in e-commerce, FMCG, procurement solutions, or B2B platforms.
- Proven track record in acquiring and growing enterprise/government accounts.
- Strong existing network with decision-makers in corporates, ministries, schools, healthcare, or NGOs.
- Skilled negotiator, experienced in closing large contracts and managing tenders.
- Commercially savvy with ability to translate client needs into platform features and assortment strategy.
- Excellent communicator with credibility to influence C-suite leaders.
Preferred Experience
- Background in agency, enterprise sales, or corporate partnerships (e.g., SaaS, procurement tech, HR/benefits platforms, FMCG sales).
- Familiarity with Singapore procurement frameworks (GeBIZ, Vendor@Gov, MOF policies).
- Experience with Salesforce, SAP Ariba, or procurement tools is an advantage.
Why Join Us
This is a rare opportunity to build and scale Singapore's leading B2B grocery procurement ecosystem. Backed by FairPrice's trusted national brand and market-leading fulfilment infrastructure, you will have the mandate, resources, and platform to redefine how institutions buy groceries for the next decade.
