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Elevva is building a leading retail company across Latin America, operating a portfolio of proprietary brands (Ergonomus, Relan, Droplet, Brücke, Top Living) across multiple categories. The company reaches customers through marketplaces, online stores, retail, and a growing B2B channel serving corporate offices, educational institutions, government projects, and a physical showroom in Bogotá.
As Head of B2B Sales, you will lead the B2B channel end-to-end, owning all commercial operations, pre-sales, and the physical showroom. This is a high-impact role reporting directly to the country general manager.
Key responsibilities include:
**Channel Leadership & Team Management**: Lead the B2B sales team, define individual sales targets, conduct weekly performance reviews, and execute actions to meet channel revenue goals. Facilitate weekly commercial committee meetings and develop the sales team through clear account assignment rules and workload management.
**Pipeline & Process Management**: Manage the CRM pipeline with updated opportunities, closed/reactivated proposals, and loss analysis. Implement and scale AI automation for first-line sales activities (lead qualification, routing, and quoting for smaller deals). Define and enforce service standards including response time, quote quality, complete orders, and delivery promises. Manage volume-based pricing policies and discounts while protecting margin and profitability.
**Segment & Account Development**: Develop corporate, education, HORECA/hospitality, construction, architecture, and real estate segments. Build and manage a government bidder partner network—resellers who bid with the state—providing technical specs and proposals to become their preferred supplier. Manage high-volume strategic accounts and drive repeat purchases and cross-selling from the existing customer base.
**Commercial Planning & Inventory**: Develop B2B sales forecasts by category and validate with S&OP planning teams. Determine replenishment batches for imported and domestic products, validating technical and financial viability with Procurement and Finance. Optimize inventory management by increasing depth in high-velocity SKUs and driving commercial exit of slow-moving stock. Develop new categories and products based on market trends and corporate demand.
**Showroom Operations**: Lead the Bogotá showroom with its own revenue target, customer experience, and conversion of corporate visits into B2B deals.
**Cross-functional Coordination**: Work closely with regional and local teams in Marketing (campaigns, demand generation), Sourcing, Procurement, Operations, Logistics, Finance, and Data.
The company operates under five cultural principles: moving fast with urgency, constantly raising standards, making data-driven decisions, winning as a team, and delivering maximum impact through results.
**Requirements**
- University degree in a related field
- Minimum 5 years of B2B/corporate sales experience
- CRM proficiency and data-driven pipeline management
- Strong commercial metrics analysis: attainment, conversion, margin
- Experience in commercial planning, forecasting, procurement, and inventory management
- Interest in automation and AI applied to sales
- Process-oriented leadership style; comfort with accountability, documentation, and execution discipline
- High energy, drive, and appetite for challenges in a dynamic environment
