BD Team Leader – Indonesia Local Services / F&B

Location: Jakarta / Surabaya, Indonesia

Department: Indonesia Local Services – Merchant Acquisition

Employment Type: Full-time

Position Overview

We are looking for a Business Development Team Leader to lead a frontline merchant acquisition team for a rapidly growing local services business in Indonesia.

The BD Team Leader will manage approximately 10 frontline BDs, leading the team to acquire, onboard, activate, and grow F&B merchants within the assigned territory.

This is a highly execution-oriented frontline management role, combining field sales leadership, merchant acquisition, territory management, sales coaching, and performance management.

The ideal candidate has strong experience in F&B merchant acquisition, field sales, or local services, and has demonstrated the ability to lead a team of frontline sales professionals to achieve challenging business targets.

Key Responsibilities

1. Team Management & Target Achievement

Lead a team of approximately 10 frontline BDs to achieve monthly merchant acquisition, onboarding, listing, activation, and GMV targets.
Develop weekly and monthly team work plans and translate business targets into individual BD goals.
Monitor team performance on a daily basis and identify performance gaps.
Conduct regular 1:1 coaching and performance improvement plans for underperforming team members.
Organize daily stand-ups and weekly team meetings to align on business priorities, sales strategies, training updates, and policy changes.
Continuously improve team productivity and sales performance.

2. Lead Allocation & Territory Management

Allocate merchant leads within the assigned territory based on BD coverage areas, home base, and merchant potential.
Develop territory and route planning strategies to improve field visit efficiency.
Review BD daily visit plans and ensure effective territory coverage.
Monitor lead claim, follow-up, and conversion status to minimize lead waste.
Ensure merchants move efficiently through the acquisition and onboarding funnel.

3. BD Coaching & Capability Building

Lead onboarding and field training for new BDs, ensuring they understand product knowledge, sales processes, and BD SOPs.
Conduct regular training and refreshers covering product updates, sales scripts, objection handling, negotiation, and system operations.
Accompany BDs on key merchant visits and provide on-site coaching on sales and negotiation.
Identify best practices and successful sales cases and share them across the team.
Build a team knowledge base and continuously improve frontline sales capabilities.

4. Merchant Quality & Business Operations

Oversee merchant onboarding quality and ensure merchants meet platform requirements.
Monitor merchant listing and activation progress and identify issues affecting conversion.
Support BDs in helping merchants complete required onboarding and activation activities.
Handle merchant complaints and exceptional cases, coordinating with internal teams for timely resolution.
Identify high-potential merchants and support the team in driving deeper business development and GMV growth.

5. Data Review & Performance Management

Produce daily, weekly, and monthly team performance reports.
Track key metrics including:
Leads
Merchant visits
Conversion rate
Merchant sign-up
Listing rate
Activation rate
Transactions
GMV
BD productivity
Analyze performance gaps and identify root causes through data.
Develop and implement action plans to improve team performance.
Report team progress, challenges, and resource requirements to management.
Provide frontline market feedback and competitive intelligence.

Requirements

Basic Qualifications

Diploma or Bachelor's degree or above; Bachelor's degree preferred.
2+ years of experience in field sales, business development, merchant acquisition, or related commercial roles.
Proven experience managing a frontline sales or BD team of 10+ people is highly preferred.
Strong experience in F&B / restaurant merchant acquisition or field sales.
Experience with food delivery, local services, e-commerce, or merchant-facing platforms is highly preferred.
Strong understanding of the Indonesian F&B and merchant ecosystem.
Fluent in Bahasa Indonesia.
Working-level English communication skills for internal communication and reporting.
Mandarin Chinese is a plus, particularly for candidates who are comfortable communicating with China-based HQ teams.
Willingness to conduct frequent merchant visits and work in the field.
Comfortable working in a fast-paced and target-driven environment.

Preferred Background

Experience in the following industries or companies is highly preferred:

Food delivery platforms
Local services / local commerce platforms
E-commerce
F&B technology
Restaurant SaaS
POS
Payments / FinTech
Merchant services
Digital advertising / marketing solutions

Experience with platforms such as GrabFood, GoFood, ShopeeFood, foodpanda, or other major local services and merchant platforms is a strong advantage.

Experience building or scaling a frontline BD team from 0 to 1 is also highly valued.

What We Offer

Competitive base salary + performance bonus + team commission.
Comprehensive social and commercial insurance benefits.
Opportunity to join a rapidly growing local services business in Indonesia.
Systematic onboarding and continuous professional development.
Opportunity to build and lead a high-performing frontline commercial team.
Fast-paced and entrepreneurial working environment with opportunities for career growth.

Business Development Team Leader (BD TL)