Senior Business Development Specialist

About HungryPanda
Founded in 2017, HungryPanda is the world’s leading specialist food delivery platform. Guided by our core value of “Satisfy Your Chinese Taste”, we bridge overseas Chinese communities with authentic Asian cuisine through technology and service excellence, empowering the globalization of the catering industry.
Starting from Nottingham, UK, HungryPanda has scaled its footprint across more than 80 cities in 10 countries, including the United Kingdom, the United States, Canada, Australia, New Zealand, France, Italy, Japan, South Korea, and Singapore. To date, HungryPanda partners with over 260,000 riders and 140,000 merchants, serving more than 10 million registered users globally, backed by over US$275 million in funding through Series D+.

Role Overview
As a Senior Business Development Specialist, you will drive high-impact merchant acquisition, strategic partnership negotiations, and account revenue growth within your assigned territory. This role blends aggressive offline business development with consultative account management: you will target high-value culinary brands, execute complex commercial negotiations, streamline end-to-end onboarding, and co-develop tailored growth strategies to maximize Gross Merchandise Volume (GMV) and transaction volume.
Key Responsibilities1. Strategic Merchant Acquisition & Pipeline Ownership

• Map designated territories systematically to target, qualify, and acquire high-profile merchants, chain restaurants, and regional key accounts.
• Execute high-frequency field visits, conducting persuasive in-person commercial pitches to restaurant principals, corporate owners, and C-level decision-makers.
• Structure and lead full-cycle commercial negotiations—defining custom commission tiers, SLA terms, and partnership agreements—and oversee the seamless onboarding process through to launch.

2. Portfolio Management & GMV Optimization

• Act as an executive commercial advisor to onboarded merchants, conducting regular business reviews and analyzing platform performance metrics (basket size, conversion rate, customer retention).
• Formulate data-driven operational strategies for key merchants to optimize menu architecture, operational turnaround, and organic sales volume.
• Partner with the Marketing team to design and execute co-funded promotional campaigns, priority placement promotions, and targeted in-app activations that scale merchant transaction frequency.

3. Operational Excellence & Market Intelligence

• Audit and optimize merchant backend configurations, ensuring accuracy in pricing, menu assets, hardware/terminal setup, and order transmission stability.
• Capture and synthesize competitor movements, market trends, and localized consumer shifts to deliver actionable intelligence to regional leadership and Product Operations.
• Maintain rigorous pipeline management and CRM data hygiene to ensure pipeline predictability, contract compliance, and reporting transparency.

Job Requirements

• Language Proficiency: Fluency in Mandarin Chinese is a must (native or professional working proficiency for direct commercial engagement with target business owners); professional proficiency in English is required.
• Professional Experience: 3+ years of verifiable success in B2B field sales, merchant development, outside sales, or key account acquisition.
• Industry Acumen: Direct exposure to on-demand food delivery, local life services (O2O), retail technology, FMCG, or marketplace platforms is highly advantageous.
• Commercial Negotiation: Master-level consultative sales ability; proven capability to identify merchant pain points, handle complex objections, establish rapid mutual trust, and close high-value partnerships.
• Execution & Ownership: Highly autonomous, self-disciplined, and target-driven, with demonstrated success in managing high-volume field visits and exceeding performance quotas under pressure.
• Cross-Functional Collaboration: Strong analytical skills and project coordination capability, with proven success collaborating across Marketing, Operations, and Regional Management teams.

Compensation & Benefits

• Competitive, industry-benchmarked base salary.
• Uncapped, high-performance quarterly/monthly bonus and commission scheme.
• Comprehensive local health, medical, and stat holiday benefits.
• Accelerated career mobility and leadership pathways within an international, high-growth technology leader.
• Compensation: Competitive Base Salary + Performance Bonus / Commission

关于 HungryPanda 熊猫外卖
HungryPanda 熊猫外卖成立于2017年，是全球领先的本地生活与中餐即时配送平台。平台以“满足海外华人味蕾”为使命，依托数字化创新与专业化服务，深度链接海外华人社群与正宗中华美食，赋能中餐品牌全球化发展。
公司业务起源于英国诺丁汉，目前已拓展至英国、美国、加拿大、澳大利亚、新西兰、法国、意大利、日本、韩国、新加坡等10个国家，覆盖全球80余座核心城市。截至目前，HungryPanda 全球累计合作骑手超26万人、入驻商户突破14万家，服务超过1000万海外用户，并已完成总额超2.75亿美元的D+轮融资。

岗位职责
1. 重点商户开拓与全流程商务谈判

• 系统性排查并深耕目标区域市场，搭建高转化线索漏斗，精准定位优质餐饮连锁、知名独立餐厅及核心生鲜零售商；
• 独立执行高密度线下拜访，直接对接商户负责人、区域总监及企业决策层，专业呈现平台核心商业价值与赋能体系；
• 主导端到端商务谈判（涵盖合作模式、费率体系、履约保障等条款），推动高价值协议签署，并高效统筹初期签约入驻全流程。

2. 商户精细化运营与业绩增长（GMV赋能）

• 与重点合作商户建立深度战略伙伴关系，定期开展经营复盘，监控核心流量、转化率、复购率与客单价数据；
• 基于平台交易数据与行业洞察，为商户定制线上运营提升方案（如爆款选品、菜单动线优化及定价策略），直接拉动商户交易总额（GMV）与订单体量；
• 联动市场营销（Marketing）与运营团队，为重点商户定制专属营销活动、平台大促方案及联合推广，提升商户品牌在平台的曝光度与交易频次。

3. 运营落地支持与市场情报反馈

• 深度跟进商户后台配置与硬件终端部署，确保菜品信息、营业设置及接单流程的高标准上线与稳定运行；
• 规范化推进 CRM 系统录入与商户生命周期管理，确保销售管线数据精准、合规、可复盘；
• 保持对本地竞品动态、外卖商圈演变及行业痛点的敏锐观察，定期输出结构化业务洞察，驱动产品功能与区域运营策略的迭代优化。

任职要求

• 语言要求： 普通话流利是硬性必备条件（Mandarin is a must），能高效、无障碍地与核心商户决策层进行深度商务洽谈；具备良好的英文工作沟通与读写能力。
• 从业经验： 3年及以上线下商务拓展（BD）、B2B企业级销售、地推大客户拓展或重点客户管理（Key Account Management）成功经验。
• 行业背景： 拥有餐饮外卖平台、O2O本地生活服务、移动互联网平台、生鲜电商或快消（FMCG）相关行业从业背景者优先考量。
• 专业技能： 具备极强的商务洞察力、现场沟通说服力与方案谈判能力，能快速与商户建立高度互信关系，精准破局高难度谈判。
• 自主驱动： 具备优秀的目标导向思维与抗压韧性，能独立规划日常拜访路线与工作节奏，始终保持高交付标准。
• 协同统筹： 具备良好的逻辑思维、跨部门沟通协作能力，能顺畅联动运营、市场及客服团队共同推动业绩目标达成。

薪酬与福利

• 具备行业竞争力的固定基本工资；
• 结果导向、上不封顶的绩效提成与业绩奖金体系；
• 本地法定节假日及配套健康福利保险；
• 跨国互联网独角兽企业的清晰晋升通道与广阔职业发展平台。
• 薪资结构： 具备竞争力的基本底薪（Base Salary）+ 绩效奖金/高额提成（Performance Bonus）