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…