We are seeking a Partner Acquisition Manager to build and lead the acquisition engine for key supply segments, with a strong focus on Food merchants (beFood). The role owns the full acquisition funnelfrom lead generation to onboardingand ensures strong, scalable supply growth across merchants, riders/drivers, and service providers. This position leads segmented PA squads and collaborates closely with cross-functional teams to deliver sustainable business impact.
Key Responsibilities
1. Acquisition Strategy & Planning
- Develop and execute acquisition strategies across Food merchants, other merchants/sellers, riders/drivers, and cleaners.
- Segment and prioritize target partners; define Ideal Customer Profiles (ICP) and qualification criteria.
- Convert business goals into PA plans and targets by segment and city.
- Partner with Business, Marketing, HR to design value propositions and acquisition campaigns.
2. Lead Pipeline & Performance Management
- Own the end-to-end acquisition pipeline via CRM: lead pitch negotiation signing activation.
- Set and track daily/weekly squad targets; analyze funnel conversions to drive improvements.
- Monitor acquisition quality (GMV, margin, productivity, retention, early churn).
- Produce weekly/monthly performance reports and insights.
3. Onboarding & Activation
- Work with Ops, Training, and CS to ensure smooth onboarding for each segment.
- Validate operational readiness before partners go live.
- Define and track activation KPIs (time-to-first-order/trip, ramp-up, early SLA/ratings).
- Ensure clean handover to Engagement/Account Management teams.
4. Key Deals & Commercial Negotiations (Food-led)
- Identify high-potential merchants and lead key negotiations.
- Build deal structures (commission, co-investment, marketing packages).
- Evaluate co-investment decisions using data (GMV impact, payback).
- Track performance of strategic deals and provide recommendations.
5. Team Leadership & Collaboration
- Lead segment-based PA squads: Food Merchant, Rider/Driver, Cleaner PA.
- Set KPIs, incentives, and playbooks; coach the team on pitching & closing skills.
- Collaborate with Business, Ops, Marketing, Product, Finance, BI, CS, HR for aligned execution.
- Contribute to pilots, new city launches, and new service initiatives.
Requirements:
- Bachelor's degree in Business, Economics, Commerce, or related fields.
- 5+ years in B2B sales/merchant acquisition/supply acquisition;
- 23+ years managing sales/acquisition teams.
- Must-have: Proven experience acquiring & scaling Food merchants.
- Experience with riders/drivers or service provider acquisition is a strong plus.
- Strong commercial & analytical skills (deal structuring, unit economics, profitability).
- Proficient with CRM, funnel metrics, and performance dashboards.
- Excellent communication, negotiation & relationship-building skills.
- Hands-on, execution-focused; comfortable working in fast-paced, operational environments.
- Marketplace/ride-hailing/food delivery/logistics experience preferred.
- English proficiency is an advantage.
