Senior Business Development Manager (SME & Marketplace)

Job Description

1. SME & Marketplace Business Strategy & Development (35%)

• Develop and execute growth strategies for both the SME and Marketplace segments (sellers on Shopee, TikTok Shop, etc.) nationwide (SGN, HAN, Expansion): positioning, target customer segmentation, and go-to-market plans for each market

• Own revenue, GSV, volume, new customer, and retention rate KPIs for both segments

• Collaborate with Product, Ops, Pricing, and Marketing to develop new services (2H, Sameday, Truck, etc.), and design service packages, pricing, and incentives tailored to each customer group

• Manage relationships and partnership projects with e-commerce platforms, logistics partners, and strategic partners; work with Ops to ensure operational commitments such as SLAs, successful delivery rates, etc.

• Benchmark competitors and monitor logistics & e-commerce trends to adjust plans in a timely manner

2. Sales Team Leadership & Development (30%)

• Directly lead the SME & Marketplace segments with Sales teams in SGN, HAN, and Expansion markets

• Set targets, allocate resources, and clearly define customer ownership between the two segments; hold 1:1s and regular performance reviews

• Hands-on coaching: join the team in customer meetings, support negotiation of major deals, and strengthen the sales and management capabilities of Managers/Team Leads

• Recruit, train, and evaluate performance; build career paths and a succession pipeline

• Build a results-driven team culture, retain top talent, and promptly address underperformance

• Standardize the sales process (sales funnel, pitch deck, proposal, pricing framework) for consistent execution across the team

3. Lead Key Strategic Projects (15%)

• Manage and guide Project Owners in defining business models, go-to-market approaches, and growth targets

• Coordinate with internal stakeholders (Ops, Product, Legal) and external partners to implement and scale projects

• Track performance and adjust strategies based on market realities

4. Account Management, Retention & Loyalty (15%)

• Oversee service quality for existing SME and Marketplace customers, ensuring a consistent experience and driving upsell/cross-sell

• Develop plans to retain and grow revenue from existing customers; steer partnership & loyalty programs to retain and reactivate customers at risk of churn

• Work with the BA team to analyze customer behavior data to support proactive retention decisions

5. Reporting, Analytics & Business Performance Optimization (5%)

• Monitor the overall business dashboard and report regularly to C-level on the performance of the SME and Marketplace segments

• Analyze operational data, volume, and cost of service; propose solutions to optimize business costs, service pricing, and operational processes

• Recommend strategic adjustments based on market data, team performance, and customer feedback

Job Requirements

Experience & Expertise

• Minimum 7–10 years of experience in Sales/BD/Account Management, including at least 3 years managing multi-segment, multi-location teams.

• Hands-on experience working with SME and/or e-commerce customers (sellers, e-commerce platforms, strategic partners); background in logistics, e-commerce, SaaS, or fintech is preferred.

• Proven track record of meeting and exceeding revenue targets, especially in fast-growing environments.

• Experience developing new logistics services (2H, Sameday, Truck) or heavy-load B2B segments (trucking, freight) is a plus.

Skills

• Strategic thinking combined with strong hands-on execution.

• Ability to manage multiple Sales Owners and distributed (multi-city) teams; allocate resources, prioritize across segments, and create alignment while preserving local flexibility

• Project management, planning, and progress tracking across multiple internal stakeholders and partners

• Strong data analysis, cost control, and pricing skills; experience implementing and managing CRM tools, including Salesforce

• Effective communication and negotiation skills up to the C-suite level of partners/e-commerce platforms

Attitude & Mindset

• Ownership mentality

• Fast adaptability and ability to work under high pressure in a fast-growing startup environment

• Customer-centric mindset, always putting customer needs at the center of decision-making

Benefits

• Physical Wellbeing Benefit: General Insurance, Medical check-up, Accident Insurance, Healthcare Insurance.

• Emotional Wellbeing Benefit: Company Trip, Year End Party, Aha Hour Activities, Special Day Gifts, Aha Club (Badminton, Soccer).

• Financial Wellbeing Benefit: Grab/Be For Work (Tech/Lead Level), Workplace Relocation, 13th Month Salary, PP Appreciate, Annual Leave Remain.