Head of B2B

  • Warszawa, Poland
  • Full-time

Job Description

Allegro is a leading technology-driven trading company in Poland. Currently we are on a mission to make on-line shopping easier for everyone, offering the best prices, convenience and full transaction security.
Currently Allegro is recognized as a B2C company. Our mission is to build a B2B Segment, which become a new platform in the future. To get there, we need exceptionally talented, bright and driven people.We are looking for an experienced Head of B2B business. 

Currently the B2B team is under construction and covers 2FTE in Business Unit Management and 2FTE in KAM structure. B2B segment plays insignificant role in terms of share in total Allegro platform. Our approach is to develop B2B business to make shopping on Allegro more attractive to professional buyers and secure the following:

  • Price – to attract sellers with the most attractive prices for professional buyers

  • Selection – to ensure the widest selection of products that meet the needs of professional buyers 

  • Customer and delivery experience – to provide fast and reliable delivery to buyers and improve their shopping experience 


Your challenge will be to create a strong B2B platform for professional buyers and scale the current level of business which will play a strong role in the development of our marketplace.

This is an opportunity to have a high level of  accountability, visibility, credibility and empowerment, which will allow you to influence the way we develop our business and drive our leadership in the area of Pricing, Selection and Delivery Experience and help us achieve our mission.

In this role you’ll be responsible for developing the B2B operations of Allegro consisting of:

  • Creation of B2B strategy which complements our marketplace business. You will define the role of B2B business in terms of Pricing, Selection and Delivery/Customer Experience to make the overall Allegro platform offering more attractive. You will also cooperate closely with your peers responsible for Vertical Businesses: Automotive, Electronics, Fashion, Kids/Health/Beauty/Sport, Home&Garden, Books&Media. You will coordinate category strategies with them and support in sourcing and execution of B2B offers.  
  • Creation of innovative and scalable solutions for process automation in B2B area
  • Development of consumer experience tools to support B2B purchase
  • Product development customized for B2B buyers
  • Client’s development functions (KAM structure) to secure wide selection offer at best competitive pricing
  • Extensive hunting of new sellers

This challenge will be both strategic and operational in nature. You will need to define:

  • the strategy and tactical plan to grow B2B especially in the context of strong local players as well as global competition. Your role will be to ensure we have the right commercial plan to support B2B in cooperation with Business Verticals.

  • define and execute end-to-end experience on the platform for B2B sellers and B2B buyers which will require strong lead and cooperation with technology, UX and research teams 

  • build the awareness of Allegro as first choice B2B platform for both sellers and professional buyers


Day-to-day responsibilities

  • Selecting and implementing sellers and brands which will increase selection level on B2B and ensure the most competitive pricing.

  • Improve and monitor key merchant processes including:

    • Hunting by KAM

    • Monitoring selection level (density of offers on B2B)

    • Monitoring pricing level of B2B offers

    • Monitoring GMV performance

    • Monitoring quality of merchants and their offer

    • Ensuring saturation level of parameters on B2B offers

  • Cooperate with Business Verticals and Campaign & Customer Engagement teams to create promotional plans for B2B buyers

  • Identify opportunities for expansion of B2B (purchase groups, Polish Federation of Hospitals, etc.) 


  • Self driven and taking ownership

  • Ability to think strategically

  • Strong analytical and KPI focus

  • Strong operational efficiency and effectiveness

  • Senior manager able to manage relations and negotiate with demanding business partners 

  • Ability to work in a large organization and cooperate across departments

  • Effective communication skills both orally and written (with high level of English proficiency)

  • Ability to cooperate and lead technology partners

Apply and join Allegro!

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