Managing Director, B2B Sweden

About The JobAt Impact Commerce, we are looking for a Managing Director to own the full commercial agenda for our B2B business in Sweden, driving new business and shaping the go-to-market direction for one of our key markets.

About The JobAt Impact Commerce, we are looking for a Managing Director to own the full commercial agenda for our B2B business in Sweden, driving new business and shaping the go-to-market direction for one of our key markets. You will be accountable for the total Swedish B2B sales target, carrying a significant individual target of your own, won primarily by opening new client relationships within a defined group of target accounts. Alongside your commercial focus, you will represent IMPACT’s B2B leadership in Stockholm and take part in the Swedish leadership team across units, working closely with our CSO, B2B, 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 B2B 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 B2B, 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 KPI’s, 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 (as the team grows)

• Recruit, onboard and mentor commercial representatives as the team expands.
• Define and implement sales processes, including training for new hires.
• Build a performance culture with clear expectations, KPI follow-up and continuous feedback.
• Support your team members’ well‑being and long‑term career development.
• Resolve conflicts by empowering team members, and champion unbiased recruitment and diversity.
• Represent IMPACT’s B2B leadership on all Stockholm‑based matters — communication, information and actions — and take part in the Swedish leadership team across units.

YOUR PROFILE As Managing Director, you will set the go‑to‑market direction for Swedish B2B and take ownership of an ambitious individual sales target, won primarily through new customers in a defined group of target accounts. You bring deep B2B sales experience and a genuine appetite for building long‑term client relationships in manufacturing, distribution and wholesale.

• 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 B2B decision‑makers.
• A strategic thinker who can translate market understanding into a clear go‑to‑market plan, with an emerging leadership profile.

At Last, We Imagine You Have

• Minimum 10 years’ B2B sales experience, with a proven record of carrying and hitting large individual targets.
• Deep understanding of B2B sales cycles in manufacturing, distribution and wholesale.
• 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, a broader digital commerce background (e‑commerce, PIM, ERP integrations), 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. From strategy and experience to technology, data, and execution, every capability