We are looking for someone to own and run our B2B eCommerce business - a high-potential, fast-scaling corporate channel with the mandate to grow it four-fold over the next few years. While the formal title is Senior Manager, the scope of this role is the full B2B agenda:
this is the closest thing to running your own business inside an established, resourced organisation.
The successful candidate will start as the business's primary driver - personally leading corporate account acquisition - while simultaneously owning the strategy, the roadmap, and eventually the team that will scale the business. This includes shaping the build of a new B2B portal with features tailored to corporate buyer needs (bulk ordering, credit terms, multi-user account hierarchies, invoicing/reconciliation tools, procurement integrations, and tiered pricing).
This is a role for someone who wants to build and lead a business, not just manage a function -ideal for someone who has previously launched, founded, or scaled a business themselves, and now wants to apply that same builder's mindset with the platform, resources, and reach of an established market leader behind them.
Key Responsibilities
1. Individual Acquisition & Account Development
- Personally identify, pitch, and close new corporate/B2B accounts across key target industry segments
- Build and manage a robust pipeline of prospective corporate clients, from lead generation through to onboarding
- Negotiate commercial terms, contracts, and pricing structures with corporate buyers
- Own relationships with key strategic accounts, ensuring retention and expansion of wallet share
- Act as a credible, senior-level point of contact for corporate clients - representing the business in a mature, trust-building capacity
2. Business Strategy & Growth
- Develop and own the strategic roadmap to grow the B2B business four-fold over the next few years
- Define target segments, go-to-market approach, and prioritisation of verticals/industries
- Identify new business opportunities, partnerships, and channels for corporate demand generation
- Translate strategy into an actionable operating plan with clear milestones
3. Platform & Product Input (B2B Portal)
- Act as the business owner and voice of the customer for the development of a new B2B portal
- Define and prioritise corporate-specific feature requirements (e.g. multi-user/company hierarchy access, credit/payment terms, bulk/scheduled ordering, quotation and invoicing workflows, punch-out/procurement system integration, tiered/negotiated pricing, reporting dashboards)
- Work closely with product, tech, and operations teams to ensure the portal is fit-for-purpose for corporate buyers and scalable for growth
- Continuously gather client feedback to refine the platform post-launch
4. Leadership & Team Building
- Act as a clear, visible leader for the B2B function as it scales - setting direction, standards and culture
- Build out and lead a team as the business grows, transitioning from individual contribution to people leadership
- Coach and develop team members, instilling both commercial rigor and entrepreneurial hustle
- Represent B2B priorities and progress to senior stakeholders and leadership
5. Commercial Performance
- Own and drive GMV (Gross Merchandise Value) and profitability as the core success metrics of the role
- Build pricing, promotion, and account management strategies that balance growth with margin health
- Monitor performance against targets and adjust tactics/strategy as needed
- Report on business performance, pipeline health, and strategic progress to leadership
What We're Looking For
Experience & Background
- Proven experience in B2B sales, business development, or account management, ideally within eCommerce, retail, FMCG, logistics, or a related industry
- Demonstrated experience or genuine desire around launching, building, or scaling a business - whether through founding a venture, leading a business unit from early stage, or driving significant growth of an existing business
- Track record of personally closing deals and managing corporate/enterprise relationships
- Experience operating in or navigating large corporate structures, balancing agility with process and governance
Skills & Capabilities
- Entrepreneurial mindset - comfortable building from scratch, operating with ambiguity, and taking ownership without needing every process pre-defined
- Structured and organised - able to navigate corporate complexity, stakeholder management, and cross-functional dependencies without losing momentum
- Strong commercial acumen, with the ability to think in terms of GMV, GP, and unit economics
- Confident, credible communicator able to engage senior corporate decision-makers as well as internal leadership
- Comfortable being both a doer (individual acquisition) and a strategist/leader (business growth and team building) - this role requires flexibility across both modes
Mindset & Attributes
- Resourceful and mature - able to operate independently, solve problems creatively, and exercise sound judgment in ambiguous or complex situations
- Willing to learn from scratch - humble enough to deeply understand the nuances of a complex business before assuming they have all the answers
- A genuine builder at heart, energised by the idea of growing something significant, but pragmatic about working within an established, structured organisation
- Clear leadership presence - someone who can rally a team and stakeholders around a growth vision, not just execute individually
Success Metrics
- Growth of B2B GMV and profitability against targets, in line with the ambition to grow the business, four-fold over the next few years
- Successful acquisition and retention of key corporate accounts
- Successful definition, launch, and adoption of the new B2B portal by corporate clients
- Build-out of a capable, high-performing B2B team as the business scales
We would love to connect with everyone, but due to high volume, we will only reach out to shortlisted applicants. Thank you for considering a career with us!
