Partner Acquisition Manager

Main Duties:

This role is responsible for
building and leading the Partner Acquisition (PA) engine
across Be's key supply segments, including:

• Food merchants (beFood) –
  primary focus and specialization
• Other merchant & seller segments (beDelivery, services)
• Riders/Drivers (beBike, beCar, beDelivery)
• Cleaners/Service providers (beClean, other on-demand services)

The Partner Acquisition Manager owns the end-to-end acquisition funnel – from lead generation, qualification, pitching, negotiation, signing to activation – and ensures that newly acquired partners are right-fit, scalable, and contribute significantly to GMV, margin.

This role will lead PA squads by segment (Food merchant PA, rider/driver PA, cleaner PA), define KPIs & playbooks, and work closely with Operations, Business, Marketing, Product and CS to deliver sustainable and healthy supply growth.

Responsibilities:

A. Acquisition Strategy & Portfolio Building

• Define and own the overall Partner Acquisition strategy across segments (Food merchants, other merchants/sellers, riders/drivers, cleaners).
• Put a strong focus on Food merchants (beFood) as a growth, while ensuring robust PA engines for riders/drivers and cleaners to support service reliability.
• Segment and prioritize target partners into Key / Strategic, Growth, and Mass / Coverage by city, area and category/segment.

• Build and maintain Ideal Customer Profiles (ICP) and qualification criteria for:

• Food merchants (volume potential, brand strength, operational readiness).

• Riders/Drivers (full-time/part-time, productivity potential, quality/risk profile).

• Cleaners/service providers (capacity, quality, reliability).

• Translate company growth targets into PA targets and plans (leads, signed, activated, GMV/trip contribution) per segment, city and channel (field, telesales, online).

• Collaborate with Business, Marketing and HR (for riders/cleaners) to design acquisition campaigns, value propositions and pitch materials tailored for each segment, especially Food merchants.

B. Lead Management, Pipeline & Performance

• Own the end-to-end PA funnel for all segments: lead generation → qualification → pitching → negotiation → signing → activation.

• Build and maintain structured pipelines (CRM or equivalent) with clear stages, owners and next actions for:

• Food merchants (including key chains and local heroes).

• Riders/drivers.

• Cleaners/service providers.

• Set and monitor daily/weekly targets for each PA squad:

• Leads contacted, visits/meetings, proposals sent, contracts signed, partners activated.

• Ensure data-driven pipeline management – track conversion rates by segment and city, identify bottlenecks, and implement actions to improve performance.

• Review the quality of acquisition, not only volume:

• For merchants: GMV, margin, early churn.

• For riders/drivers/cleaners: activation, trips/jobs per partner, retention and quality metrics.

• Provide weekly/monthly performance reports and insights with segment, city and category breakdown, including forecast vs target and key risks/opportunities.

C. Onboarding, Quality of Acquisition & Handover

• Work with Operations, Engagement/Account Management, Training and CS to design smooth onboarding journeys for each segment:

• Food merchants: menu setup, operations & SLA training, tool & promotion training.

• Riders/drivers: onboarding, safety & service training, app usage, incentive understanding.

• Cleaners: standard service procedures, quality checklist, customer handling.

• Ensure all new partners meet minimum operational and compliance standards before going live.

• Define and monitor activation KPIs per segment (time-to-first-order/trip, productivity ramp-up, SLA/rating in early lifecycle).
• Coordinate clear handover of partners to Engagement / Account Management / Operations teams after a defined ramp-up period.
• Collect and consolidate feedback from new partners and PA teams to continuously improve scripts, pitch materials, onboarding flows and internal processes.

D. Key Deals, Exclusivity / SOW & Co-investment (Food-led, cross-segment impact)

• Identify and prioritize high-potential Food merchants and strategic partnership deals.
• Work with Business, Pricing and Marketing to design deal structures (commission, marketing support, co-funded promotions, priority placement) that balance growth and unit economics.
• Lead or support negotiations with key partners, especially Food merchants, ensuring clear commercial terms, performance commitments and review mechanisms.
• Make and challenge co-investment decisions (who, how much, in which format) based on expected GMV/trip uplift, payback and strategic value.
• Track and review performance of key deals/co-investment programs, recommending continuation, scaling or termination based on data.

E. Team Leadership & Cross-functional Collaboration

• Build, lead and coach segment-based PA squads:
• Food Merchant PA squad (strong commercial & negotiation focus).
• Rider/Driver PA squad (volume & quality focus).
• Cleaner/Service PA squad (quality & capacity focus).
• Define KPIs, incentive schemes and playbooks per squad, driving high performance and accountability.
• Provide regular coaching (field visits, call shadowing, deal reviews) to sharpen pitching, negotiation and closing skills.
• Work closely with Operations, Business, Marketing, Product, Finance, Data/BI, CS and HR to ensure aligned planning and execution across supply growth and quality.
• Contribute to strategic planning, pilots and new initiatives (new cities, new service types, new PA channels) using insights from the field and performance data.

Requirements:

• Bachelor's degree in Business, Economics, Commerce, Hospitality, HR Management or related fields.
• At least 5 years of experience in B2B sales / merchant acquisition / supply acquisition / business development in tech, marketplace, F&B, delivery or similar.
• Minimum 2–3 years in a team lead/manager role managing acquisition/sales teams.
• Proven track record in acquiring and scaling Food merchants (restaurants, cafés, F&B chains) – this is a must-have.
• Experience in acquiring and ramping up riders/drivers and/or service providers (logistics, ride-hailing, on-demand services) is a strong plus.
• Strong commercial and analytical acumen: able to structure deals, assess profitability, payback, and long-term impact on GMV and capacity.
• Solid experience in pipeline and performance management using CRM or equivalent tools; data-driven, comfortable with dashboards and funnel metrics.
• Excellent communication, negotiation and relationship-building skills across different partner types: small merchants, chains, riders/drivers, cleaners.
• Hands-on, execution-driven, able to work in a fast-paced, high-growth, operationally complex environment.
• Prior experience in ride-hailing, food delivery, logistics or other multi-sided platforms is highly preferred.
• Good command of English is an advantage.