Partnership Growth Lead - Market Expansion, SPX

About the team

The GM3 Network team is responsible for building SPX’s 1st pick-up/delivery network across Vietnam by partnering with retail shops, convenience stores, petrol stations, lockers, chain retailers, and local franchise operators. The goal is to provide buyers and sellers with convenient delivery and pickup points within walking distance.

The network is expected to scale from 200+ active partners today to 10,000 by year-end 2026, with a longer-term ambition of reaching 20,000 by year-end 2027.

What you'll do

• Own national acquisition targets for Điểm Giao Nhận SPX (GM3) network.
• Translate annual and quarterly targets into regional, district, and individual sales plans.
• Manage and coach a lean acquisition team, including Senior BD Executives and Sales Development Representatives (SDR).
• Personally support outbound prospecting, lead qualification, partner pitching, and selected deal closing.
• Build and manage a strong acquisition pipeline through cold prospecting, district scouting, referrals, and local market mapping.
• Drive weekly sales execution, including pipeline reviews, territory reviews, 1:1 coaching, and performance tracking.
• Ensure each team member meets weekly productivity, sign-up, and conversion targets.
• Monitor partner quality at sign-up, including location suitability, partner fit, contract completion, deposit collection, and operational readiness.
• Coordinate handover of signed partners to Partner Success / Operations for onboarding and 30-day activation.
• Identify and support opportunities with chain retailers, petrol stations, locker networks, and multi-location partners.
• Work cross-functionally with Operations, Product, Marketing, and FP&A to resolve field execution blockers.
• Track and report key performance metrics, including sign-up volume, activation rate, SDR productivity, premium-location mix, conversion rate, and forward pipeline.

Requirements

• Min 7 years of experience in field sales, business development, merchant acquisition, partner acquisition, or network expansion.
• Willing to spend at least 40% of the time in the field during the first 6 months.
• Experience in e-logistics, e-commerce, FMCG distribution, retail expansion, telco, fintech, or other field-heavy businesses is preferred.
• Experience scaling a sales or acquisition team in a fast-growth environment.
• Familiarity with Vietnam’s retail landscape, including traditional trade, convenience stores, petrol stations, lockers, and local franchise networks.
• Proven ability to manage high-volume sales targets with weekly performance discipline.
• Strong hands-on sales capability, including prospecting, pitching, negotiation, and closing.
• Comfortable working directly in the field and coaching sales team members on-site.
• Strong commercial judgment, especially when dealing with shop owners, local operators, and small-format chain partners.
• Good understanding of sales pipeline management, territory planning, lead qualification, and field productivity tracking.
• Proficient in Excel and familiar with CRM, sales dashboards, or pipeline tracking tools.
• Able to use data to identify coverage gaps, prioritize territories, and improve sales productivity.
• Working English proficiency required.