Business Development Lead - SPX Express

About the team

Role Overview
We are looking for an experienced and driven Business Development Lead to lead merchant acquisition and account management for a new business initiative for Shopee Philippines. This role will be responsible for expanding the merchant ecosystem, building strong relationships with restaurant partners, and driving growth through effective onboarding and partner management strategies.

The ideal candidate combines strong commercial instincts with operational execution and will work closely with cross-functional teams including operations, marketing, and product to scale the marketplace.

 

What you'll do

Merchant Acquisition & Onboarding

• Lead the strategy and execution of merchant acquisition to grow the restaurant selection on the platform.
• Identify and prioritize target merchant segments including key chains, local brands, and high-potential independent restaurants.
• Manage the end-to-end onboarding process including contract negotiation, menu setup, and operational readiness.
• Ensure newly onboarded merchants meet platform standards and are set up for successful launch.

 

Account Management & Merchant Growth

• Build and maintain strong relationships with key merchant partners.
• Monitor merchant performance metrics such as order volume, fulfillment performance, and customer ratings.
• Identify growth opportunities and work with merchants to improve sales through campaigns, promotions, and menu optimization.
• Address operational issues and ensure smooth day-to-day collaboration with merchant partners.

 

Team Leadership

• Lead and develop the local business development team responsible for merchant acquisition and account management.
• Set team targets, monitor performance, and provide coaching to drive results.
• Establish scalable processes and best practices for merchant onboarding and management.

 

Strategic Planning & Market Expansion

• Analyze market trends and competitor activities to refine merchant acquisition strategies.
• Develop initiatives to expand supply in key cities and high-demand areas.
• Work closely with regional and local teams to align on growth strategy and execution priorities.

 

Cross-functional Collaboration

• Collaborate with operations teams to ensure merchant operational readiness and service quality.
• Work with marketing teams to drive merchant participation in campaigns and promotions.
• Provide feedback to product teams to improve merchant tools and platform capabilities.

 

Requirements

• 6–10 years of experience in business development, partnerships, or merchant management, preferably in food delivery, e-commerce, or marketplace platforms.
• Proven experience in leading merchant acquisition and managing partner relationships at scale.
• Strong leadership experience with the ability to manage and develop teams.
• Excellent negotiation, relationship management, and stakeholder management skills.
• Data-driven mindset with the ability to translate insights into business actions.
• Strong understanding of the local restaurant ecosystem in the Philippines is a plus.
• Ability to work in a fast-paced and dynamic environment.