Key Account Acquisition Manager, SPX Express

Shopee; Philippines; On-site; PHP 600,000 - 900,000; Full time

Job summary

Shopee is seeking a Merchant Acquisition professional to identify and onboard high-potential accounts, such as restaurant chains and local brands, expanding our merchant coverage and category depth.

You will lead end-to-end deal discussions, negotiate pricing, commissions, campaigns and exclusivity where relevant, and collaborate with Marketing, Operations, and Product to ensure smooth onboarding and successful merchant launches.

Qualifications

• Experience acquiring high-potential merchants and negotiating terms.
• Ability to lead end-to-end deal discussions including pricing.
• Strong market/competitive insights and merchant needs.
• Experience partnering with marketing, operations, and product teams.

Responsibilities

• Identify, prioritize, and acquire high-potential key accounts.
• Develop and execute merchant acquisition strategies to expand coverage.
• Lead deal structuring including pricing and promotional support.
• Stay updated on market trends and competitor activities.
• Collaborate with marketing, operations, and product for onboarding.
• Track pipeline metrics and GMV contributions; optimize strategies.

Skills

Merchant acquisition

Key account management

Negotiation

Strategic planning

Cross-functional collaboration

Performance tracking

Job description

Merchant Acquisition

• 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

Partnership Development

• Build strong relationships with key decision-makers (owners, directors, expansion teams)
• Pitch platform value proposition and negotiate commercial terms, including commissions, campaigns, and exclusivity where relevant

Deal Structuring & Negotiation

• Lead end-to-end deal discussions, including pricing, contract terms, and promotional support
• Ensure mutually beneficial agreements aligned with business targets

Market & Competitive Insights

• Stay up to date with market trends, competitor activities, and merchant needs
• Identify gaps in supply and propose targeted acquisition initiatives

Cross-functional Collaboration

• Work closely with marketing, operations, and product teams to ensure smooth onboarding and successful launch of merchants
• Align with account management teams for post-onboarding growth and retention

Performance Tracking

• Track acquisition pipeline, conversion rates, and key KPIs (e.g., number of key accounts onboarded, GMV contribution)
• Continuously optimize acquisition strategies based on performance data