B2B Director, Sales & Partnerships @Flip.ro
B2B Director, Sales & Partnerships @Flip.ro
About FLIP
Flip is the leading refurbished electronics eCommerce platform in Southeastern Europe, operating in Romania, Bulgaria, Hungary, and Greece, and part of the eMAG Group. We're building a new B2B sales channel from scratch and looking for the right person to lead it.
The Role
We're hiring a B2B Director to build Flip's B2B channel across all European markets, from zero, with ambitious revenue targets. The channel has two distinct motions: a high-volume network of small and medium retailers (online retailers, small independent shops, GSM stores), and a small number of strategic upstream accounts (telecom operators, large retailers) looking to extend their offering with refurbished electronics.
This is a build role, not a management role over an existing book. You'll design the strategy, close the first major accounts yourself, and hire the team needed to run the long-tail motion at volume.
Role responsibilities:
Design and own the go-to-market strategy for Flip's B2B channel, split across two motions: a high-volume SME/independent retailer network and a small set of strategic enterprise partnerships (telecom operators, retailers).
Build, structure and run the outbound engine for the SME segment: identify targets, contact, pitch, onboard, manage test orders through to repeat ordering, and hire and lead a 2-4 person BDM/account-manager team needed to execute it at volume, rather than running it personally.
Personally originate and sign new enterprise partnerships: lead outreach, RFP response, and negotiation of framework/master agreements with telecom operators and large retailers, including commercial terms, SLAs, grading/return policy, and payment terms.
Set and own the B2B revenue plan and pipeline targets, phased by quarter given the longer sales cycle on enterprise accounts, and report progress against it on a regular cadence.
Build the CRM/pipeline process from scratch — account identification, sequencing, hand-off from prospecting to onboarding to repeat orders — so the funnel is instrumented and auditable across all markets, not run on individual relationships.
Work directly with Flip's demand, supply, and operations teams to make sure B2B commercial terms are consistent with margin, inventory, and grading constraints — not sold in isolation from the rest of the business.
Document and standardize the operational processes behind B2B sales, invoicing, returns, and warranty claims, and work with ops&tech to automate them as account volume grows.
Represent Flip at the industry events and trading networks where this deal flow originates (refurbished and mobile wholesale trade events, telecom industry conferences).
Role requirements:
8-12 years of B2B/commercial sales experience, with direct evidence of building a sales channel, dealer network, or new market from zero, not only managing or growing an inherited book of accounts.
Background in mobile devices, IT hardware, or electronics B2B distribution, or in a telecom operator's commercial/wholesale/device function
Recommerce-specific experience is a plus, not a requirement.
Demonstrated experience negotiating framework/master agreements with enterprise procurement: SLAs, payment terms, RFP processes and not only transactional SME sales.
Comfortable owning both a high-volume, lower-touch sales motion (SME/independent retailers) and a low-volume, high-touch one (enterprise accounts) — or clear strength in one with a credible plan to build the other via the team.
Commercially and financially literate: understands gross margin by grade/SKU, credit terms and DSO, inventory turns, and can negotiate on profitability, not just volume.
Track record hiring and managing a small sales/BDM team, ideally as a player-coach rather than purely as a strategist.
Based in Bucharest, or willing to relocate.
Fluent in English;
CRM and process discipline: has built or run a structured sales funnel before, not just relationship-driven selling.
What Flip offers:
Ownership of a new revenue line from day one, backed by an established eCommerce platform and operational infrastructure across four markets.
Direct access to and sponsorship from the CEO for this build.