📌 Core Information
🔹 Job Title: Merchant Growth Lead
🔹 Company: GoTo Group
🔹 Location: Jakarta, Indonesia
🔹 Job Type: Permanent, On-site
🔹 Category: Business Development, Partnerships
🔹 Date Posted: July 10, 2025
🔹 Experience Level: Mid-Senior level (5-10 years)
🚀 Job Overview
Key aspects of this role include:
- Driving growth through strategic collaboration with key merchant partners
- Leading negotiations for co-funded promotions and aligning on sales performance targets
- Maintaining day-to-day relationships with key merchants and tracking their sales performance
- Working cross-functionally with Growth, Marketing, and Analytics to maximize campaign effectiveness
ASSUMPTION: This role requires a balance of business acumen, strong negotiation skills, and analytical prowess to succeed in driving growth and maintaining merchant relationships.
📋 Key Responsibilities
✅ Support merchant growth by identifying opportunities to onboard new partners and expand assortment with existing merchants
✅ Coordinate with merchants to secure funding for promotions aligned with growth campaigns
✅ Ensure SKU and assortment readiness for planned promos and high-traffic moments
✅ Maintain day-to-day relationships with key merchants, acting as the first point of contact
✅ Track merchant sales performance and prepare regular reports with actionable insights
✅ Work with internal teams (Category, Marketing, Ops) to align merchant activities with platform needs
✅ Assist in preparing materials for merchant reviews, joint planning, and upsell of new initiatives
ASSUMPTION: This role involves a high degree of cross-functional collaboration and requires strong stakeholder management skills to succeed.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
Experience: Min. 4 years of experience in business development, key account management, partnerships, or related roles (preferably in e-commerce, FMCG, or tech)
Required Skills:
- Strong negotiation and relationship-building skills with experience handling external partners or clients
- Solid analytical skills with the ability to interpret sales data, promo performance, and market trends
- Proficiency in Microsoft Excel; familiarity with BI tools or SQL is a plus
- Excellent communication and stakeholder management skills, both internally and externally
- Ability to manage multiple accounts and initiatives simultaneously with attention to detail and follow-through
- Comfortable working in a fast-paced, execution-driven environment with cross-functional collaboration
Preferred Skills:
- Familiarity with the Indonesian e-commerce market and local merchant landscape
- Experience working with quick commerce or on-demand delivery platforms
ASSUMPTION: Candidates with experience in the Indonesian e-commerce market or quick commerce platforms may have an advantage in understanding the local merchant landscape and market trends.
💰 Compensation & Benefits
Salary Range: Based on industry standards for mid-senior level business development roles in Jakarta, the estimated salary range for this position is IDR 30,000,000 - 45,000,000 per year. Final offer will depend on the candidate's qualifications and experience.
Benefits:
- Health, dental, and vision insurance
- Retirement savings plan with company matching
- Generous time-off policies, including vacation, sick leave, and public holidays
- Employee discounts on GoTo services and products
- Opportunities for professional development and career growth
Working Hours: Full-time position with standard office hours (Monday-Friday, 9:00 AM - 6:00 PM). Occasional evening or weekend work may be required to accommodate merchant needs.
ASSUMPTION: The salary range provided is an estimate based on market research and may vary depending on the candidate's qualifications and experience.
📌 Applicant Insights
🔍 Company Context
Industry: GoTo Group operates in the technology sector, focusing on on-demand transportation, food and grocery delivery, logistics, and financial services. The company is the largest digital ecosystem in Indonesia, with a mission to empower progress by offering technological infrastructure and solutions for everyone to access and thrive in the digital economy.
Company Size: GoTo Group is a large organization with over 10,000 employees, providing ample opportunities for career growth and collaboration.
Founded: GoTo Group was founded in 2010 as Gojek, initially focusing on ride-hailing services. It has since expanded its offerings and rebranded as GoTo Group in 2021.
Company Description:
- GoTo Group is the first platform in Southeast Asia to host on-demand transportation, food and grocery delivery, logistics, and financial services in one ecosystem, capturing the majority of Indonesian consumer household expenditure.
- The company is committed to creating impact at scale, resolving consumer problems, and raising standards of living by connecting consumers to the best providers of goods and services in the market.
