Commercial Director, B2C Sweden

IMPACT Commerce; Stockholms kommun; On-site; SEK 1,000,000 - 1,400,000; Full time

Job summary

IMPACT Commerce is seeking a Commercial Director to own the full commercial agenda for our B2C business in Sweden, driving new business and shaping the go-to-market direction for one of our fastest-growing markets. You will manage a significant individual sales target, primarily by opening new client relationships within a defined group of target accounts.

This role is 100% sales-focused, with consulting involvement as needed, and requires close collaboration with the Managing Director, SE (B2C)

Qualifications

• Minimum 10 years’ consulting sales experience, with a proven record of carrying and hitting large individual targets.
• Deep understanding of sales cycles in the retail and brands industry.
• Demonstrated expertise in complex sales and solution selling.
• Senior commercial responsibility for a market, country or business unit, including ownership of a sales or P&L target.
• A career built in or around the commerce industry, on either the client or solution-provider side.
• Leadership experience — line management, hiring or team build-up — is an advantage.
• A relevant degree in business, economics, marketing or a comparable field; an equivalent commercial track record may substitute.
• Experience owning a country-level or business-unit P&L or sales target, selling consultancy and delivery capacity alongside solutions, or leading framework and multi-year contract negotiations is a strong plus.

Responsibilities

• Drive inbound and outbound sales, identifying, pursuing and closing the right opportunities within our target customer group.
• Prospect and network proactively, using industry networks and events to open new client accounts.
• Build and maintain long-term relationships with key decision-makers and influencers.
• Run high-impact pitches that maximise win rates while keeping cost-of-sales efficient.
• Lead contract negotiations and secure favourable commercial outcomes.
• Set the strategic commercial direction for Swedish B2C, aligned with group strategy and daily operations.
• Develop and execute go-to-market strategies, positioning, and annual/quarterly sales plans.
• Define and track ambitious sales KPIs, with regular follow-up and course correction.
• Manage pipeline and CRM discipline, and prepare sales reporting against targets.
• Foster collaboration between sales, marketing and delivery, staying current on market trends and client needs.
• Define and implement sales processes, including training for new hires.
• Build a performance culture with clear expectations, KPI follow-up and continuous feedback.

Skills

Consulting sales

Sales leadership

Negotiation

Strategic thinking

Education

Bachelor's degree in business/marketing

Tools

CRM software

Job description

About The Job

At Impact Commerce, we are looking for a Commercial Director to own the full commercial agenda for our B2C business in Sweden, driving new business and shaping the go-to-market direction for one of our fastest-growing markets.

About The Job

At Impact Commerce, we are looking for a Commercial Director to own the full commercial agenda for our B2C business in Sweden, driving new business and shaping the go-to-market direction for one of our fastest-growing markets.

You will carry a significant individual sales target, won primarily by opening new client relationships within a defined group of target accounts. This is a 100% sales-focused role, with room for consulting involvement as required, and you will work closely with our Managing Director, SE (B2C), and cross-functional teams to build a steady, periodized flow of new business quarter after quarter.

More specifically, in this role we expect you to have:

Sales & business development

• Drive inbound and outbound sales, identifying, pursuing and closing the right opportunities within our target customer group.
• Prospect and network proactively, using industry networks and events to open new client accounts.
• Build and maintain long-term relationships with key decision-makers and influencers.
• Run high-impact pitches that maximise win rates while keeping cost-of-sales efficient.
• Lead contract negotiations and secure favourable commercial outcomes.

Strategy & operations

• Set the strategic commercial direction for Swedish B2C, aligned with group strategy and daily operations.
• Develop and execute go-to-market strategies, positioning, and annual/quarterly sales plans.
• Define and track ambitious sales KPIs, with regular follow-up and course correction.
• Manage pipeline and CRM discipline, and prepare sales reporting against targets.
• Foster collaboration between sales, marketing and delivery, staying current on market trends and client needs.

Leadership

• Define and implement sales processes, including training for new hires.
• Build a performance culture with clear expectations, KPI follow-up and continuous feedback.

YOUR PROFILE

As Commercial Director, you will set the go-to-market direction for Swedish B2C and take ownership of an ambitious individual sales target, won primarily through new customers in a defined group of target accounts. You bring deep consulting sales experience and a genuine appetite for building long-term client relationships in retail and brands.

We Are Looking For a Driven, Commercially Sharp Sales Leader Who Can Contribute To a Fun And Healthy Everyday Culture At IMPACT While Setting a High Standard In Collaboration With Colleagues

• A proven closer with a track record of carrying and hitting large individual sales targets.
• A skilled negotiator, comfortable across varied and demanding negotiation situations.
• A well-connected networker among Swedish retail and brand decision-makers.
• A strategic thinker who can translate market understanding into a clear go-to-market plan.

At Last, We Imagine You Have

• Minimum 10 years’ consulting sales experience, with a proven record of carrying and hitting large individual targets.
• Deep understanding of sales cycles in the retail and brands industry.
• Demonstrated expertise in complex sales and solution selling.
• Senior commercial responsibility for a market, country or business unit, including ownership of a sales or P&L target.
• A career built in or around the commerce industry, on either the client or solution-provider side.
• Leadership experience — line management, hiring or team build-up — is an advantage.
• A relevant degree in business, economics, marketing or a comparable field; an equivalent commercial track record may substitute.
• Experience owning a country-level or business-unit P&L or sales target, selling consultancy and delivery capacity alongside solutions, or leading framework and multi-year contract negotiations is a strong plus.

LIFE AT IMPACT

Commerce has never stood still. Neither have we. For more than 25 years, we have helped ambitious businesses turn change into growth by taking the time to understand what truly moves their business. What started in Aarhus, Denmark has grown into a European powerhouse with offices across the world. From strategy and experience to technology, data, and execution, every capability sits under one roof. That’s how we move faster, align better, and build solutions that hold over time. We work close by. We think long-term. And we take responsibility for bringing technology, strategy, and execution together - helping brands grow with clarity and confidence in the next era of commerce. IMPACT is built by specialists who care deeply about what they do, and take responsibility for what they deliver. Wherever commerce happens, we show up with the same standards, the same accountability, and the same ambition. Because consistency is what builds trust, across borders and over time.