BD Merchant Acquisition Specialist

Tanggung jawab

About the Role:

We are looking for a BD Merchant Acquisition Specialist to grow and strengthen our strategic partnership and merchant network in Indonesia, with a focus on building strategic collaborations with major business groups, national brands, and multiple merchant category leaders across multiple industries — including F&B, retail, fashion and lifestyle, beauty and personal care, health and wellness, entertainment, travel, and other consumer-facing sectors.

This is a high-touch, relationship-driven role. You will be engaging with large conglomerates, multi-brand groups, and franchise operators whose decisions are made at a senior level and often span dozens or hundreds of outlets. The ideal candidate is a proactive B2B dealmaker who can map out target groups, reach the right decision-makers, structure commercially sound partnerships, close deals, and see them through to a successful launch.

What will you do:

•  Identify, prioritize, and approach strategic merchant targets across multiple consumer categories in Indonesia — from large business groups and conglomerates to leading single-category brands.

•  Build and own relationships with senior decision-makers: owners, founders, C-level executives, and heads of Marketing, Operations, Commercial, and Business Development.

• Develop category-level acquisition plans, mapping the competitive and partnership landscape in each vertical you cover.

• Generate leads, open doors, and secure meetings with priority accounts, including via your own network and referrals.

• Present the partnership proposition and negotiate commercial terms, taking into account group-level economics rather than single-outlet deals.

• Manage the full deal cycle end to end: prospecting → pitch → negotiation → contract signing → onboarding → launch.

• Prioritize acquisition of multi-outlet, multi-brand, and chain merchants where a single agreement unlocks scale.

• Grow existing group relationships over time by expanding into additional brands, outlets, and categories under the same parent group.

• Work closely with internal teams (Operations, Marketing, Product, Finance, Legal) to ensure smooth onboarding and a strong go-live.

• Track pipeline, forecast accurately, and report on acquisition performance against KPI targets.

Persyaratan

What you will need to have:

• Strong communication and negotiation skills; working proficiency in English. Mandarin Chinese is a plus but not required.

• Proven experience 1-3 years in Sales, Business Development, Merchant Acquisition, Partnerships, or Key Account Management in a B2B environment.

• A track record of closing partnerships with large or multi-outlet merchants, ideally at group or brand-HQ level rather than individual store level.

• Strong commercial instincts: able to structure deals that work for both sides and defend them in negotiation.

• Comfortable engaging senior stakeholders and navigating multi-layered decision-making inside large organizations.

• Ability to work independently, self-source pipeline, and operate with urgency in a fast-moving environment.

• An existing network of merchant groups, brand owners, or franchise operators in Indonesia is highly preferred — across any consumer category, not limited to F&B.

Preferred backgrounds

• Marketplace, e-commerce, or O2O platforms (e.g., GoTo/Gojek, Grab, Shopee, Tokopedia, Traveloka, Lazada, TikTok Shop).

• Payments, POS, e-wallet, or SaaS providers serving multi-outlet merchants.

• Retail, FMCG, lifestyle, or hospitality groups in a Business Development, Partnerships, or Commercial role.

• Media, loyalty, or advertising partnerships roles with large-brand account exposure.

• Management consulting or corporate development backgrounds with strong commercial execution experience.