Retail BD-Onboarding
Posted on Oct 22, 2026
Job Description
https://alidocs.dingtalk.com/i/nodes/mExel2BLV59rgdDPipwK4m3QVgk9rpMq
Strategic Hunting & Pipeline Development
● Proactively identify and prioritize target suppliers in collaboration with internal stakeholders (Marketplace & Retail — Head of Retail, Category Directors, Category Managers, KAMs).
● Build and maintain a robust sales pipeline of qualified brand partners aligned with category growth priorities.
● Conduct market intelligence gathering to identify emerging brands, competitor movements, and white-space opportunities.
● Develop targeted outreach strategies to engage decision-makers at priority suppliers.
● Ensure timely and accurate status updates of the on-boarding tracker to maintain visibility and accountability across stakeholders.
Supplier Pitching & Relationship Building
● Lead online and offline pitching sessions with prospective suppliers, presenting to brand owners and key decision-makers.
● Build trusted, long-term relationships with supplier contacts through consultative selling and genuine partnership orientation.
● Present Lazada's 1P Retail value proposition, platform capabilities, and partnership benefits with clarity and conviction.
● Navigate supplier organizations, identifying key stakeholders and building relationships to advance deals.
● Address supplier concerns with empathy and strategic thinking, turning objections into opportunities for deeper alignment.
Commercial Negotiation & Deal Closure
● Drive negotiation of retail TTA (Trading Terms Agreement) with vendors, from initial proposal through final signature.
● Collaborate with internal stakeholders (Finance, Head of Retail, Category Directors, Category Managers, KAMs) to structure compelling offers that balance supplier value with Lazada's profitability objectives.
● Apply strong commercial acumen and negotiation skills to secure favorable terms while maintaining positive supplier relationships.
● Persistently follow through on deals, maintaining momentum through approval processes and stakeholder alignments.
● Lock the deal by finalizing TTA terms and ensuring all commercial agreements comply with internal governance.
Supplier On-boarding & Handover
● Partner with the commercial ops team to ensure smooth execution of end-to-end supplier onboarding post-deal.
● Oversee documentation collection, outright procurement agreement signature, and TTA execution.
● Drive SKU and supplier creation processes, LazMall Store and Category Store set-up to ensure suppliers are launch-ready.
● Ensure seamless handover to category management teams with complete context on supplier relationships and commercial terms.
● Maintain supplier engagement during onboarding to reinforce the partnership foundation.
Strategic Hunting & Pipeline Development
● Proactively identify and prioritize target suppliers in collaboration with internal stakeholders (Marketplace & Retail — Head of Retail, Category Directors, Category Managers, KAMs).
● Build and maintain a robust sales pipeline of qualified brand partners aligned with category growth priorities.
● Conduct market intelligence gathering to identify emerging brands, competitor movements, and white-space opportunities.
● Develop targeted outreach strategies to engage decision-makers at priority suppliers.
● Ensure timely and accurate status updates of the on-boarding tracker to maintain visibility and accountability across stakeholders.
Supplier Pitching & Relationship Building
● Lead online and offline pitching sessions with prospective suppliers, presenting to brand owners and key decision-makers.
● Build trusted, long-term relationships with supplier contacts through consultative selling and genuine partnership orientation.
● Present Lazada's 1P Retail value proposition, platform capabilities, and partnership benefits with clarity and conviction.
● Navigate supplier organizations, identifying key stakeholders and building relationships to advance deals.
● Address supplier concerns with empathy and strategic thinking, turning objections into opportunities for deeper alignment.
Commercial Negotiation & Deal Closure
● Drive negotiation of retail TTA (Trading Terms Agreement) with vendors, from initial proposal through final signature.
● Collaborate with internal stakeholders (Finance, Head of Retail, Category Directors, Category Managers, KAMs) to structure compelling offers that balance supplier value with Lazada's profitability objectives.
● Apply strong commercial acumen and negotiation skills to secure favorable terms while maintaining positive supplier relationships.
● Persistently follow through on deals, maintaining momentum through approval processes and stakeholder alignments.
● Lock the deal by finalizing TTA terms and ensuring all commercial agreements comply with internal governance.
Supplier On-boarding & Handover
● Partner with the commercial ops team to ensure smooth execution of end-to-end supplier onboarding post-deal.
● Oversee documentation collection, outright procurement agreement signature, and TTA execution.
● Drive SKU and supplier creation processes, LazMall Store and Category Store set-up to ensure suppliers are launch-ready.
● Ensure seamless handover to category management teams with complete context on supplier relationships and commercial terms.
● Maintain supplier engagement during onboarding to reinforce the partnership foundation.
Job Requirements
What You Bring
The ideal candidate is a driven salesperson with a hunter mentality, strong relationship-building skills, and a solid track record of closing deals. You thrive in the face of rejection, are energized by the chase, and understand that great sales outcomes are built on trust, persistence, and strategic thinking.
You bring strong commercial acumen, the ability to navigate supplier organizations, and the negotiation skills to secure favorable onboarding terms. You are comfortable with ambiguity, willing to roll up your sleeves, and driven by measurable results.
Qualifications
● Bachelor's degree in Business, Marketing, or a related field.
● Minimum 3-5 years of experience in sales, business development, key account management, or commercial partnerships, preferably in Retail, EL, FMCG, or e-commerce.
● Demonstrated ability to identify, pitch, and close deals with external partners, with examples of successful negotiations.
● Strong relationship-building skills with the ability to establish rapport quickly and maintain trust with supplier decision-makers.
● Good understanding of trading terms, commercial negotiations, and supplier partnership dynamics.
● Excellent presentation and persuasion skills, with the ability to influence diverse stakeholders.
● Highly self-motivated, resilient, and capable of thriving in a fast-paced, target-driven environment.
● Fluent in both Thai and English.
The ideal candidate is a driven salesperson with a hunter mentality, strong relationship-building skills, and a solid track record of closing deals. You thrive in the face of rejection, are energized by the chase, and understand that great sales outcomes are built on trust, persistence, and strategic thinking.
You bring strong commercial acumen, the ability to navigate supplier organizations, and the negotiation skills to secure favorable onboarding terms. You are comfortable with ambiguity, willing to roll up your sleeves, and driven by measurable results.
Qualifications
● Bachelor's degree in Business, Marketing, or a related field.
● Minimum 3-5 years of experience in sales, business development, key account management, or commercial partnerships, preferably in Retail, EL, FMCG, or e-commerce.
● Demonstrated ability to identify, pitch, and close deals with external partners, with examples of successful negotiations.
● Strong relationship-building skills with the ability to establish rapport quickly and maintain trust with supplier decision-makers.
● Good understanding of trading terms, commercial negotiations, and supplier partnership dynamics.
● Excellent presentation and persuasion skills, with the ability to influence diverse stakeholders.
● Highly self-motivated, resilient, and capable of thriving in a fast-paced, target-driven environment.
● Fluent in both Thai and English.