Business Development Specialist (Merchant Acquisition) at Kutuma Kenya Limited

About the Role

• We are seeking a highly motivated and data-driven Business Development Specialist to drive the expansion Dial-A-Delivery Marketplace merchant network. In this role, you will be the tip of the spear in our growth strategy, responsible for identifying, pitching, and signing top-tier restaurant, grocery, and retail partners to our DAD Marketplace platform.
• Drawing on global best practices from leading on- demand delivery marketplaces, you will manage the end-to-end acquisition cycle-from cold outreach to contract signature ensuring new merchants are strategically aligned with our consumer demand, geographical density goals, and profitability metrics. Strategic Objective Your success in this role is not just about signing high volumes of merchants; it is about acquiring the right merchants.
• You will focus on building hyper- local density, prioritizing high-demand brands, and negotiating sustainable commission structures in consultation with finance. By utilizing a consultative sales approach, you will position our platform as a critical growth engine for our partners, seamlessly passing them to our onboarding teams once the ink is dry.

Key Responsibilities

Pipeline Generation & Prospecting

Strategic Sourcing:

• Build and relentlessly manage a robust pipeline of prospective merchants (restaurants, pharmacies, grocery, and retail) using market research, data tools, and on-the-ground field scouting.

Territory Planning:

• Analyze geographical data and consumer demand signals to Identify "white spaces" and prioritize high-value acquisition targets within designated zones.

 Lead Qualification:

• Quality inbound and outbound leads to ensure they meet our platform's standards for quality, preparation time capabilities, and commercial viability.

End-to-End Sales & Negotiation

• Consultative Pitching: Conduct face-to-face and virtual meetings with business owners and key decision-makers.
• Effectively communicate our value proposition, focusing on incremental revenue, marketing visibility, and operational ease.
• Commercial Negotiation: Negotiate commercial terms, commission rates, and promotional investments that ensure mutual profitability and long-term partnership sustainability.
• Objection Handling: Expertly navigate common industry objections (e.g.. margin concerns, operational capacity, exclusive aggregator contracts) using data-backed counter-narratives and case studies.

Closing:

• Drive the deal to completion, ensuring all legal and commercial documentation is accurately executed. Cross-Functional Collaboration & Handover •

Seamless Transition:

• Ensure a frictionless handover of closed won deals to the Merchant Onboarding and Operations teams, providing all necessary technical and catalog requirements.

Market Feedback Loop:

• Act as the voice of the merchant in the field. Relay feedback regarding competitor activities, pricing dynamics, and product feature requests to the relevant teams.
• CRM Management: Maintain impeccable records of the sales pipeline, merchant interactions, and forecasting to ensure data-driven decision-making at the leadership level.

What You'll Need (Qualifications & Skills)

• Experience: 2-4 years of high-performance B2B sales or business development experience, preferably within tech, SaaS, FMCG, hospitality, or the q- commerce/delivery aggregator space.