City Manager – Indonesia Local Services / F&B

Thoth AI; Cikoko; On-site; IDR 90,000,000 - 130,000,000; Full time

Job summary

Thoth AI is seeking a City Manager for Indonesia Local Services – F&B to lead the city-wide F&B business, including merchant acquisition, onboarding, activation, and GMV growth. You will build and manage a BD team, translate company objectives into actionable city strategies, and collaborate with HQ in China to ensure measurable results.

The role requires extensive experience in sales/BD, people management, and strong Indonesian F&B market knowledge, with fluency in Bahasa Indonesia and

Qualifications

• 5+ years of experience in Sales, Business Development, Merchant Acquisition, or related commercial roles.
• 3+ years of people management experience.
• Experience managing multiple sales/BD teams or Team Leaders.
• Experience managing 50–70+ frontline headcount is highly preferred.
• Strong experience in F&B, Local Services, Merchant Acquisition, or Internet Platform businesses.
• Proven experience owning city-level, regional, or territory-level business targets.
• Strong understanding of the Indonesian F&B and local merchant ecosystem.
• Fluent in Bahasa Indonesia and Mandarin Chinese.

Responsibilities

• Own overall city F&B business and GMV growth across merchant lifecycle.
• Set city strategy, translate objectives into targets and plans.
• Develop city market and territory strategy based on local ecosystem.
• Build and manage the city BD organization with clear hierarchies and targets.
• Manage end-to-end merchant sales funnel and drive activation and retention.
• Develop and manage strategic merchant relationships and partnerships.
• Build local F&B partnerships and channels to expand network.
• Drive merchant growth, product/offering improvements, and pricing strategies.
• Monitor market intelligence and adjust city-level strategies.
• Collaborate with Operations, Marketing, and other teams to maximize city growth.

Skills

Sales experience

Business development

Merchant acquisition

People management

F&B industry knowledge

Indonesian market knowledge

Mandarin Chinese

Education

Diploma or Bachelor's degree

Job description

City Manager – Indonesia Local Services / F&B

Department: Indonesia Local Services – F&B Business

Employment Type: Full-time

Position Overview

We are looking for a City Manager to lead the overall F&B business of a rapidly growing global internet platform's local services business in Indonesia.

This is a city-level business leadership role with end-to-end ownership of merchant acquisition, onboarding, activation, transaction growth, GMV, team development, and local market strategy.

The City Manager will progressively build and manage a city-wide BD organization, including multiple BD Team Leaders and frontline BD teams, and will be responsible for translating company-level business objectives into actionable city strategies and measurable business results.

The role will work closely with both the Indonesia local business organization and the China-based HQ team, with regular business reviews, reporting, and cross-functional communication with HQ.

This role is ideal for a proven F&B / Local Services / Internet Platform commercial leader who can operate beyond individual sales performance and manage a city as a business.

Key Responsibilities

1. Own Overall City F&B Business

• Take end-to-end ownership of the F&B business performance in the assigned city.
• Develop and scale the city business organization according to business growth and market opportunities.
• Own key city-level business outcomes, including merchant acquisition, onboarding, activation, transactions, and GMV growth.
• Continuously identify opportunities to improve business scale, productivity, and market coverage.

2. Set City Strategy and Drive Business Results

• Translate company-level business objectives into city-level targets and execution plans.
• Break down city targets by territory, business district, team, and business stage.
• Establish clear priorities and monitor execution to ensure consistent delivery against business targets.
• Diagnose performance gaps and develop improvement plans based on business data.
• Regularly review city business performance with senior management and the China-based HQ team.

3. Develop City Market and Territory Strategy

• Analyze the local F&B ecosystem, consumer behavior, merchant density, business districts, restaurant categories, and competitive landscape.
• Identify priority areas, key business districts, high-potential F&B categories, and strategic merchants.
• Develop differentiated merchant acquisition strategies based on local market characteristics.
• Continuously adjust city strategy based on market changes and competitive dynamics.

4. Build and Manage the City BD Organization

• Recruit, build, and manage the city-level BD organization according to business needs.
• Manage BD Team Leaders and frontline BD teams, establishing clear team structures, territories, headcount allocation, and performance management mechanisms.
• Develop a scalable management system from City Manager → BD TL → BD.
• Continuously improve team productivity, sales efficiency, and business output.
• Develop team leaders and build a strong internal talent pipeline.

5. Manage the End-to-End Merchant Sales Funnel

Build and optimize the complete city-level merchant acquisition funnel:

• Establish clear operating standards and KPIs across each stage of the funnel.
• Monitor team and city-level conversion rates and productivity.
• Identify bottlenecks through data analysis and implement targeted improvement initiatives.
• Drive the organization from simply "signing merchants" toward "operating and growing merchants."

6. Manage Key and Strategic Merchants

• Identify and develop high-potential restaurants, popular local brands, restaurant groups, and strategic merchants.
• Directly manage key city-level accounts and strategic merchant relationships.
• Participate in commercial negotiations and partnership discussions when required.
• Develop strong relationships with local F&B leaders and merchant decision-makers.

7. Build Local F&B Partnerships and Channels

• Establish and maintain relationships with local F&B associations, restaurant groups, business district organizations, merchant communities, and other industry channels.
• Develop local partnerships that can improve merchant acquisition efficiency and market coverage.
• Build a strong local merchant ecosystem and continuously expand the platform's F&B network.

8. Drive Merchant Growth and GMV

• Go beyond merchant acquisition and focus on merchant activation, engagement, transactions, and long-term retention.
• Work with BD and cross-functional teams to improve merchant product offerings, package configuration, pricing, and platform participation.
• Identify high-potential merchants and drive deeper business development to increase transactions and GMV.
• Continuously improve the quality and productivity of the city's merchant portfolio.

9. Monitor Market and Competitive Intelligence

• Continuously monitor key competitors such as GrabFood, GoFood, and ShopeeFood.
• Track competitor merchant policies, commissions, promotions, merchant coverage, and local market strategies.
• Translate competitive intelligence into actionable city-level business strategies.

10. Cross-functional Collaboration

• Work closely with Operations, Creator/Influencer, Content, Marketing, and other teams to maximize city-level business opportunities.
• Coordinate internal resources to help merchants leverage short video, LIVE, Creators, and platform marketing tools to increase exposure and offline transactions.
• Drive cross-functional initiatives that contribute to city-level business growth.

Requirements

Basic Qualifications

• Diploma or Bachelor's degree or above; Bachelor's degree preferred.
• 5+ years of experience in Sales, Business Development, Merchant Acquisition, or related commercial roles.
• 3+ years of people management experience.
• Proven experience managing multiple sales/BD teams or Team Leaders.
• Experience managing 50–70+ frontline sales/BD headcount is highly preferred.
• Strong experience in F&B, Local Services, Merchant Acquisition, or Internet Platform businesses.
• Proven experience owning city-level, regional, or territory-level business targets.
• Strong understanding of the Indonesian F&B and local merchant ecosystem.
• Fluent in Bahasa Indonesia and Mandarin Chinese.