Lead (Institutional B2B)

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.