Senior Business Development Manager (B2B)

About the Role:

We are looking for a strategic, analytical, and commercially driven Senior Business Development Manager to lead new growth initiatives and identify expansion opportunities for Digikala's B2B business line.

Our B2B business currently operates across two main segments:

• B2E (Business to Enterprise): Providing a diverse portfolio of products and procurement solutions to enterprise and corporate customers.
• B2R (Business to Reseller): Supplying mobile phones, laptops, computers, IT products, and accessories to retailers and resellers.

The business also has an emerging presence in verticals such as Gold and Construction Materials, with potential for further expansion.

In this role, you will be responsible for identifying untapped market opportunities, developing business strategies and investment cases, evaluating new verticals and business models, and translating growth opportunities into scalable and profitable business initiatives.

The ideal candidate combines strategic thinking, commercial acumen, financial modeling, and strong execution capabilities, with a proven ability to build new businesses and drive sustainable growth.

Key Responsibilities:

1. Business Strategy & Growth Planning

• Develop and execute short-term and long-term growth strategies for Digikala's B2B business.
• Evaluate the performance, competitive positioning, and growth potential of existing B2E and B2R segments.
• Identify strategic growth opportunities across new markets, customer segments, product categories, and business models.
• Develop comprehensive business plans, including revenue projections, profitability analysis, investment requirements, and execution roadmaps.
• Define strategic priorities based on market attractiveness, business feasibility, and financial returns.

2. New Business Development & Market Expansion

• Identify, assess, and prioritize new B2B verticals and business opportunities.
• Conduct market sizing (TAM, SAM, SOM), competitive benchmarking, and customer needs assessments.
• Evaluate potential expansion opportunities in sectors such as enterprise procurement, wholesale distribution, and specialized B2B marketplaces.
• Design go-to-market strategies, commercial models, pricing structures, and partnership approaches for new business initiatives.
• Lead new business initiatives from opportunity identification and validation through pilot implementation and scale-up.

3. Business Case Development & Financial Analysis

• Build data-driven business cases to evaluate the feasibility and profitability of new opportunities.
• Develop financial models covering revenue, gross margin, contribution margin, working capital requirements, and return on investment.
• Analyze unit economics, operational constraints, and commercial risks associated with potential expansions.
• Prepare strategic recommendations and investment proposals for senior leadership.
• Monitor the financial and operational performance of new initiatives and adjust growth plans accordingly.

4. Strategic Partnerships & Commercial Development

• Identify and develop strategic partnerships with manufacturers, distributors, suppliers, and enterprise customers.
• Explore innovative partnership structures and commercial models to unlock new revenue streams.
• Collaborate with internal stakeholders to build scalable B2B solutions and competitive advantages.
• Evaluate opportunities to leverage Digikala's ecosystem, technology, logistics infrastructure, and supplier network.

5. Cross-functional Leadership & Execution

• Lead cross-functional growth initiatives in collaboration with Commercial, Finance, Operations, Product, Technology, and Supply Chain teams.
• Translate strategic opportunities into actionable business plans, measurable milestones, and clear ownership.
• Drive execution of new business initiatives and ensure alignment between strategic objectives and operational capabilities.
• Define and track key performance indicators related to growth, profitability, market expansion, and business performance.
• Present business insights, growth opportunities, and strategic recommendations to senior management.

Requirements:

• Bachelor's degree in Business Administration, Economics, Industrial Engineering, Finance, or a related field. MBA is a plus.
• At least 7–10 years of relevant experience in Business Development, Corporate Strategy, Business Expansion, Management Consulting, or Commercial Strategy, including experience leading complex initiatives.
• Proven track record in developing and executing business strategies, launching new business initiatives, or scaling existing businesses.
• Strong expertise in business planning, financial modeling, market analysis, and investment evaluation.
• Solid understanding of B2B business models, wholesale distribution, enterprise sales, or marketplace ecosystems.
• Strong commercial acumen with the ability to evaluate market opportunities and translate insights into profitable business models.
• Experience working with cross-functional teams and managing complex strategic projects.
• Excellent analytical, problem-solving, negotiation, and stakeholder management skills.
• Strong ownership mindset, entrepreneurial approach, and ability to operate effectively in ambiguous and fast-changing environments.