Digital Commerce Manager - B2B

Location: [Cape Town]  |  Reports to: Sales Head  |  Full-time 

About the Role

We are building our B2B digital commerce channel across a sustainable technology portfolio that includes solar, battery storage, lighting and related energy products.

This is a new role created to take commercial ownership of our online channel and ensure that it supports the way our business customers buy from us.

The Digital Commerce Manager will be responsible for growing digital revenue, increasing adoption of the platform amongst existing and new B2B customers, improving the online buying experience and using sales and stock data to identify commercial opportunities.

You will work closely with Sales, Marketing, Product and Operations to determine what we need to sell, which customers we should target and how the digital channel can help us move stock, grow customer spend and make it easier for customers to do business with us.

This is not a traditional consumer ecommerce role. It requires someone who understands that in a B2B environment, digital commerce needs to complement the broader sales function, support account relationships and enable efficient repeat and self-service purchasing.

• Own the day-to-day commercial performance of the B2B ecommerce platform, including product listings, pricing accuracy, product content, digital merchandising and the overall customer buying experience.
• Drive adoption of the digital platform amongst existing trade and commercial customers and identify opportunities to attract and activate new B2B customers.
• Work with the Sales team to ensure the digital channel supports customer relationships and creates an effective route for repeat, transactional and self-service purchasing.
• Track and report on key commercial measures including digital revenue, active purchasing accounts, customer conversion, average order value, repeat purchasing, margin and channel growth.
• Analyse sales, stock-turn and stock-ageing information to identify slow-moving or underperforming product lines and commercial opportunities across the portfolio.
• Translate stock and sales analysis into clear commercial actions, including which products should be promoted, bundled, repositioned or discounted and which customer segments should be targeted.
• Develop targeted B2B campaign briefs with Marketing based on customer segment, purchasing behaviour, product category and commercial opportunity.
• Work with Marketing on campaign execution while retaining responsibility for the commercial objective, target customer group, product selection and required outcome.
• Partner with Product Managers and Sales teams to identify cross-sell and upsell opportunities across customer accounts and product categories.
• Act as the commercial link between Sales, Marketing, Product and Warehouse teams to ensure that stock availability, promotions, product information and digital activity remain aligned.
• Identify opportunities to improve the online customer journey, including product discovery, account-based purchasing, ordering and repeat-order functionality.
• Work with external developers, agencies and internal stakeholders to prioritise platform improvements based on their commercial value.
• Monitor competitor activity and developments in B2B digital commerce and identify opportunities to improve our digital proposition.
• Report monthly on digital channel performance, customer adoption, revenue, stock movement and campaign return.

• 3–6+ years' experience in B2B ecommerce, digital commerce, digital trade marketing, category management or channel management within a product-based business.
• Strong commercial capability and the ability to use sales, customer and stock data to identify opportunities and take action.
• Experience working in a B2B, wholesale, distribution, trade or technical sales environment would be highly advantageous.
• An understanding of how digital channels support a wider sales organisation, including account-based relationships, repeat purchasing and multi-channel customer engagement.
• Experience developing targeted or segmented campaigns in collaboration with a Marketing function.
• Strong cross-functional influencing skills, with the ability to coordinate priorities across Sales, Marketing, Product, Warehouse and other stakeholders without necessarily having direct authority over those teams.
• Working knowledge of ecommerce fundamentals including digital merchandising, UX, SEO, product content and conversion optimisation.
• Commercial awareness with an understanding of revenue, gross margin, stock turn and return on promotional activity.
• Comfortable working in a developing environment and establishing new processes, reporting and ways of working.
• Exposure to renewable energy, electrical products, technical products, durable goods or another considered-purchase category would be advantageous.
• A relevant qualification in Commerce, Marketing, Business or a related discipline is preferred, although strong relevant experience will carry greater weight.

• A market-competitive base salary with a quarterly performance incentive linked to a balanced commercial scorecard.
• Performance measures will include areas such as B2B digital revenue growth, customer adoption, stock performance, margin and campaign execution.
• The opportunity to take ownership of a developing commercial channel and shape how digital commerce supports our broader B2B sales strategy.
• Direct access to the commercial, customer and stock data required to make informed decisions and drive measurable results.