About the role
You will drive top-line growth by (1) acquiring and activating merchants through a disciplined, full-funnel motion and (2) building platform/business partnerships that unlock co-marketing and cross-collaboration (joint offers, bundles, events, loyalty tie-ins, live-streams). You'll own targets, pipeline hygiene, execution quality, and post-launch performance.
Key responsibilities1) Full-funnel merchant pipeline
- Build ICPs, segmentation, and territory plans; maintain prioritized prospect lists.
- Run outreach at scale (email/phone/WhatsApp/field), secure meetings, and deliver value-led pitches.
- Craft proposals (pricing, bundles, promos), handle objections, and negotiate to close.
- Own contracting (commercial terms, SLAs, compliance language) with Legal/Finance support.
- Drive launch readiness: handover to onboarding, go-live checklists, and first-30-days success plans.
- Maintain CRM hygiene: accurate stages, next steps, probabilities, contacts, and docs.
2) District/vertical sprints (field execution)
- Plan weekly sprints by district or vertical (e.g., hawker centres, cafs, grocers).
- Organize roadshows/demos; coordinate collateral, booths, QR/UTM tracking, and sign-up flows.
- Lead on-site negotiations; gather competitor intel and merchant feedback to refine offers.
- Track daily progress toward visit/meeting/close targets; publish end-of-week readouts and next steps.
3) Platform/business partnerships (co-marketing & cross-collab)
- Source & evaluate partners (payment networks, malls/REITs, FMCG brands, telcos, banks, loyalty apps, media/creators).
- Build joint business cases: audience overlap, incentives, margin math, projected GMV/leads.
- Negotiate partnership terms (data sharing, co-funding, creative guardrails, redemption mechanics, attribution).
- Design joint GTMs: value props, calendars, channels (in-app, CRM, social, OOH), assets, and landing pages.
- Set up measurement & attribution (UTMs/QRs, promo codes, holdout tests) and run post-mortems.
4) Co-marketing & campaign execution
- Brief creatives; ensure brand/voice alignment and legal approval for claims and promotions.
- Coordinate asset delivery, placements, influencer/KOL integrations, and live-stream schedules.
- Monitor in-flight performance; iterate offers/creatives; manage budgets and co-op funds.
- Produce wrap reports with ROI, learning, and recommendations to scale or sunset.
Success metrics (KPIs/OKRs)
- Merchant growth: new merchants signed, activation rate (go-live X days), time-to-first-GMV, monthly GMV per merchant, retention.
- Partnership impact: partner-sourced GMV/leads, offer redemption rate, campaign ROI (CAC/CPA payback), reach/engagement.
- Execution quality: weekly sprint targets met, forecast accuracy, CRM hygiene, cycle time from meeting contract launch.
Requirements
- 48 years in Growth/BD/Partnerships (marketplaces, F&B/retail, fintech, logistics, or SaaS).
- Proven wins in merchant acquisition (from cold start to launch) and platform/business partnerships (co-marketing/cross-sell).
- Strong commercial acumen: pricing, margin math, unit economics, negotiation.
- Campaign know-how: value props, offers, creative briefing, tracking/attribution, post-mortems.
- Data-driven; fluent with CRM and spreadsheets; able to turn insights into decisions. (Bonus: Looker/Tableau, SQL.)
- Excellent communication; comfortable with field work (roadshows/demos) and senior-level partner pitches.
- Nice to have: existing network across F&B/retail/payments/media; experience with JBPs and co-op marketing funds.
Tools you'll use
CRM (Salesforce), Slides/Docs/Sheets, email/dialer, project tools (Jira, Monday), BI (Looker/Tableau/Data Studio), marketing stack (Meta/TikTok/Google, email/SMS), link tracking (UTM/QR), e-signature.
