Deskripsi pekerjaan
Head of Merchant Acquisition memegang peranan strategis dalam memimpin ekspansi portofolio merchant perusahaan di Indonesia, khususnya pada industri pembayaran digital, fintech, perbankan, dan payment gateway. Posisi ini bertanggung jawab penuh dalam merumuskan strategi penjualan yang digerakkan oleh pasar, mengarahkan tim dalam pencapaian target pendapatan, serta membangun kemitraan bisnis jangka panjang dengan para pengambil keputusan tingkat tinggi dan akun perusahaan berskala besar. Dalam kesehariannya, peran ini mencakup pengelolaan siklus akuisisi secara menyeluruh mulai dari identifikasi peluang pasar, perencanaan bisnis, negosiasi tingkat lanjut, hingga koordinasi lintas fungsi dengan berbagai departemen internal. Selain itu, pimpinan tim ini juga bertugas memberikan arahan, pelatihan, dan pemantauan kinerja guna memastikan seluruh inisiatif komersial berjalan efektif, mematuhi standar kepatuhan, serta menjaga keamanan informasi perusahaan secara optimal.
Tanggung jawab: Develop and execute market-driven merchant acquisition strategies to achieve revenue targets, business growth objectives, and market expansion goals; Identify new business opportunities, target market segments, and potential industries to expand Faspay's merchant portfolio across Indonesia; Develop strategic sales plans, revenue forecasts, and acquisition initiatives aligned with the company's business objectives; Identify opportunities to increase merchant adoption of Faspay's products and services, including payment gateway solutions and other relevant payment products; Proactively identify, prospect, qualify, and develop potential merchants across various industries; Lead the end-to-end merchant acquisition process, from initial engagement and needs assessment to solution presentation, negotiation, contract closure, and onboarding coordination; Build and maintain a strong sales pipeline to ensure consistent acquisition performance and achievement of business targets; Understand merchants' business models, payment requirements, transaction patterns, and operational challenges to recommend appropriate Faspay solutions; Identify and pursue strategic merchant opportunities, including enterprise accounts and high-potential merchants, to maximize revenue contribution; Establish and maintain strong relationships with key decision-makers, business owners, and C-level executives to develop long-term business partnerships; Build trusted, consultative relationships with prospective and existing merchants by understanding their business needs and providing relevant payment solutions; Maintain merchant relationships throughout the business lifecycle, from initial engagement and acquisition to onboarding, business development, and ongoing account coordination; Collaborate with internal stakeholders to address merchant requirements, resolve business-related challenges, and identify opportunities for account growth; Monitor market trends, industry developments, payment technology innovations, and competitor activities to identify new business opportunities; Analyze competitors' products, pricing structures, value propositions, and market positioning to strengthen Faspay's competitive advantage; Provide market insights and recommendations to management to support business strategy, product positioning, and commercial decision-making; Lead, manage, and develop the Merchant Acquisition team to achieve individual and collective sales targets; Establish team objectives, performance indicators, sales plans, and execution standards aligned with company goals; Monitor sales activities, merchant acquisition performance, pipeline progress, conversion rates, and revenue contribution; Provide coaching, guidance, and support to team members in prospecting, sales presentations, negotiation, relationship management, and deal closure; Review team performance regularly, identify improvement opportunities, and implement action plans to improve productivity and business results; Collaborate with internal teams, including Product, Marketing, Finance, Risk, Compliance, Legal, Technology, and Operations, to ensure effective execution of merchant acquisition initiatives; Coordinate with relevant stakeholders on commercial proposals, pricing arrangements, merchant requirements, and implementation readiness; Prepare and present regular sales plans, pipeline updates, revenue forecasts, acquisition performance reports, and market insights to management; Ensure that merchant acquisition activities comply with applicable company policies, commercial guidelines, regulatory requirements, and internal procedures; Maintain information security by complying with company security policies and procedures, protecting confidential company and merchant data, and reporting suspicious activities or potential security threats; Ensure that merchant acquisition activities and related documentation are handled in accordance with applicable data protection, information security, and compliance requirements; Sales Strategy & Revenue Growth; Merchant Acquisition & Business Development; Strategic Relationship & Partnership Management; Market Intelligence & Competitive Analysis; Team Leadership & Performance Management; Cross-Functional Collaboration & Business Reporting; Information Security & Compliance.
Kualifikasi: Bachelor's degree in Business Administration, Management, Marketing, Finance, Information Technology, or a related field; Minimum of 7 years of experience in sales, business development, merchant acquisition, or commercial roles, preferably within the payment gateway, fintech, banking, financial services, or digital payment industry; At least 2–3 years of experience in a managerial or team leadership position, with a proven ability to lead and develop a sales team; Demonstrated track record of achieving sales targets, acquiring strategic merchants, and driving revenue growth; Strong understanding of payment gateway solutions, digital payment methods, merchant business models, and the Indonesian payments ecosystem; Proven experience in enterprise sales, strategic account acquisition, business negotiations, and relationship management with senior decision-makers; Strong commercial acumen with the ability to identify market opportunities, develop sales strategies, and evaluate business potential; Excellent leadership, team management, coaching, and performance monitoring skills; Strong analytical skills with the ability to interpret sales data, monitor pipeline performance, prepare revenue forecasts, and develop actionable business plans; Excellent communication, presentation, negotiation, and stakeholder management skills; Ability to build and maintain strong professional relationships with merchants, business partners, and internal stakeholders; Self-driven, results-oriented, and capable of working in a fast-paced and target-driven environment; Proficient in Microsoft Office or Google Workspace; experience using CRM systems and sales reporting tools is an advantage; Good command of written and spoken English; Willingness to travel for business meetings, merchant visits, and market development activities as required.
