Sales & Business Development Manager - Asia (Mandarin Speaking)

CAPESHORE
Sales & Business Development Manager - Asia (Mandarin Speaking)

Remote across APAC | Travel required | Reports to President, CapeShore Group

THE JOB IN ONE LINE
Bring qualified Asia-based DTC brands and products into CapeShore, get them approved, contracted and live in CapeShore-operated U.S. sales channels, and own the commercial relationship and volume.

WHO WE ARE
CapeShore builds and operates direct-to-consumer ecommerce sales channels and, where applicable, acts as Merchant of Record for approved products sold through those channels. CapeShore controls the customer transaction, checkout standards, program approval, transaction operations, risk, reconciliation, refunds, disputes and customer-service standards while approved third-party payment providers handle payment acceptance.

This is a standard DTC/MOR model. CapeShore is not an open marketplace, payment facilitator, payment aggregator or third-party payment processor. Brand and product partners are approved suppliers and commercial partners, not sub-merchants using CapeShore to process their own transactions.

WHAT YOU ARE SELLING
You are selling access to a controlled CapeShore-operated DTC commerce channel for legitimate brands and products that can meet U.S. consumer, product, fulfillment, marketing, underwriting and risk standards.

You are not selling merchant accounts, payment processing, a PayFac service or a way around underwriting. Never promise approval, a MID, processing capacity, a category exception or launch timing before CapeShore and its applicable providers approve the program.

WHAT YOU OWN

• Pipeline: Build and maintain an active pipeline of Asia-based ecommerce brands, consumer-product companies, exporters, manufacturers with real brands and ecommerce operators that want to sell to U.S. consumers.
• Prospecting and relationships: Use outbound prospecting, referrals, events and existing relationships to reach owners, founders and commercial decision-makers across Greater China and Asia. An existing network is a strong advantage, but not required if you can demonstrate strong prospecting and closing ability.
• Qualification: Determine quickly whether the company, product, offer, inventory, fulfillment, marketing and customer-service model are suitable for CapeShore before internal resources are spent.
• Commercial sale: Explain the CapeShore DTC/MOR model accurately, structure the commercial opportunity, negotiate within approved terms and move qualified prospects to contract.
• Underwriting package: Gather the complete client and offer package required for KYC/KYB, product review, website and marketing review, pricing, checkout, billing, descriptor, fulfillment, refunds, customer service and processor review.
• Launch: Own the commercial process from first meeting through signed agreement, approval, implementation and first live transaction. Coordinate with CapeShore operations, compliance, finance, technology and payment partners.
• Growth: Expand approved accounts with additional products, offers and volume only after the account demonstrates acceptable fulfillment, refund, dispute, chargeback and compliance performance.
• Reporting: Maintain a current CRM, weekly pipeline forecast, next action and expected volume for every material opportunity. No hidden pipeline and no vague status.
• Market intelligence: Report what strong Asian DTC operators are selling, where they are selling, their U.S. expansion needs, competitive MOR/commercial structures and recurring objections.

WHO WE WANT

• Business-fluent Mandarin and English are required. Cantonese is a strong advantage.
• 5+ years of sales, business development or commercial experience. Ecommerce, cross-border trade, DTC, consumer products, marketplaces, logistics, payments-adjacent services or related B2B sales experience is preferred.
• Existing relationships with ecommerce operators, founders, owners, manufacturers, exporters or consumer brands in Greater China or Asia are preferred, but a strong record of outbound prospecting and closing can substitute.
• Proven ability to prospect, pitch, follow up, negotiate and close B2B business, then stay involved until the client is launched.
• Practical understanding of ecommerce and DTC sales. You should be comfortable discussing products, pricing, websites, checkout, fulfillment, customer service, refunds and basic commercial economics.
• Comfortable with KYC/KYB, beneficial ownership review, compliance requirements, product diligence and saying no to business that does not fit.
• Commercial judgment focused on legitimate, durable volume, not risky volume.
  Independent across time zones and willing to travel throughout Asia and to the United States as required.

PREFERRED APAC LOCATIONS
The role can be based anywhere in APAC with strong access to Mandarin-speaking and Greater-China-facing ecommerce networks. Employment or contractor structure will depend on local law and the candidate's location.

