About The Team
We are looking for a driven and commercially savvy Key Account Management Team Lead to build and lead a high-performing team responsible for acquiring and managing strategic F&B merchant partners for the food delivery business that we plan to launch under Shopee ecosystem.
This role will play a critical part in the early stage business launching, ensuring strong supply coverage from top brands while driving long-term partnerships and business growth.
Job Description
- Team Leadership & Strategy
- Build, lead, and manage a team of Key Account Managers focused on merchant acquisition and relationship management
- Define acquisition strategy and priorities (e.g. key chains, local champions, high-demand brands)
- Set clear KPIs and drive team performance against targets (merchant acquisition, GMV, retention, growth)
- Coach and develop team members to strengthen commercial and negotiation capabilities
- Merchant Acquisition
- Lead the acquisition of large-scale and strategic F&B partners (e.g. restaurant chains, well-known local brands)
- Identify high-impact merchant opportunities to strengthen platform supply and competitiveness
- Drive end-to-end deal execution including pitching, negotiation, onboarding, and launch
- Account Management & Growth
- Build strong relationships with key merchants to drive long-term partnerships
- Develop joint business plans with top accounts to grow GMV, improve assortment, and optimize operations
- Monitor merchant performance (sales, conversion, prep time, customer experience) and drive improvements
- Collaborate with internal teams (marketing, operations, product) to deliver growth initiatives
- Launch & Expansion Execution
- Support the launch of food delivery business, ensuring readiness of key merchant supply
- Work closely with cross-functional teams on go-to-market strategy and execution
- Identify gaps in supply coverage and drive expansion across cities/categories
- Market Insights & Continuous Improvement
- Analyze market trends, competitor strategies, and merchant needs to refine acquisition approach
- Provide feedback to product and operations teams to improve merchant experience and platform capabilities
Requirements
- 5–8+ years of experience in business development, key account management, or sales leadership, preferably in food delivery, e-commerce, or tech platforms
- Proven experience in managing teams and delivering commercial targets
- Strong track record in merchant acquisition and partnership management
- Excellent negotiation, stakeholder management, and communication skills
- Data-driven mindset with ability to translate insights into actionable strategies
- Comfortable working in a fast-paced, launch environment with high ownership
