Key Account Acquisition Manager, Shopee Food

Shopee; Manila; On-site; PHP 700,000 - 1,300,000; Full time

Job summary

Shopee Philippines is seeking a driven Key Account Acquisition Manager to lead onboarding of branded F&B merchant partners for a new initiative. You will identify high-potential accounts such as restaurant chains and local brands, develop acquisition strategies, and negotiate terms.

You will collaborate with marketing, operations and product teams, manage end-to-end deal discussions, track KPIs, and drive post-onboarding growth.

Qualifications

• Bachelor’s degree in Business, Marketing, or a related field.
• 3–6 years of experience in business development, sales, or key account acquisition (F&B, e-commerce, or tech platforms).
• Proven track record in closing deals and managing external stakeholders.

Responsibilities

• Identify, prioritize, and acquire high-potential key accounts (e.g., restaurant chains, top local brands).
• Develop and execute acquisition strategies to expand merchant coverage and category depth.
• Build strong relationships with decision-makers and negotiate commercial terms, including campaigns and exclusivity where relevant.
• Lead end-to-end deal discussions, including pricing, contract terms, and promotional support.
• Stay up to date with market trends, competitor activities, and merchant needs.

Skills

Deal closing

Negotiation

Communication

Presentation

Data analytics

Stakeholder mgmt

Relationship building

Market insights

Strategic thinking

Education

Bachelor’s degree in Business/Marketing

Job description

Department OperationsLevelExperienced (Individual Contributor)LocationManilaThe Operation teams at Shopee covers the operational end-to-end process, from when the buyer searches for a product listed on the Shopee platform, to the moment the buyer receives the products. The team analyses and monitors operational KPIs across the region and conducts root cause analysis when operation performance fluctuates. The Operations team comprises Customer Service, Payment, Listings, Warehouse, Logistics, Seller Operations and Fraud.About the Team:We are seeking a driven and commercially savvy Key Account Acquisition Manager to lead the onboarding of branded F&B merchant partners for a new business initiative under Shopee Philippines. This role will focus on acquiring strategic, large-scale merchants (e.g., restaurant chains, leading local brands, and key F&B players) to strengthen supply and drive business growth.Job Description:Key ResponsibilitiesMerchant AcquisitionIdentify, prioritize, and acquire high-potential key accounts (e.g., restaurant chains, top local brands)Develop and execute acquisition strategies to expand merchant coverage and category depthPartnership DevelopmentBuild strong relationships with key decision-makers (owners, directors, expansion teams)Pitch platform value proposition and negotiate commercial terms, including commissions, campaigns, and exclusivity where relevantDeal Structuring & NegotiationLead end-to-end deal discussions, including pricing, contract terms, and promotional supportEnsure mutually beneficial agreements aligned with business targetsMarket & Competitive InsightsStay up to date with market trends, competitor activities, and merchant needsIdentify gaps in supply and propose targeted acquisition initiativesCross-functional CollaborationWork closely with marketing, operations, and product teams to ensure smooth onboarding and successful launch of merchantsAlign with account management teams for post-onboarding growth and retentionPerformance TrackingTrack acquisition pipeline, conversion rates, and key KPIs (e.g., number of key accounts onboarded, GMV contribution)Continuously optimize acquisition strategies based on performance dataRequirements:Bachelor’s degree in Business, Marketing, or a related field3–6 years of experience in business development, sales, or key account acquisition (preferably in F&B, e-commerce, or tech platforms)Proven track record in closing deals and managing external stakeholdersStrong negotiation, communication, and presentation skillsAbility to work in a fast-paced, target-driven environmentData-driven mindset with strong analytical skills