- GoTo Group is open to new growth opportunities and aims to empower everyone to "Make It Happen, Make It Together, Make It Last."
Company Specialties:
- On-demand transportation services
- Food and grocery delivery
- Logistics and fulfillment
- Financial and payment services
Company Website: https://www.gotocompany.com/
ASSUMPTION: GoTo Group's extensive range of services and large employee base provide a dynamic and diverse work environment for employees.
📊 Role Analysis
Career Level: This role is at the mid-senior level, offering opportunities for career growth and advancement within the organization.
Reporting Structure: The Merchant Growth Lead will report directly to the Head of Merchant Growth and work closely with cross-functional teams, including Growth, Marketing, Analytics, Category, and Operations.
Work Arrangement: This is an on-site position based in Jakarta, with occasional remote work possible for meetings and events. The role requires regular travel to meet with merchants and attend industry events.
Growth Opportunities:
- Advancement to senior or management roles within the Merchant Growth team or related functions
- Expansion into new markets or business units within the GoTo Group ecosystem
- Development of leadership and management skills through mentorship and training programs
ASSUMPTION: The Merchant Growth Lead role offers a clear path for career progression within the organization, with opportunities to grow and develop both personally and professionally.
🌍 Location & Work Environment
Office Type: GoTo Group's headquarters is a modern, collaborative workspace designed to foster innovation and creativity.
Office Location(s): The Merchant Growth Lead position is based at the GoTo Group headquarters in Jakarta, Indonesia.
Geographic Context:
- Jakarta is the capital and largest city of Indonesia, with a population of over 10 million people
- The city is known for its vibrant culture, diverse food scene, and bustling nightlife
- Jakarta offers a mix of traditional and modern architecture, with numerous historical sites and contemporary attractions
Work Schedule: The standard work schedule for this role is Monday-Friday, 9:00 AM - 6:00 PM, with occasional evening or weekend work required to accommodate merchant needs.
ASSUMPTION: Living and working in Jakarta offers a unique blend of cultural experiences and professional opportunities, with a dynamic and fast-paced work environment.
💼 Interview & Application Insights
Typical Process:
- Online application review
- Phone or video screen with the Talent Acquisition team
- First-round interview with the Merchant Growth team
- Case study or presentation preparation
- Final-round interview with the Head of Merchant Growth and other stakeholders
- Background check and offer extension
Key Assessment Areas:
- Business acumen and strategic thinking
- Negotiation and relationship-building skills
- Analytical skills and data interpretation
- Communication and stakeholder management
- Cultural fit and alignment with GoTo Group values
Application Tips:
- Tailor your resume and cover letter to highlight your relevant experience in business development, partnership management, or related roles
- Demonstrate your understanding of the Indonesian e-commerce market and local merchant landscape in your application materials
- Prepare for interview questions focused on your negotiation skills, analytical prowess, and ability to manage multiple accounts and initiatives simultaneously
ATS Keywords: Business Development, Partnerships, Merchant Growth, Negotiation, Relationship Building, Analytical Skills, Sales Data Interpretation, Promo Performance Analysis, Market Trends Analysis, Microsoft Excel, BI Tools, SQL, Communication Skills, Stakeholder Management, Attention to Detail, Cross-Functional Collaboration
ASSUMPTION: The interview process for this role will focus on assessing the candidate's business acumen, negotiation skills, and analytical prowess, as well as their cultural fit with the GoTo Group organization.
🛠️ Tools & Technologies
- Microsoft Excel
- BI Tools (e.g., Tableau, Power BI)
- SQL (for data analysis and reporting)
- Project management tools (e.g., Asana, Trello)
- Communication and collaboration platforms (e.g., Slack, Microsoft Teams)
ASSUMPTION: The Merchant Growth Lead will utilize a variety of tools and technologies to analyze data, manage projects, and collaborate with cross-functional teams.
