Commercial Strategy Associate – Fulfillment (Cross-Border)

The Business Development and Partnerships teams at Shopee are dynamic and energetic. The teams are always looking to acquire business opportunities to drive Shopee to be the No. 1 e-commerce platform in Southeast Asia and Taiwan. The aim of the Business Development and Partnership teams is to provide Shopee’s buyers with a wide variety of product listings at the best prices.

Job Description:

Business Performance Management

• Own overall LFF commercial performance (ADO, ADGMV, PC2%)


• Monitor weekly/monthly performance and identify growth levers


• Drive corrective actions for underperformance across clusters

Target Setting & Planning

• Lead target setting exercises (monthly) aligned with company OKRs


• Translate topline targets into actionable plans across seller segments and programs


• Track target achievement and ensure accountability across stakeholders

FBS Seller Acquisition

• Drive and support acquisition strategy for Fulfilled by Shopee (FBS) sellers


• Identify high-potential sellers for onboarding into FBS


• Partner with clusters and Scommerce teams to scale acquisition funnel

Seller Programs & Incentives

• Design and manage seller programs


• Ensure program effectiveness in driving seller growth and retention


• Continuously refine mechanics based on performance data

Warehouse Rate Cards & Pricing

• Own WH rate card strategy to balance competitiveness and profitability


• Conduct benchmarking and cost analysis


• Align pricing with seller segments and business objectives

P&L Management

• Own LFF commercial P&L


• Monitor cost drivers (logistics, incentives, warehousing)


• Drive initiatives to improve margins and operational efficiency

Stakeholder Management

• Act as key PIC for commercial-related queries and escalations, ensuring end-to-end resolution across teams.


• Proactively engage stakeholders across LFF Commercial, Regional LFF, and Scommerce Commercial teams to align on priorities and execution plans.


• Represent the team in weekly/monthly business reviews and cross-functional operational syncs.


• Ensure alignment and follow-through on key initiatives and performance commitments.  

Requirements:

• Bachelor's degree or above, any major.


• Fluent in English communication.


• Strong logical thinking, analytical skills, self-driven, and result-oriented.


• Communication and collaboration skills: Efficient communication and effective advancement of cross-team collaboration.


• Project management: Strong data analysis ability, capable of independently deconstructing business goals and producing feasible solutions.


• 3 to 5 years or more of experience in the internet or e-commerce industry, with relevant project management experience