Job Purpose:
To drive merchant acquisition, onboarding, and relationship management for the BNPL (Buy Now, Pay Later) product. The role is responsible for developing and executing strategies to expand the merchant base, enhance collaboration with partners, and ensure successful integration and growth of BNPL services across various sectors such as retail, e-commerce, travel, and services.
Principal Accountabilities:
Merchant Acquisition & Partnership Development
- Identify, approach, and secure high-potential merchants that align with BNPL offerings.
- Develop compelling proposals, pitch decks, and value propositions tailored to each merchant segment.
- Lead contract negotiations, commercial discussions, and finalization of partnership agreements.
- Establish strong commercial terms that support sustainable mutual growth.
Merchant Onboarding & Integration
- Manage the end-to-end onboarding process including due diligence, documentation, and KYC requirements.
- Collaborate with technical, operations, and compliance teams to ensure seamless system integration.
- Train merchant teams on product functionality, consumer benefits, and operational procedures.
- Set clear onboarding KPIs and track time-to-live (TTL) metrics for successful launches.
Relationship Management & Growth
- Act as the single point of contact for all assigned merchant partners.
- Conduct quarterly business reviews to assess performance, gather feedback, and identify growth opportunities.
- Collaborate with merchants to launch joint campaigns, promotions, and in-store/online activations.
- Monitor merchant health metrics such as GMV, conversion rates, usage penetration, and satisfaction scores.
Cross-functional Collaboration
- Work closely with product, marketing, finance, risk, and customer service teams to deliver merchant solutions.
- Provide merchant feedback to influence product roadmap and enhancements.
- Support the development of marketing collaterals, merchant onboarding toolkits, and training manuals.
Reporting & Performance Management
- Track and report on key performance indicators (KPIs), including merchant acquisition targets, active merchant count, transaction volume, and revenue contribution.
- Maintain an accurate CRM record of all merchant activities, contacts, contracts, and pipeline status.
- Present updates and insights to senior management and internal stakeholders on a regular basis.
Market Research & Intelligence
- Stay updated on BNPL industry trends, customer buying behavior, competitor offerings, and market gaps.
- Benchmark pricing models, incentive programs, and partnership structures.
- Identify opportunities for vertical expansion and innovative partnership models.
Risk & Compliance
- Ensure all merchant partnerships comply with regulatory requirements and internal risk guidelines.
- Monitor merchant transaction behavior and escalate red flags as required.
- Assist in annual merchant reviews and compliance health checks.
Experience:
- 7 10 years of experience in merchant acquisition, business development, financial services, or account management, ideally in fintech, digital payments, or e-commerce.
- Prior experience working with BNPL platforms, Payment Service Providers PSPs, or consumer financing products is highly desirable.
Skills:
- Strong negotiation, communication, and interpersonal skills.
- Demonstrated passion and ease in building and nurturing relationships at all organizational levels, including senior and C-suite executives.
- Excellent business development and relationship management skills.
- Excellent analytical, reporting, and problem-solving ability.
- Proficient in CRM systems (e.g., Salesforce), Microsoft Office Suite, and data visualization tools.
- Able to work collaboratively within teams and independently towards achieving goals.
- Self-starter with the ability to manage multiple projects simultaneously and work independently.