👔 Cultural Fit Considerations
Company Values:
- Empower Progress: GoTo Group is committed to empowering progress by offering technological infrastructure and solutions for everyone to access and thrive in the digital economy
- Make It Happen: The company encourages employees to take initiative, be proactive, and drive results
- Make It Together: GoTo Group fosters a collaborative work environment, emphasizing teamwork and mutual support
- Make It Last: The company is dedicated to building a sustainable and lasting impact on the Indonesian economy and society
Work Style:
- Dynamic and fast-paced environment
- Cross-functional collaboration and teamwork
- Data-driven decision-making and continuous improvement
- Adaptability and resilience in the face of change
Self-Assessment Questions:
- Do you thrive in a fast-paced, execution-driven environment, and are you comfortable managing multiple accounts and initiatives simultaneously?
- Are you an effective communicator and stakeholder manager, with strong negotiation skills and the ability to build and maintain relationships with external partners?
- Do you have a proven track record of driving growth and success in business development or partnership management roles, preferably within the e-commerce or tech industries?
ASSUMPTION: Candidates who align with GoTo Group's values and work style will be more likely to succeed in the Merchant Growth Lead role and contribute to the company's mission and goals.
⚠️ Potential Challenges
- Managing a high volume of merchant relationships and maintaining strong communication with each partner
- Balancing the needs and priorities of multiple internal stakeholders, including Growth, Marketing, Analytics, Category, and Operations
- Adapting to a fast-paced and dynamic work environment, with frequent changes and new initiatives
- Navigating the complexities of the Indonesian e-commerce market and local merchant landscape
ASSUMPTION: The Merchant Growth Lead role presents unique challenges and opportunities for growth and development, requiring strong business acumen, negotiation skills, and adaptability.
📈 Similar Roles Comparison
- Unlike traditional business development or partnership management roles, the Merchant Growth Lead position requires a strong focus on data analysis and promo performance to maximize campaign effectiveness
- This role is unique to the quick commerce industry, with a focus on on-demand delivery and convenience items
- Career progression in this role may lead to senior or management positions within the Merchant Growth team or related functions, with opportunities to expand into new markets or business units within the GoTo Group ecosystem
ASSUMPTION: The Merchant Growth Lead role offers a unique blend of business development, data analysis, and strategic planning, with a focus on driving growth and maximizing campaign effectiveness in the quick commerce industry.
📝 Sample Projects
- Developing and executing a strategic plan to onboard new merchants and expand assortment with existing partners, with a focus on high-growth categories and high-traffic moments
- Negotiating co-funded promotions and securing merchant funding for growth campaigns, with a focus on ROI-positive and mutually beneficial promotional strategies
- Analyzing sales performance data and market trends to identify opportunities for optimization and growth, and presenting actionable insights to internal stakeholders
ASSUMPTION: The Merchant Growth Lead role involves a range of strategic, analytical, and operational projects, with a focus on driving growth and maximizing campaign effectiveness in the quick commerce industry.
❓ Key Questions to Ask During Interview
- Can you describe the typical merchant onboarding process and how it aligns with growth campaigns and promotional strategies?
- How does the Merchant Growth team collaborate with other internal functions, such as Marketing, Analytics, and Category, to maximize campaign effectiveness and drive growth?
- What are the key performance indicators (KPIs) used to measure the success of merchant growth initiatives, and how are they tracked and reported?
- How does GoTo Group support the professional development and career growth of its employees, particularly within the Merchant Growth team or related functions?
- What are the most challenging aspects of working in the quick commerce industry, and how does GoTo Group differentiate itself from competitors in this space?
ASSUMPTION: Asking thoughtful and insightful questions during the interview process will demonstrate your interest in the role and commitment to driving growth and success within the organization.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link: https://jobs.lever.co/GoToGroup/d8ee379c-71a4-4625-a482-4243e3a55ba9
- Tailor your resume and cover letter to highlight your relevant experience in business development, partnership management, or related roles, with a focus on the Indonesian e-commerce market and local merchant landscape
- Prepare for interview questions focused on your negotiation skills, analytical prowess, and ability to manage multiple accounts and initiatives simultaneously
- If selected for the final round, prepare a case study or presentation demonstrating your understanding of the Indonesian e-commerce market and local merchant landscape, as well as your strategic approach to driving growth and maximizing campaign effectiveness
- Follow up with the GoTo Group Talent Acquisition team one week after submitting your application to confirm receipt and inquire about next steps in the interview process
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
