Role Overview
We are hiring a Senior Key Account Manager – Marketplace (Hardlines) to drive marketplace growth for our Hardlines portfolio in Malaysia.
This role is strictly for candidates coming from the brand side (not from marketplace organizations) who have managed key ecommerce platforms such as Shopee and Lazada as part of their brand responsibilities.
While this role does not own the overall P&L, it is responsible for driving topline growth, executing commercial strategies, and ensuring strong marketplace performance across Hardlines categories.
Key Responsibilities:
1. Marketplace Account Management
- Lead and manage key marketplace relationships (Shopee, Lazada, and other relevant platforms)
- Drive Joint Business Planning (JBP) and quarterly growth plans with platform category teams
- Negotiate commercial placements, campaign participation, and visibility investments
- Ensure strong execution across platform initiatives
2. Revenue & Growth Delivery
- Drive GMV growth and target achievement for the Hardlines portfolio
- Identify opportunities to improve sell-through, conversion, and market share
- Track and optimize promotional performance and advertising ROI
- Ensure alignment between internal targets and marketplace plans
3. Category & Commercial Execution
- Build and execute assortment and pricing strategies
- Drive participation in mega sale campaigns and platform-led promotions
- Work closely with marketing to improve content, ratings, and discoverability
- Monitor competitive landscape and pricing benchmarks
4. Operational Excellence
- Coordinate with supply chain to ensure healthy inventory levels and high fill rates
- Monitor returns, claims, penalties, and account health metrics
- Ensure adherence to marketplace SLAs and performance standards
5. Cross-Functional Collaboration
- Work closely with finance, marketing, and operations teams
- Provide performance reporting and insights to leadership
- Mentor junior KAMs or marketplace team members where required
Requirements:
- 12–15 years of experience in sales / key account management
- Must currently or previously work for a brand
- Mandatory: Experience managing marketplace accounts in Malaysia/SEA from the brand side
- Proven track record of driving growth on Shopee and Lazada, Tiktok
- Strong understanding of marketplace metrics: GMV, sell-through, ROAS, commissions,
- penalties, campaign ROI
- Strong negotiation and stakeholder management skills
- Data-driven mindset with strong Excel proficiency
- Must be legally eligible to work in Malaysia (Citizen / PR / valid work authorization)
