Key Account Acquisition Manager, Shopee Food

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.

Responsibilities

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