Role Overview
We are looking for a
Business Development Lead to lead and scale merchant acquisition efforts in
Johor, one of our key growth markets.
This Is a Player-coach Role. You Will
- Lead, coach, and manage a team of Business Development Managers (BDMs)
- Personally drive high-value merchant acquisition
- Shape local merchant acquisition strategy using deep Johor market insights
- Act as the bridge between frontline execution and leadership strategy
- You will be accountable for merchant pipeline quality, conversion, and GMV impact, not just activity.
Key Responsibilities
- Merchant Acquisition & Hunting (Hands-on)
- Personally identify, prospect, and close strategic and high-GMV merchants
- Own end-to-end BD cycles: lead sourcing pitch negotiation onboarding
- Prioritise merchants with strong BNPL suitability (high AOV, margin, repeatability)
- Build strong C-level and owner-level relationships with key merchants
- Team Leadership & Performance Management
- Lead, coach, and manage a team of BDMs focused on outbound merchant acquisition
- Set clear targets, priorities, and KPIs aligned with Atome's growth objectives
- Conduct regular pipeline reviews, deal coaching, and performance check-ins
- Resolve conflicts (e.g. lead ownership disputes) fairly and decisively
- Raise overall team capability in pitching, negotiation, and merchant qualification
- Strategy & Local Market Execution
- Develop and execute Johor-specific acquisition strategies (by mall, district, category)
- Leverage deep local knowledge of Johor's Mall ecosystems, High-traffic zones, Key merchant clusters, & Cross-border (SG-linked) merchant dynamics
- Identify whitespace opportunities not yet penetrated by Atome
- Provide feedback to HQ on merchant trends, pricing sensitivity, and competitor activity
- Cross-Functional Collaboration
- Work closely with Account Management, Marketing, Risk, and Operations teams
- Support merchant launch strategies, especially for priority or anchor merchants
- Ensure smooth onboarding and handover to Account Management post-activation
Requirements
- 1215 years of experience in Business Development, Merchant Acquisition, or Partnerships
- Proven experience leading and managing BD teams
- Strong track record in closing deals, not just managing others
- Experience in payments, fintech, BNPL, telco, e-commerce, or platform businesses is a strong advantage
Local Market Knowledge
- Based in Johor (or willing to be)
- Strong, practical understanding of Johor retail and services landscape
- Local merchant behaviour and decision-making styles
- Mall operators, major commercial zones, and key merchant networks
- Existing merchant relationships in Johor is a strong plus
Skills & Traits
- Strong hunter mentality with leadership maturity
- Commercially sharp: understands GMV, AOV, margin, and merchant economics
- Data-driven in prioritising leads and allocating team resources
- Confident engaging business owners, founders, and senior stakeholders
- Hands-on, resilient, and comfortable in fast-moving environments
What Success Looks Like
- Consistent acquisition of high-quality, high-GMV merchants
- A BD team that is disciplined, motivated, and closing effectively
- Clear ownership of the Johor merchant landscape
- Strong collaboration with internal teams and minimal friction post-handover
- Tangible contribution to Atome's regional GMV growth
