Head of B2B

Rugvista AB; Malmö kommun; Sur place; SEK 1 000 000 - 1 400 000; Plein temps

Résumé du poste

Rugvista seeks a Head of B2B at our Malmö HQ to lead and grow our hospitality and professional buyer business. You will own the B2B P&L, strategy, and commercial performance, while personally managing key accounts and larger projects.

You will lead a three-person team, drive direct sales to hotels, offices, designers, and professional buyers, and work cross-functionally to strengthen our offer and ensure profitable growth.

Qualifications

• Senior B2B sales leadership in an international setting.
• Proven track record of growing a business and leading a sales team.
• Experience selling directly to professional customers with complex buying processes.
• Owns P&L or has equivalent commercial responsibility; understands profitability drivers.
• Experience with hospitality refurbishment cycles or FF&E procurement is valued.

Responsabilités

• Set growth direction, identify priority segments/accounts, and translate into a focused plan with clear commercial goals.
• Personally drive key accounts and large projects while strengthening pipeline and repeat business.
• Lead and develop a small sales team with clear priorities and coaching.
• Collaborate with Design, Merchandising, Operations and Sustainability to tailor the offer for professional buyers.
• Coordinate delivery and after-sales support to ensure project success and client satisfaction.
• Build cross-functional support and develop business cases to turn priorities into action.

Connaissances

Senior B2B sales

Leadership

Consultative selling

P&L ownership

Hospitality procurement

E-commerce experience

Description du poste

About the role

Rugvista is looking for a Head of B2B, based at our headquarters in Malmö, to lead and grow our business with hospitality customers, businesses furnishing offices and interior designers.

You will take responsibility for Rugvista’s B2B business, building on an established customer base and leading a team of three. You will own the B2B P&L, strategy and commercial performance. The focus is direct sales to professional end customers, such as hotels and businesses furnishing offices, and to interior designers buying for client projects, rather than wholesale to retailers or distributors.

This is a senior commercial leadership role combining strategic direction and business development with hands‑on sales execution. You will also personally manage key customer relationships and larger project opportunities.

Why this role matters now

We have an established B2B business and customer base and now want to take the next step. An early priority will be to understand where we have the strongest opportunities and what will unlock them, then make clear choices about where to focus. Success will require close collaboration across Rugvista, as assortment, technology and operational resources sit within shared functions.

What you’ll do

• Set the direction for growth. Identify priority segments, markets and accounts, and translate them into a focused plan with clear commercial goals.
• Win and develop business. Personally drive key accounts and larger projects, while strengthening prospecting, conversion and repeat business across the team.
• Lead and develop the team. Give a small, experienced team clear priorities, effective coaching and consistent follow‑up.
• Strengthen our offer for professional buyers. Work with Design, Merchandising, Operations and Sustainability on the assortment, specifications, certifications, pricing and availability customers need.
• Make project delivery work well. Connect the sales promise with operational capabilities, from samples and quotations to documentation, delivery coordination and after‑sales support.
• Build cross‑functional support for growth. Make B2B customer needs and commercial opportunities clear across the business, build strong business cases for what is needed, and work with other teams to turn priorities into action.

Success will mean a clearer commercial focus, a stronger pipeline, more returning customers and measurable, profitable growth, supported by a team and organisation equipped to deliver it.

What you bring

• Senior B2B sales and commercial leadership experience in an international environment, with a track record of growing a business and leading a sales team.
• Strong experience selling directly to professional customers through consultative or project‑based sales, including complex buying processes and procurement requirements.
• A track record of translating growth ambitions into results by identifying underlying challenges, choosing priorities and improving execution.
• Experience owning a P&L or comparable commercial responsibility, with a good understanding of the drivers of profitability.
• Experience with hospitality refurbishment cycles, FF&E procurement or product certification requirements is highly valued, as is an established network among professional buyers. Experience in e‑commerce or a business with a broad assortment is also an advantage.
• Fluent English. Swedish and other European languages are a plus.

How you work

You bring ambition and energy, together with the judgement to focus on what will make the greatest difference. You ask good questions, listen to customers and colleagues, and use evidence to guide your decisions.

You know that commercial success depends on work across the business. You build trust, make customer needs clear and develop practical solutions with colleagues who bring different perspectives and priorities. You are confident making the case for change and pragmatic about how to move it forward.

As a leader, you set clear expectations, coach people and follow through. Our values – Win together, Act as owners and Quality in every thread – guide how we work.

What we offer

• A senior commercial leadership role with clear ownership and the opportunity to shape an important growth area for Rugvista.
• Opportunity to work in an international e‑commerce environment.
• A dynamic, fast‑paced environment with high ambitions and short decision paths.
• A collaborative and value‑driven culture, with genuine respect for people and ideas.
• A competitive compensation and benefits package.
• A newly developed office in Malmö including a fully equipped on‑site gym.

About Rugvista

Rugvista is one of Europe’s leading online rug retailers, with a clear ambition to make it easier for people across Europe to find a rug they love. For 20 years, we have built a strong digital business, with rug designs ranging from modern to timeless classics.

We are a team of around 100 people, headquartered in Malmö with an additional office in Berlin. Listed on Nasdaq First North Premier Growth Market (RUG), we aim to become the go‑to brand for quality rugs.