E-commerce Channel Sales Manager

The E-commerce Channel Sales Manager is responsible for driving sustainable revenue growth and expanding market share across all third-party online sales channels, including the brand's flagship stores on leading marketplaces (e.g., Lazada, Shopee, TikTok Shop) and key strategic online retail partners.

This role manages the full lifecycle of partner relationships — from negotiating commercial terms to developing and executing joint business plans that deliver strong sell-in and sell-through performance. The E-commerce Channel Sales Manager safeguards brand equity and price integrity across all external digital shelves, ensuring alignment with the company's broader direct-to consumer (D2C) and omnichannel strategy.

Core responsibilities include planning and implementing promotional campaigns in collaboration with marketplace and retail partners, tracking performance against sales targets and KPIs, and proactively managing risks related to pricing compliance, brand representation, and channel conflicts.

The E-commerce Channel Sales Manager works cross-functionally with Marketing, Sales Operations, and other Sales Channel teams to ensure consistent brand positioning, synchronized promotional calendars, and optimized inventory planning across all third-party platforms.

Reporting to senior leadership, this role plays a critical part in strengthening the brand's visibility, competitiveness, and profitability in the digital retail landscape, while upholding the highest standards of brand integrity, customer experience, and commercial performance.

KEY RESPONSIBILITY

Develop and deliver annual sales targets, trade terms, and growth plans for online marketplace and e-retail accounts

• Define and execute annual sales targets for each key online marketplace and strategic e-retail partner in line with the company's overall commercial objectives.
• Develop joint business plans with partners to drive sustainable growth, incremental sales, and market share expansion.
• Establish clear trading terms and conditions that support strong sell-in and profitable sell through while protecting the brand's commercial interests.

Manage official brand flagship stores on marketplaces: product listings, content, pricing, and promotions

• Oversee the day-to-day operations and performance of official flagship stores across marketplaces (e.g., Lazada, Shopee, TikTok Shop).
• Ensure all product listings are accurate, optimized, and compliant with brand guidelines, with compelling content that drives conversion.
• Maintain price integrity and coordinate regular promotions, campaign activations, and in platform advertising to maximize traffic and sales.

Build and maintain strong relationships with marketplace category managers and e-commerce retail partners

• Act as the primary point of contact for all third-party marketplace and e-retail partners, ensuring open communication and collaborative partnership.
• Develop trusted relationships with category managers to secure better visibility, support, and placement during key campaigns and mega-sales.
• Proactively identify new opportunities for co-branded initiatives and value-added partnerships.

Negotiate co-marketing activities, mega-sale campaigns, and promotional slots with online partners

• Lead negotiations for participation in high-impact campaigns such as double-digit mega sales (e.g., 11.11, and exclusive platform promotions.
• Secure prime promotional slots, homepage placements, and in-app features to maximize exposure and boost sales.
• Work closely with partner marketing teams to align campaign messaging with brand objectives and deliver measurable ROI.

Coordinate with other Sales Channel teams to align promotions and prevent channel conflict

• Ensure all promotional activities are aligned with broader marketing calendars and pricing policies to maintain consistent brand positioning.
• Coordinate cross-channel campaigns to avoid price erosion, channel cannibalization, or customer confusion.
• Act as the liaison between internal teams and external partners to deliver smooth campaign execution.

Forecast demand and ensure accurate stock planning and allocation with Sales Ops and Supply Chain

• Provide reliable sales forecasts for online partners, factoring in seasonality, planned promotions, and platform events.
• Work closely with Sales Operations and Supply Chain teams to ensure adequate stock levels, timely replenishment, and minimized stock-outs or overstocking.

Monitor inventory turnover and coordinate with partners on returns, slow movers, or end-of life inventory management.

• Monitor and analyze account sales performance, share of voice, traffic, and conversion data
• Track key metrics such as sales trends, GMV, share of category, traffic, and conversion rates.
• Generate actionable insights and recommendations to improve store performance, product assortment, and campaign effectiveness.
• Prepare regular business reviews and performance reports for senior management and cross-functional stakeholders.

QUALIFICATION AND REQUIREMENTS

Education

• Bachelor's degree in Business Administration, Marketing, or a closely related field.

Experience

• 5–7 years of progressive experience managing online marketplaces and/or key online retail accounts within a consumer-facing industry such as retail, FMCG, or branded e-commerce.
• Demonstrated success in owning revenue targets and driving sales growth and market share gains through third-party digital channels.
• Proven track record of developing and managing official flagship stores on major marketplaces (e.g., Lazada, Shopee, TikTok Shop) and strategic e-retail partners.

SKILL AND COMPETENCIES

Technical Skills

• Strong knowledge of e-commerce operations, including assortment planning, pricing strategy, promotional execution, in-platform advertising (e.g., marketplace ads, sponsored listings), and digital shelf management.
• Skilled in using e-commerce analytics tools, platform dashboards, and relevant reporting software to monitor traffic, conversion, share of voice, and campaign ROI.
• Well-versed in sales forecasting, demand planning, and performance tracking to ensure accurate stock allocation and proactive supply chain coordination.
• Strong command of sales performance reporting and ability to translate insights into actionable growth plans and continuous improvements.

Soft Skills

• Hands-on experience in negotiating trading terms, co-marketing agreements, and joint business plans with online marketplace partners or key digital retail accounts.
• Ability to secure optimal commercial conditions and maximize brand visibility through collaborative promotional activities and mega-sale campaigns.
• Excellent interpersonal, communication, and stakeholder management skills; proven ability to build trusted partnerships with both internal teams and external partners.
• Results-driven mindset with high accountability, attention to detail, and resilience in a fast paced, deadline-driven digital retail environment.

WORK ENVIRONMENT

• This role is primarily office-based, with frequent meetings, business reviews, and negotiations with key marketplace partners and e-commerce retail accounts.
• Occasional travel may be required to partner offices, industry trade shows, or strategic planning sessions.
• Availability during major online sales campaigns, mega-sale events, and seasonal peak periods is expected to ensure flawless execution and timely issue resolution.
• Collaborates closely with internal teams, including Marketing, Sales Operations, and Fulfillment Team, to align objectives, coordinate campaigns, and drive channel performance.

Job Type: Full-time

Benefits:

• Health insurance

Application Question(s):

• Are you well-versed in sales forecasting, demand planning, and performance tracking?
• Do you have strong knowledge of e-commerce operations?

Education:

• Bachelor's (Required)

Experience:

• online marketplace management: 5 years (Required)

Work Location: In person