Merchant Growth Lead
Job Summary
Job Description
As a Merchant Growth Lead, you will be responsible for driving growth through strategic collaboration with key merchant partners. You will lead negotiations for co-funded promotions, align on sales performance targets, and ensure promotional strategies are mutually beneficial and ROI-positive. This role sits within the Growth team and plays a key role in connecting demand generation efforts with supply-side readiness and funding. You’ll work cross-functionally with Growth, Marketing, and Analytics to maximize performance across priority SKUs and campaigns. Responsibilities include supporting merchant growth by identifying opportunities to onboard new partners and expand assortment with existing merchants, coordinating with merchants to secure funding for promotions, ensuring SKU and assortment readiness for planned promos, maintaining day-to-day relationships with key merchants, tracking merchant sales performance, and preparing regular reports. You will also work with internal teams to align merchant activities with platform needs and assist in preparing materials for merchant reviews.
Must have:
- Minimum 4 years of experience in business development, key account management, partnerships, or related roles (preferably in e-commerce, FMCG, or tech).
- Strong negotiation and relationship-building skills with experience handling external partners or clients.
- Solid analytical skills with the ability to interpret sales data, promo performance, and market trends.
- Proficiency in Microsoft Excel.
- Excellent communication and stakeholder management skills, both internally and externally.
- Ability to manage multiple accounts and initiatives simultaneously with attention to detail and follow-through.
- Comfortable working in a fast-paced, execution-driven environment with cross-functional collaboration.
Good to have:
- Familiarity with BI tools or SQL.
11 skills required
Job Details
About the Role
As As Merchant Growth Lead, you will be responsible for driving growth through strategic collaboration with key merchant partners. You'll lead negotiations for co-funded promotions, align on sales performance targets, and ensure promotional strategies are mutually beneficial and ROI-positive. This role sits within the Growth team and plays a key role in connecting demand generation efforts with supply-side readiness and funding. You’ll work cross-functionally with Growth, Marketing, and Analytics to maximize performance across priority SKUs and campaigns.
What You Will Do
- Support merchant growth by identifying opportunities to onboard new partners and expand assortment with existing merchants
- Coordinate with merchants to secure funding for promotions aligned with growth campaigns.
- Ensure SKU and assortment readiness for planned promos and high-traffic moments.
- Maintain day-to-day relationships with key merchants, acting as the first point of contact.
- Track merchant sales performance and prepare regular reports with actionable insights.
- Work with internal teams (Category, Marketing, Ops) to align merchant activities with platform needs.
- Assist in preparing materials for merchant reviews, joint planning, and upsell of new initiatives.
What You Will Need
- Min. 4 years of experience in business development, key account management, partnerships, or related roles (preferably in e-commerce, FMCG, or tech).
- Strong negotiation and relationship-building skills with experience handling external partners or clients.
- Solid analytical skills with the ability to interpret sales data, promo performance, and market trends.
- Proficiency in Microsoft Excel; familiarity with BI tools or SQL is a plus.
- Excellent communication and stakeholder management skills, both internally and externally.
- Ability to manage multiple accounts and initiatives simultaneously with attention to detail and follow-through.
- Comfortable working in a fast-paced, execution-driven environment with cross-functional collaboration
About the Team
At the Quick Commerce product group, we're revolutionizing how people get their daily staples with our lightning-fast, on-demand delivery service. GoMart, our flagship B2C online grocery platform, has skyrocketed to the top, leading the quick commerce market and delivering convenience items to delighted consumers in over 100 cities across Indonesia. Our mission is to empower merchant and brand partners nationwide, helping them thrive while ensuring our customers receive their daily essentials swiftly and reliably.
Join us on this thrilling journey to shape the future of the independent movement for everyone and everything. We're a diverse team that values curiosity, a passion for technology, and a collaborative spirit. If you're driven by innovation and excited about solving real-world problems with cutting-edge technology, we invite you to join our team. Let's create the future together!
About GoTo Group
GoTo Group is the largest digital ecosystem in Indonesia with its mission to “Empower Progress’ by offering technological infrastructure and solutions for everyone to access and thrive in the digital economy. The GoTo ecosystem consists of on-demand transportation services, food and grocery delivery, logistics and fulfillment, as well as financial and payment services through the Gojek and GoTo Financial platforms.It is the first platform in Southeast Asia that hosts these crucial cases in a single ecosystem, capturing the majority of Indonesia’s vast consumer household.
About Gojek
Gojek is Southeast Asia’s leading on-demand platform and pioneer of the multi-service ecosystem with over 2.5 million driver partners across the regions offering a wide range of services such as transportation, food delivery, logistics and more. With its mission to create impact at scale, Gojek is committed to resolving consumer problems and raising standards of living by connecting consumers to the best providers of goods and services in the market.
About GoTo Financial
GoTo Financial accelerates financial inclusion through its leading financial services and merchants solutions. Its consumer services include GoPay and GoPayLater and serve businesses of all sizes through Midtrans, Moka, GoBiz Plus, GoBiz, and Selly. With its trusted and inclusive ecosystem of products, GoTo Financial is open to new growth opportunities and aims to empower everyone to Make It Happen, Make It Together, Make It Last.
GoTo and its business units, including Gojek and GoToFinancial ("GoTo") only post job opportunities on our official channels on our respective company websites and on LinkedIn. GoTo is not liable for any job postings or job offers that did not originate from us. You should conduct your own due diligence to prevent being victims of any fake job scams, if they did not originate from GoTo's official recruitment channels.
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About The Company
GoTo is the largest technology group in Indonesia, combining on-demand and financial services through the Gojek and GoTo Financial brands. It is the first platform in Southeast Asia to host these two essential use cases in one ecosystem, capturing a majority of Indonesian consumer household expenditure.
GoTo’s mission is to “Empower Progress” by offering an unparalleled selection of goods and services through a comprehensive merchant and partner network and promoting financial inclusion through its leading payments and financial services business.
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