Key Account Management Lead

About The Team

We are looking for a driven and commercially savvy Key Account Management Team Lead to build and lead a high-performing team responsible for acquiring and managing strategic F&B merchant partners for the food delivery business that we plan to launch under Shopee ecosystem.

This role will play a critical part in the early stage business launching, ensuring strong supply coverage from top brands while driving long-term partnerships and business growth.

Job Description

• Team Leadership & Strategy
• Build, lead, and manage a team of Key Account Managers focused on merchant acquisition and relationship management
• Define acquisition strategy and priorities (e.g. key chains, local champions, high-demand brands)
• Set clear KPIs and drive team performance against targets (merchant acquisition, GMV, retention, growth)
• Coach and develop team members to strengthen commercial and negotiation capabilities
• Merchant Acquisition
• Lead the acquisition of large-scale and strategic F&B partners (e.g. restaurant chains, well-known local brands)
• Identify high-impact merchant opportunities to strengthen platform supply and competitiveness
• Drive end-to-end deal execution including pitching, negotiation, onboarding, and launch
• Account Management & Growth
• Build strong relationships with key merchants to drive long-term partnerships
• Develop joint business plans with top accounts to grow GMV, improve assortment, and optimize operations
• Monitor merchant performance (sales, conversion, prep time, customer experience) and drive improvements
• Collaborate with internal teams (marketing, operations, product) to deliver growth initiatives
• Launch & Expansion Execution
• Support the launch of food delivery business, ensuring readiness of key merchant supply
• Work closely with cross-functional teams on go-to-market strategy and execution
• Identify gaps in supply coverage and drive expansion across cities/categories
• Market Insights & Continuous Improvement
• Analyze market trends, competitor strategies, and merchant needs to refine acquisition approach
• Provide feedback to product and operations teams to improve merchant experience and platform capabilities
  
  

• 5–8+ years of experience in business development, key account management, or sales leadership, preferably in food delivery, e-commerce, or tech platforms
• Proven experience in managing teams and delivering commercial targets
• Strong track record in merchant acquisition and partnership management
• Excellent negotiation, stakeholder management, and communication skills
• Data-driven mindset with ability to translate insights into actionable strategies
• Comfortable working in a fast-paced, launch environment with high ownership