Role Overview

The Field Sales Representative will serve as the frontline representative for a leading on-demand delivery and retail marketplace, responsible for acquiring and growing Grocery & Retail merchant partnerships within an assigned territory.

This role manages the merchant journey from prospecting and acquisition through onboarding, store training, launch, and early-stage account support. The successful candidate will also identify opportunities to expand existing merchant relationships and drive long-term growth. This position requires a commercially minded, results-driven individual who enjoys engaging with business owners, managing a sales pipeline, travelling regularly, and collaborating with cross-functional teams.

Key Responsibilities

Merchant Acquisition & Sales

• Proactively identify, contact, visit, present to, and negotiate with new Grocery & Retail merchants to expand the platform's merchant network.

• Manage the full sales cycle from lead generation through to commercial negotiations and signed agreements.

• Identify and onboard high-potential local Grocery & Retail businesses, including independent retailers and SMEs.

• Manage inbound sales enquiries and convert qualified leads into active merchant partnerships.

• Maintain a robust sales pipeline and ensure opportunities progress effectively through each stage of the sales process.

Merchant Onboarding & Account Setup

• Manage the onboarding and account activation process for newly acquired merchants.

• Work closely with internal teams to address operational, technical, catalogue, and setup requirements.

• Ensure merchants fully understand platform processes, systems, and expectations prior to launch.

Merchant Training & Launch Support

• Deliver onboarding and operational training to newly signed merchants.

• Conduct both in-person and virtual training sessions as required.

• Train store teams on platform functionality, order management procedures, and operational best practices.

• Support merchants during launch and provide guidance to address any initial operational challenges.

Early Lifecycle Management

• Take ownership of merchant performance during the first 90 days following launch.

• Monitor engagement and trading performance, identifying issues and opportunities early.

• Work collaboratively with internal stakeholders to resolve challenges and optimise merchant success.

• Drive merchant adoption and encourage operational best practices to establish sustainable performance.

Business Development & Expansion

• Identify opportunities to expand existing Grocery & Retail partnerships through additional stores, locations, and business divisions.

• Build strong relationships with key stakeholders, franchisees, and business owners to support growth initiatives.

• Develop strategies that increase merchant participation and platform presence.

Relationship Management

• Build and maintain strong, long-term relationships with merchants and key decision-makers.

• Act as the primary point of contact throughout the acquisition, onboarding, and early support phases.

• Gather merchant feedback and communicate insights to relevant internal teams.

Market Intelligence

• Maintain an understanding of local market conditions, competitor activity, customer trends, and merchant needs.

• Identify emerging opportunities within the Grocery & Retail sector and provide insights to support broader sales strategies.

• Share field-based feedback and recommendations to improve merchant acquisition and retention efforts.

Pipeline Management & Reporting

• Accurately manage sales activity using CRM systems and reporting tools such as Salesforce.

• Maintain detailed records of prospecting activity, merchant interactions, onboarding progress, and sales outcomes.

• Report on key sales, onboarding, activation, and performance metrics.

Requirements & Qualifications

Experience

• 1-3 years' experience in B2B sales, field sales, account management, or a customer-facing commercial role.

• Experience within Grocery & Retail, FMCG, e-commerce, technology platforms, marketplaces, or related sectors will be advantageous.

Commercial & Interpersonal Skills

• Strong face-to-face communication and relationship-building abilities.

• Excellent negotiation, influencing, and stakeholder management skills.

• Commercially focused with the ability to identify, develop, and close opportunities.

• Comfortable engaging with business owners, franchisees, and operational teams.

Self-Management & Adaptability

• Highly motivated and able to work independently.

• Strong organisational skills with the ability to manage multiple opportunities and priorities.

• Comfortable travelling extensively within an assigned territory and conducting regular store visits.

Technical Skills

• Proficient in CRM systems, sales tracking tools, and Microsoft Office applications.

• Strong administrative skills and attention to detail.

• Ability to manage onboarding activities and multiple merchant relationships simultaneously.

Key Performance Indicators (KPIs)

Success in this role will be measured by the ability to take merchants through the full lifecycle from acquisition to active trading while driving sustainable business performance.

Key metrics include:

• Acquisition and onboarding of new Grocery & Retail merchants.

• Merchant activation and successful launch of signed merchants.

• Achievement of sales targets and portfolio growth objectives.

• Growth in transaction volumes generated by onboarded merchants.

• Revenue and gross bookings growth from the merchant portfolio.

• Successful management of merchant performance during the first 90 days post-launch.

• Expansion of existing merchant relationships through additional stores and locations.

• Maintenance of a healthy sales pipeline and consistent conversion rates.

• Merchant satisfaction and relationship management effectivenesss