Description
The Operation teams at Shopee covers the operational end-to-end process, from when the buyer searches for a product listed on the Shopee platform, to the moment the buyer receives the products. The team analyses and monitors operational KPIs across the region and conducts root cause analysis when operation performance fluctuates. The Operations team comprises Customer Service, Payment, Listings, Warehouse, Logistics, Seller Operations and Fraud.
About the Team:
We are seeking a driven and commercially savvy Key Account Acquisition Manager to lead the onboarding of branded F&B merchant partners for a new business initiative under Shopee Philippines. This role will focus on acquiring strategic, large-scale merchants (e.g., restaurant chains, leading local brands, and key F&B players) to strengthen supply and drive business growth.
Job Description:
Key Responsibilities
Merchant Acquisition
- Identify, prioritize, and acquire high-potential key accounts (e.g., restaurant chains, top local brands)
- Develop and execute acquisition strategies to expand merchant coverage and category depth
Partnership Development
- Build strong relationships with key decision-makers (owners, directors, expansion teams)
- Pitch platform value proposition and negotiate commercial terms, including commissions, campaigns, and exclusivity where relevant
Deal Structuring & Negotiation
- Lead end-to-end deal discussions, including pricing, contract terms, and promotional support
- Ensure mutually beneficial agreements aligned with business targets
Market & Competitive Insights
- Stay up to date with market trends, competitor activities, and merchant needs
- Identify gaps in supply and propose targeted acquisition initiatives
Cross-functional Collaboration
- Work closely with marketing, operations, and product teams to ensure smooth onboarding and successful launch of merchants
- Align with account management teams for post-onboarding growth and retention
Performance Tracking
- Track acquisition pipeline, conversion rates, and key KPIs (e.g., number of key accounts onboarded, GMV contribution)
- Continuously optimize acquisition strategies based on performance data
Requirements:
- Bachelor’s degree in Business, Marketing, or a related field
- 3–6 years of experience in business development, sales, or key account acquisition (preferably in F&B, e-commerce, or tech platforms)
- Proven track record in closing deals and managing external stakeholders
- Strong negotiation, communication, and presentation skills
- Ability to work in a fast-paced, target-driven environment
- Data-driven mindset with strong analytical skills