• Mainland China: Shenzhen, Guangzhou, Dongguan, Foshan, Zhongshan, Zhuhai, Shanghai, Hangzhou, Ningbo, Yiwu, Wenzhou, Suzhou, Nanjing, Beijing, Xiamen, Quanzhou, Shantou, Chengdu, Chongqing, Wuhan and Qingdao.
• Greater China: Hong Kong, Macau, Taipei, Taichung and Kaohsiung.
• Singapore and Malaysia: Singapore, Kuala Lumpur, Penang, Johor Bahru, Kuching and Kota Kinabalu.
• Vietnam: Ho Chi Minh City, Hanoi and Da Nang.
• Thailand: Bangkok.
• Philippines: Manila and Cebu.
• Indonesia: Jakarta, Surabaya and Medan.
• Other Southeast Asia: Phnom Penh.
• North Asia: Tokyo, Osaka and Seoul for candidates with strong Mandarin-speaking commercial networks.
• Australia and New Zealand: Perth, Sydney, Melbourne, Brisbane, Adelaide and Auckland.
• Additional regional hub: Dubai for candidates with a strong Greater China and cross-border ecommerce network.

HOW YOU WILL BE MEASURED

• Qualified opportunities added and moved forward each month.
• Bona fide unaffiliated clients signed, approved and retained.
• Approved offers that reach live customer transactions.
• Gross processed volume and CapeShore commercial revenue from sourced accounts.
• Time from qualified first meeting to complete underwriting package, contract and launch.
• Pipeline accuracy and forecast reliability.
• Account quality, including fulfillment, refunds, disputes, chargebacks, compliance and customer service.
• Expansion of strong accounts into additional approved offers and volume.

FIRST 90 DAYS

• First 30 days: Build a target list of at least 75 qualified companies across priority APAC hubs, complete at least 15 substantive prospect conversations and establish a documented initial pipeline.
• By 60 days: Build at least 6 serious qualified opportunities with the basic product, expected volume, fulfillment, marketing and commercial information needed for CapeShore review.
• By 90 days: Deliver at least 1 contracted or processor-review-ready unaffiliated offer and maintain a credible pipeline of additional opportunities, subject to CapeShore and applicable underwriting approvals.

COMPENSATION
Competitive base compensation plus performance compensation tied to approved, contracted and live CapeShore business and actual CapeShore commercial revenue. Exact structure will depend on experience and location. This is not an introduction-only role: performance is measured on qualified business that becomes approved and operational.

FIVE BINARY SCREENING QUESTIONS
Answer each question Yes or No. Mandarin/English fluency is required. For the other questions, use the answers to assess overall sales strength rather than automatically rejecting a strong candidate.

1. Can you negotiate and manage a client relationship fluently in both Mandarin and English?
2. Do you have at least 5 years of sales or business-development experience, including experience selling ecommerce, consumer-product, cross-border or other B2B services?
3. Can you identify at least five business owners, ecommerce operators, brands, manufacturers or commercial contacts in Asia that you could approach about a new opportunity?
4. Have you personally carried a sales target or revenue target and been accountable for generating new business
5. Are you comfortable telling a prospect no, or escalating the opportunity, when the product or business does not meet underwriting, compliance, fulfillment or customer-protection requirements?

DO NOT APPLY IF

• You are not business-fluent in both Mandarin and English.
• You have no meaningful new-business sales experience and your background is primarily coordination or account administration.
• You cannot give concrete examples of customers or business you personally sourced, sold or helped close.
• You are unwilling to prospect actively and build new relationships across Asia.
• You are looking for a way to place unapproved products or bypass underwriting, compliance, fulfillment or consumer-protection requirements.

HOW TO APPLY
Send the following. We will verify the answers in the first interview.

• Resume and current city/country.
• Languages and business-fluency level in Mandarin, English and Cantonese if applicable.
• YES or NO to all five binary screening questions, with one line of evidence for every YES.
• Your largest sales target or new-business result, with a brief explanation of what you personally sold.
• Two examples of customers or business relationships you personally helped take from prospecting or first contact to a signed deal.
• The markets and product categories where you have the strongest founder/owner network.
• One example showing good commercial judgment when a prospect, product or deal was not right.