Business Development Team Leader (BD TL)

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.