Business Development Specialist (Merchant Acquisition)

Kutuma Kenya Limited is a team of logistics and delivery experts dedicated to leveraging technology to simplify logistics for retailers and restaurants across Kenya. They are passionate about innovation and committed to helping businesses utilize technology effectively.

As a Business Development Specialist, you will be crucial to the growth strategy of Dial-A-Delivery Marketplace, focusing on expanding its merchant network. Your primary responsibility will be to identify, pitch, and secure high-quality restaurant, grocery, and retail partners for the DAD Marketplace platform. Drawing on global best practices, you will manage the complete acquisition process, from initial cold outreach to contract signing. Success in this role is measured not just by the volume of merchants acquired, but by strategically acquiring the right partners to build hyper-local density, prioritize high-demand brands, and negotiate sustainable commission structures in collaboration with the finance team. You will employ a consultative sales approach, positioning the platform as a vital growth engine for partners, and ensuring a smooth transition to onboarding teams upon deal closure.

1. Build and manage a strong pipeline of potential merchants, including restaurants, pharmacies, grocery stores, and other retailers, using market research, data tools, and field scouting.
2. Analyze geographical data and consumer demand to identify underserved areas and prioritize high-value acquisition targets within specific zones.
3. Qualify inbound and outbound leads to ensure they meet the platform's standards for quality, preparation time capabilities, and commercial viability.
4. Conduct in-person and virtual meetings with business owners and key decision-makers to effectively communicate the platform's value proposition, emphasizing incremental revenue, marketing visibility, and operational simplicity.
5. Negotiate commercial terms, commission rates, and promotional investments to ensure mutual profitability and long-term partnership sustainability.
6. Skillfully address common industry objections, such as margin concerns, operational capacity, or existing exclusive aggregator contracts, using data-backed arguments and case studies.
7. Finalize deals, ensuring all legal and commercial documentation is accurately completed.
8. Facilitate a smooth transition of closed deals to the Merchant Onboarding and Operations teams, providing all necessary technical and catalog requirements.
9. Serve as the merchant's voice in the field, relaying feedback on competitor activities, pricing dynamics, and product feature requests to relevant internal teams.
10. Maintain accurate records of the sales pipeline, merchant interactions, and forecasting in the CRM to support data-driven decision-making at the leadership level.

1. Possess 2-4 years of proven high-performance experience in B2B sales or business development.
2. Prior experience in tech, SaaS, FMCG, hospitality, or the q-commerce/delivery aggregator space is preferred.