Lead (E-Commerce B2B)

Job description

SENIOR MANAGER, B2B ECOMMERCE

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

Requirements

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

This role is best suited to someone who wants to run and grow a business as if it were their own, with the platform, resources, and scale of an established market leader behind them.