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.