Description
About the role
The (Senior) eCommerce Specialist will lead marketplace growth across Southeast Asia. This position will own the strategy, P&L, and performance of key platforms—primarily Shopee and Lazada—and drive revenue, margin, and brand presence across the region.
Key responsibilities
Formulate and execute regional growth strategies across Shopee, Lazada, and other regional platforms to drive GMV, net sales, traffic, conversion, and margin targets.
Lead Joint Business Planning (JBP) and maintain strategic relationships with key Shopee and Lazada category managers across target SEA markets.
Monitor channel P&L, optimize promotional spend (co-funded vouchers, platform subsidies), and evaluate campaign ROI to protect profitability.
Identify new market opportunities, explore emerging platforms (e.g., TikTok Shop, regional aggregators), and pilot new cross-border or local initiatives.
Architect regional mega-campaign roadmaps (e.g., 9.9–12.12, Mid-Year Sales, Super Brand Days), aligning hero product mechanics, exclusive bundles, and pre-orders.
Define assortment curation, pricing architectures, and channel-exclusive product strategies in collaboration with Merchandising teams.
Steer on-site marketing strategies, including platform advertising (Shopee Ads, Lazada Sponsored Solutions), affiliate programs, live commerce, and CRM vouchers to scale ROAS.
Work closely with local eCommerce Coordinators and Specialists across markets to guide day-to-day execution, campaign asset deployment, and promotional QA.
Partner with fellow members of the Regional eCommerce Team to ensure cross-channel alignment, promotional governance, and consistent customer experience.
Collaborate with Supply Chain, Merchandising, and Inventory Control to forecast channel demand, allocate buffer stocks for major campaign spikes, and maintain healthy inventory turnover.
Oversee key platform health metrics (SLA, chat responses rate, fulfillment ratings) and establish escalation paths with platform account teams.
Deliver comprehensive regional marketplace performance analytics, SKU elasticity reviews, and competitor benchmarking.
Conduct post-campaign reviews to evaluate ROI, traffic sources, and conversion drivers, translating findings into actionable playbooks for upcoming cycles.
Present commercial progress, channel risks, and new growth initiatives to the eCommerce Manager and senior stakeholders.
Requirements
Bachelor's degree in Business, Marketing, E-Commerce, or a related field.
4–7 years of solid eCommerce commercial planning and management of Shopee and Lazada flagship stores.
Experience in other marketplaces across SEA markets will be considered (brand-side, regional distributor, or enabler).
Deep practical knowledge of Shopee Seller Centre, Lazada Seller Center, in-app ad suites (Shopee Ads, Sponsored Solutions), business insights tools, and JBP negotiations.
Strong understanding of eCommerce P&L drivers, margin mix, discounting strategies, and co-funded campaign economics.
Advanced Excel capability (Pivot Tables, data modeling); familiarity with BI tools (e.g., Tableau, Power BI) is an advantage.
Commercially driven with strong analytical and problem-solving skills.
Proactive, resourceful, and takes full ownership; able to work independently with minimal supervision.
Excellent collaboration and communication skills; able to influence stakeholders across markets and functions.
Adaptable and resilient in a fast-paced, regional environment.
Excellent command of written and spoken English.
Proficiency in Southeast Asian languages (e.g., Mandarin, Thai, Bahasa Indonesia, Vietnamese) is a plus for cross-market collaboration.