Lead (E-Commerce B2B)

Job DescriptionReports To: General Manager, Ecommerce End-to-End ManagementLocation: SingaporeType: Full-TimeRole OverviewWe are seeking a visionary and execution-driven leader to scale FairPrice’s B2B e-commerce business into Singapore’s most trusted digital procurement platform for institutional buyers. This is a leadership role, owning the end to end business of the ecommerce B2B business, requiring a blend of strategic insight, operational rigor, and influential relationship-building. You will lead the charge in acquiring public and private sector accounts, shaping the product roadmap for institutional needs, and driving multi-channel growth—including government procurement, corporate accounts, CSR/employee welfare, and donation partnerships.

Key Responsibilities B2B Commercial GrowthBuild and lead the commercial strategy for institutional sales across public and private sectors. Drive GMV and account acquisition to achieve aggressive key milestonesLead contract negotiations, pricing strategies, and multi-year supply deals with ministries, agencies, and large enterprises. Work closely with Product (Category) Team & category managers to enhance B2B specific assortment ranges Strategic Partnerships & Enterprise AccountsCultivate C-level relationships with procurement leaders in ministries, MNCs, SMEs, hospitals, schools, and NGOs. Partner with HR, CSR, and admin teams to offer FairPrice procurement products, employee benefit bundles, and care pack solutions.

Spearhead collaborations with GovTech, Vendor@Gov platforms, and CSR networks. Product & Platform LeadershipWork cross-functionally with product managers to evolve FairPrice’s B2B portal features: multi-user accounts, tiered pricing, invoicing, procurement reporting, and credit controls. Define roadmap and champion procurement and online donations process digitization and UX excellence Fulfilment & Operational ExcellenceWork closely with operations and supply chain teams to ensure SLA-fulfilment, institutional picking logic, and cold-chain reliability.

Leadership & Team BuildingRecruit, manage, and inspire a high-performance team of acquisition and account managers, operations liaisons, and able to work closely with product category teams to iron out B2B pricing and strategy for targeted user segment Mentor talent across sales, platform growth, and procurement consulting functions.

Job RequirementsIdeal Candidate ProfileMust be able to execute with a start-up mindset and willing to get hands dirty to attain resultsMin 8-10 years of leadership experience in e-commerce, B2B marketplace, FMCG procurement, or institutional supplyProven track record growing enterprise accounts and government clientsStrong network within Singapore’s public and corporate sectorsDeep understanding of e-procurement, fulfilment, and commercial negotiationExperience scaling B2B platforms or leading digital transformation for procurementExcellent communicator with the gravitas to pitch to C-suites and boardroomsPreferred ExperienceExperience at startups, e-commerce or enterprise sales divisions building B2B and institutional sales businesses, or enterprise sales arms in FMCG companiesExperience in scaling grocery procurement and pantry businesses will be an advantageFamiliarity with GeBIZ, Vendor@Gov, or MOF procurement policiesFamiliarity with Salesforce, SAP Ariba, or digital procurement toolingWhy Join Us?You will play a pivotal role in defining how institutions buy groceries in the next decade.

With a trusted national brand, unmatched fulfilment infrastructure, and top-tier leadership support, you’ll have the platform, resources, and mandate to build Singapore’s leading B2B grocery ecosystem.