Senior Business Development Manager (SME & Marketplace)

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