Job description for Head of Business Development at PT Ekaya Business Solutions
About the Role
Our client is looking for an entrepreneurial and commercially driven Head of Business Development to build and own its F&B revenue vertical.
The role will be responsible for developing and closing revenue opportunities across brand partnerships, KOL packages, live commerce, and F&B affiliate programs, while building a repeatable commercial playbook that can eventually be replicated across other business verticals.
This is an individual-contributor-to-team-builder role. Initially, the successful candidate will personally build the F&B pipeline and revenue engine. Once the commercial playbook is proven, they will recruit and lead a BD team to scale it.
STRICT REQUIREMENT — F&B EXPERIENCE
Candidates MUST have direct professional experience in the F&B industry.
This is a non-negotiable requirement. Candidates with general sales, media, advertising, or business development experience but without direct F&B industry experience will not be considered.
KEY RESPONSIBILITIES
Own the revenue target across:
• Brand deals
• KOL/influencer packages
• Live commerce
• F&B affiliate partnerships
• Build and manage the end-to-end F&B commercial pipeline, from prospecting and pitching through negotiation, closing, and repeat business.
• Develop a structured F&B Business Development Playbook covering:
• Commercial products and packages
• Pricing
• Target customer segments
• Sales proposition
• Prospecting methodology
• Sales pipeline
• Pitching and closing process
• Client retention and repeat business
• Create a playbook and commercial model that can subsequently be replicated across other verticals.
• Identify and develop strategic relationships with F&B brands, restaurant groups, chains, and other relevant partners.
• Build strong relationships with decision-makers and convert relationships into measurable revenue.
• Work closely with content, marketing, and operations teams to ensure commercial packages are aligned with delivery capabilities.
• Track pipeline performance, conversion rates, deal value, and client retention.
• Once the F&B playbook is proven, recruit, train, and manage BD Executives to scale the function.
KEY PERFORMANCE INDICATORS
• Success will be measured primarily through:
- Pipeline value
- Closed revenue per month
- Monthly F&B revenue
- Pipeline-to-revenue conversion
- Average deal value
- Repeat client rate
- Client retention
- Revenue generated from new commercial products/packages
REPORTING & TEAM
• Initially operate as a hands-on commercial leader, personally responsible for building the F&B revenue engine.
• Recruit and manage BD Executives once the playbook and commercial model are established.
• Work cross-functionally with content, marketing, operations, and leadership.
• Report directly to the Managing Director.
CANDIDATE PROFILE
• Mandatory: Professional experience within the F&B industry.
• Proven experience in Business Development, Sales, Commercial, Partnerships, or Key Account Management within F&B.
• Strong understanding of the F&B ecosystem and its commercial decision-makers.
• Demonstrated track record of personally generating and closing revenue.
• Strong negotiation, pitching, relationship management, and closing capabilities.
• Entrepreneurial mindset with the ability to build processes and commercial systems from scratch.
• Comfortable working against aggressive revenue targets and measurable KPIs.
• Strong commercial judgment and ability to identify new revenue opportunities.
• Experience with KOL/influencer marketing, digital media, live commerce, content partnerships, or affiliate models within F&B is highly advantageous.
• Must be comfortable starting as a hands-on individual contributor before building and managing a team.
WHAT SUCCESS LOOKS LIKE
Build the F&B proposition → Establish pricing and packages → Build the pipeline → Close revenue → Prove repeatability → Build the BD team → Scale the model.
