Business Head ( B2B Marketplace Growth & Business Development )

Job Description:

Job Description

Role Overview

We are looking for an experienced B2B Marketplace Growth Leader to drive the expansion of our industrial marketplace by building a high-quality network of buyers and sellers across India. The role requires a strategic leader with a proven track record of scaling industrial marketplaces, generating significant business revenue, and leading high-performing sales and acquisition teams.

Key Responsibilities

1. Seller Acquisition & Activation

•⁠ ⁠Identify, acquire, and onboard manufacturers, distributors, exporters, OEM suppliers, and industrial vendors across Electrical and Industrial categories.
•⁠ ⁠Build and expand category pipelines including:

* Automation
* Valves
* Motors
* Cables
* Switchgears
* Hydraulics
* Fire & Safety
* Industrial Tools
* Electrical Components
* Process Equipment and related industrial categories.
•⁠ ⁠Drive product catalog adoption, RFQ participation, and seller engagement.
•⁠ ⁠Ensure rapid seller activation and improve repeat transactions and long-term retention.
•⁠ ⁠Develop strong relationships with strategic suppliers to improve marketplace depth and liquidity.

2. Buyer Acquisition & Marketplace Expansion

•⁠ ⁠Acquire and develop relationships with:

* OEMs
* EPC Companies
* Contractors
* Exporters
* System Integrators
* Industrial Procurement Teams
* Manufacturing Companies
* MSMEs and Mid-Market Enterprises
•⁠ ⁠Increase procurement adoption through digital sourcing.
•⁠ ⁠Drive RFQ generation and improve buyer engagement across targeted industrial segments.

3. Marketplace Ecosystem Development

•⁠ ⁠Build strong regional and national supplier ecosystems.
•⁠ ⁠Strengthen marketplace liquidity by growing both buyer and seller participation simultaneously.
•⁠ ⁠Identify new industrial clusters, manufacturing hubs, and sourcing corridors.
•⁠ ⁠Enable cross-border sourcing opportunities wherever applicable.
•⁠ ⁠Develop category expansion strategies aligned with market demand.

4. Revenue & Transaction Growth

•⁠ ⁠Drive Gross Merchandise Value (GMV) through strategic marketplace expansion.
•⁠ ⁠Improve RFQ-to-order conversion ratios.
•⁠ ⁠Support commercial negotiations, pricing alignment, and transaction closures.
•⁠ ⁠Own monthly business targets and ensure sustainable revenue growth.
•⁠ ⁠Drive marketplace adoption leading to consistent transaction volume growth.

5. Strategic Leadership

•⁠ ⁠Benchmark marketplace positioning against leading industrial platforms such as IndiaMART, TradeIndia, Moglix, and similar B2B ecosystems.
•⁠ ⁠Recommend new business opportunities, category expansion plans, and go-to-market strategies.
•⁠ ⁠Collaborate with leadership on marketplace growth initiatives and long-term scaling strategies.

6. Team Building & Leadership

•⁠ ⁠Build, lead, mentor, and scale inside sales, marketplace acquisition, and seller onboarding teams.
•⁠ ⁠Define acquisition playbooks, onboarding processes, KPIs, and performance metrics.
•⁠ ⁠Establish regional acquisition teams and drive execution excellence.
•⁠ ⁠Foster a high-performance, target-driven sales culture.

Mandatory Requirements :

•⁠ ⁠Minimum 10+ years of experience in B2B Industrial Sales, Marketplace Growth, Channel Development, Business Development, or Industrial Procurement Ecosystems.
•⁠ ⁠Demonstrated experience in scaling industrial marketplaces, dealer/distributor networks, or supplier ecosystems.
•⁠ ⁠Proven experience in onboarding industrial sellers and developing enterprise buyer relationships.
•⁠ ⁠Strong network across industrial manufacturers, distributors, OEMs, EPC companies, procurement heads, and engineering organizations.
•⁠ ⁠Experience working with platform-led business models, industrial sourcing platforms, or digital B2B marketplaces.
•⁠ ⁠Ability to independently handle enterprise-level commercial discussions and strategic partnerships.
•⁠ ⁠*Must have managed and led a team of at least 10 or more sales/business development professionals.*
•⁠ ⁠*Must have consistently delivered monthly business revenue of ₹2–5 Crore (individually or through team ownership), with a proven track record of achieving or exceeding sales and GMV targets.*
•⁠ ⁠Strong understanding of industrial procurement processes, RFQ-based selling, and supply chain ecosystems.
•⁠ ⁠Excellent leadership, negotiation, stakeholder management, and strategic planning capabilities.

Preferred Experience

•⁠ ⁠Experience in Industrial Marketplace, SaaS-enabled B2B Commerce, Procurement Platforms, Supply Chain Technology, or Industrial Distribution.
•⁠ ⁠Exposure to Electrical, Mechanical, Automation, Process Industries, MRO, or Engineering product categories.
•⁠ ⁠Experience in scaling marketplace businesses from early-stage growth to large-scale operations.
•⁠ ⁠MBA or equivalent qualification is preferred.

Success Metrics

•⁠ ⁠Seller acquisition and activation targets achieved.
•⁠ ⁠Buyer acquisition and RFQ growth.
•⁠ ⁠Monthly GMV and revenue achievement (₹2–5 Crore+ ownership).
•⁠ ⁠Marketplace liquidity improvement.
•⁠ ⁠Seller retention and repeat transaction rates.
•⁠ ⁠Team productivity and regional expansion.
•⁠ ⁠Category expansion and strategic partnerships.