The Senior Executive - Key Account Manager (Shoes) owns the commercial relationship and growth of a portfolio of key footwear brands/sellers in the Shoes category. The role drives joint business planning, revenue/GMV growth, margin and funding performance, campaign execution, assortment expansion, and operational excellence, ensuring partners are competitive and visible while delivering a strong customer experience.

RESPONSIBILITIES:

Account Ownership & Growth
Own a portfolio of strategic Shoes partners (brands, distributors, or top sellers) and deliver agreed targets across sales/GMV, margin, and growth.
Build and execute Joint Business Plans (JBPs): growth strategy, assortment roadmap, price positioning, and marketing visibility.
Identify opportunities to scale partners via newness, exclusives, hero SKUs, wider size runs, and category gaps.
Commercial Negotiation & Terms
Negotiate and manage commercial levers including commission/margins, funding, rebates, marketing support, promo participation, and exclusivity/launch agreements (as applicable).
Drive partner alignment on price competitiveness (RRP, promo depth, and parity versus key competitors).
Improve profitability through better funding structures and campaign ROI discipline.
Campaigns, Promotions & Trading Execution
Plan and execute partner participation in the trading calendar (e.g., mega campaigns, paydays, seasonal events).
Ensure strong readiness for campaigns:

Deal mechanics and price points
Stock availability / fulfilment capacity
Hero SKU selection and visibility placements (where applicable)

Track performance during campaigns and implement corrective actions to improve conversion and sell-through.
Assortment & Catalogue Management
Drive catalogue growth and quality:

Ensure the right assortment breadth/depth and new arrivals cadence
Improve content quality: images, attributes, size/fit info, taxonomy

Work with internal teams to fix catalogue defects and improve onsite discoverability (filters, categorization, search relevance).
Operational Performance & Partner Health
Monitor and improve partner KPIs, collaborating with Marketplace Ops / Operations as needed:

Order fulfilment SLA
Cancellation/late shipment rate
Return rate and return reasons
Customer ratings and complaints

Resolve escalations and ensure sustained partner compliance with platform standards.
Reporting & Stakeholder Management
Provide regular partner business reviews (weekly/monthly/QBRs) with clear insights and action plans.
Collaborate cross-functionally with Category/Trading, Marketing, Content, Finance, Operations, and Tech/Product to deliver partner growth.

REQUIREMENTS:

2–4 years experience in key account management, commercial, category, marketplace management, or wholesale account roles (fashion/e-commerce preferred).
Strong negotiation skills and experience influencing external stakeholders (brands, distributors, sellers).
Analytical capability: confident working with Excel/Google Sheets and performance dashboards (SQL/BI tools is a plus).
Good understanding of Shoes category dynamics: seasonality, sizing, hero franchises, price ladders, promotional mechanics.
Strong communication skills, stakeholder management, and ownership mindset.

The ZALORA Story

ZALORA is Asia's leading online fashion, beauty and lifestyle destination, part of Global Fashion Group. As one of the region's pioneer large scale e-commerce platforms, ZALORA has established a strong presence throughout the region, particularly in Singapore, Indonesia, Malaysia, the Philippines, and Hong Kong enjoying over 50 million visits per month.

ZALORA is not obligated to accept resumes from any third parties on behalf of potential candidates for any position (advertised or otherwise) by any means unless ZALORA has executed a written agreement with such third party and has expressly requested such third party for candidate referrals. Third parties who provide unsolicited resumes of candidate(s) shall waive and forfeit all rights to claim for any placement fees or referral fees in the event that such candidate is eventually engaged or employed by ZALORA or Global Fashion Group.

Consent Disclaimer

By submitting your application for this role, you consent to ZALORA collecting, using and processing through and in ZALORA's systems all personal data included in or provided in relation to your application. The purposes for such collection, use and/or processing shall be for conducting of ZALORA's recruitment requirements for the present role, and identifying and evaluating other roles and career opportunities within ZALORA which you might be a good fit for.

Senior Executive, Key Account Manager (Shoes)