Partner Acquisition (Contract)(SPX Express)

Department Operations

LevelExperienced (Individual Contributor)

LocationBangkok

The Operation teams at Shopee covers the operational end-to-end process, from when the buyer searches for a product listed on the Shopee platform, to the moment the buyer receives the products. The team analyses and monitors operational KPIs across the region and conducts root cause analysis when operation performance fluctuates. The Operations team comprises Customer Service, Payment, Listings, Warehouse, Logistics, Seller Operations and Fraud.

Job Description:

1. Site Acquisition & Partner Pitching

• Proactively source, cold-call, and prospect potential host locations across target geographic zones to grow the SPX locker network.
• Deliver persuasive pitches to property management companies, landlords, homeowners associations, retail partners, and local authorities highlighting the mutual benefits of hosting an SPX locker.
• Lead negotiations regarding space leases, utility connections, revenue-sharing or rental terms, and contract duration to secure favorable terms within budget limits.

2. Site Visits & Feasibility Assessment

• Conduct field surveys to evaluate candidate locations for technical, physical, and operational suitability.
• Assess space dimensions, power outlet availability, cellular or Wi-Fi signal strength, shelter and weather exposure, security lighting, CCTV coverage, and 24/7 buyer accessibility.
• Ensure locations meet local building codes, safety guidelines, and accessibility standards.

3. Execution & Stakeholder Management

• Work closely with the SPX Operations, Engineering, and Deployment teams to transition signed sites from handover to locker installation and commissioning.
• Maintain strong ongoing relationships with key property management groups to enable portfolio-wide rollout opportunities across multiple buildings.
• Maintain an up-to-date site acquisition pipeline database, tracking progress from initial pitch to contract execution and site activation.

Requirements:

• 2 to 4 years of experience in offline site acquisition, commercial business development, real estate expansion, or field operations. Experience in courier/logistics, retail expansion, vending machine networks, or telecom infrastructure is highly preferred.

Technical & Functional Skills

• Strong commercial acumen with a track record of pitching, negotiating, and closing site lease contracts or partnerships.
• Ability to read basic floor plans, understand standard electrical requirements, and judge space suitability for hardware installations.
• Willingness to spend 60% to 70% of working hours conducting field visits and client meetings.

Soft Skills

• Excellent communication, presentation, and interpersonal skills.
• Self-motivated, resilient, and comfortable dealing with cold outreach and commercial objections.
• Strong problem-solving skills to navigate property management approvals and technical site constraints.

Key Performance Indicators (KPIs)

• Pitch-to-Contract Conversion Rate (Pipeline Efficiency): Percentage of initial pitches and site visits that successfully result in signed host agreements, targeting 35% or higher.
• High-Density Zone Acquisition Rate (Location Quality): Percentage of secured sites located within high-volume target zones, such as universities, higher education institutions and top-tier residential condominiums
• Average Rental Cost per Location (Cost Optimization): Average monthly lease cost per locker footprint maintained within established budget parameters, prioritizing zero-rent or revenue-share models where possible.
• Lead Time to Handover (Rollout Speed): Total number of days elapsed from initial contact to contract execution and site handover to the installation team, targeting 21 days or fewer.