Tanggung jawab
- Develop and execute market-driven merchant acquisition strategies to achieve revenue targets, business growth objectives, and market expansion goals
- Identify new business opportunities, target market segments, and potential industries to expand Faspay's merchant portfolio across Indonesia
- Develop strategic sales plans, revenue forecasts, and acquisition initiatives aligned with the company's business objectives
- Identify opportunities to increase merchant adoption of Faspay's products and services, including payment gateway solutions and other relevant payment products
- Proactively identify, prospect, qualify, and develop potential merchants across various industries
- Lead the end-to-end merchant acquisition process, from initial engagement and needs assessment to solution presentation, negotiation, contract closure, and onboarding coordination
- Build and maintain a strong sales pipeline to ensure consistent acquisition performance and achievement of business targets
- Understand merchants' business models, payment requirements, transaction patterns, and operational challenges to recommend appropriate Faspay solutions
- Identify and pursue strategic merchant opportunities, including enterprise accounts and high-potential merchants, to maximize revenue contribution
- Establish and maintain strong relationships with key decision-makers, business owners, and C-level executives to develop long-term business partnerships
- Build trusted, consultative relationships with prospective and existing merchants by understanding their business needs and providing relevant payment solutions
- Maintain merchant relationships throughout the business lifecycle, from initial engagement and acquisition to onboarding, business development, and ongoing account coordination
- Collaborate with internal stakeholders to address merchant requirements, resolve business-related challenges, and identify opportunities for account growth
- Monitor market trends, industry developments, payment technology innovations, and competitor activities to identify new business opportunities
- Analyze competitors' products, pricing structures, value propositions, and market positioning to strengthen Faspay's competitive advantage
- Provide market insights and recommendations to management to support business strategy, product positioning, and commercial decision-making
- Lead, manage, and develop the Merchant Acquisition team to achieve individual and collective sales targets
- Establish team objectives, performance indicators, sales plans, and execution standards aligned with company goals
- Monitor sales activities, merchant acquisition performance, pipeline progress, conversion rates, and revenue contribution
- Provide coaching, guidance, and support to team members in prospecting, sales presentations, negotiation, relationship management, and deal closure
- Review team performance regularly, identify improvement opportunities, and implement action plans to improve productivity and business results
- Collaborate with internal teams, including Product, Marketing, Finance, Risk, Compliance, Legal, Technology, and Operations, to ensure effective execution of merchant acquisition initiatives
- Coordinate with relevant stakeholders on commercial proposals, pricing arrangements, merchant requirements, and implementation readiness
- Prepare and present regular sales plans, pipeline updates, revenue forecasts, acquisition performance reports, and market insights to management
- Ensure that merchant acquisition activities comply with applicable company policies, commercial guidelines, regulatory requirements, and internal procedures
- Maintain information security by complying with company security policies and procedures, protecting confidential company and merchant data, and reporting suspicious activities or potential security threats
- Ensure that merchant acquisition activities and related documentation are handled in accordance with applicable data protection, information security, and compliance requirements
- Sales Strategy & Revenue Growth
- Merchant Acquisition & Business Development
- Strategic Relationship & Partnership Management
- Market Intelligence & Competitive Analysis
- Team Leadership & Performance Management
- Cross-Functional Collaboration & Business Reporting
- Information Security & Compliance
Kualifikasi
- Bachelor's degree in Business Administration, Management, Marketing, Finance, Information Technology, or a related field
- Minimum of 7 years of experience in sales, business development, merchant acquisition, or commercial roles, preferably within the payment gateway, fintech, banking, financial services, or digital payment industry
- At least 2–3 years of experience in a managerial or team leadership position, with a proven ability to lead and develop a sales team
- Demonstrated track record of achieving sales targets, acquiring strategic merchants, and driving revenue growth
- Strong understanding of payment gateway solutions, digital payment methods, merchant business models, and the Indonesian payments ecosystem
- Proven experience in enterprise sales, strategic account acquisition, business negotiations, and relationship management with senior decision-makers
- Strong commercial acumen with the ability to identify market opportunities, develop sales strategies, and evaluate business potential
- Excellent leadership, team management, coaching, and performance monitoring skills
- Strong analytical skills with the ability to interpret sales data, monitor pipeline performance, prepare revenue forecasts, and develop actionable business plans
- Excellent communication, presentation, negotiation, and stakeholder management skills
- Ability to build and maintain strong professional relationships with merchants, business partners, and internal stakeholders
- Self-driven, results-oriented, and capable of working in a fast-paced and target-driven environment
- Proficient in Microsoft Office or Google Workspace; experience using CRM systems and sales reporting tools is an advantage
- Good command of written and spoken English
- Willingness to travel for business meetings, merchant visits, and market development activities as required
Informasi lowongan
- Tipe pekerjaan
- Full-time
- Pendidikan
- S1
- Gaji
- Negosiasi