Key Account Manager (Ecommerce)

ROLE OVERVIEW The Key Account Manager owns and grows Seedcom's commercial relationships with strategic online platforms and delivery partners - ensuring the business performs at its best on each platform (visibility, promotions, commercial terms, service levels).
The role is also expected to expand over time from managing existing platform accounts into broader partnership development, scouting and building new commercial relationships as Seedcom's online business grows. It sits at the intersection of commercial negotiation, campaign execution, and cross-functional coordination with Operations, Marketing, and Tech.
KEY RESPONSIBILITIES
Platform & Account Management
Act as the primary point of contact of key online platform partners.
Manage day-to-day account operations: shop/store performance, catalogue and pricing accuracy, promotional slots, ranking and visibility.
Own commercial terms negotiation (commission, funding, co-op budget) and contract renewals with each platform.
Monitor platform-specific KPIs (GMV, order volume, conversion rate, ratings) and drive corrective action when targets are at risk.
Commercial & Campaign Execution
Plan and execute joint business plans (JBP) and promotional campaigns with platform partners, in coordination with Marketing/CRM.
Coordinate with Operations to ensure fulfilment capacity and SLA commitments are met during campaigns and peak events (9.9, 11.11, 12.12, Tet).
Track campaign ROI and provide post-campaign analysis and recommendations.
Partnership Development & Expansion
Identify and evaluate new partnership opportunities (delivery, marketplace, payment, media) to expand Seedcom's online reach.
Build and maintain relationships with new partners; lead onboarding and commercial negotiations for new partnerships.
Develop a partnership roadmap aligned with the online business's growth strategy.
Cross-functional Coordination & Reporting
Work closely with Operations, Marketing, Tech, and Finance to ensure smooth execution of platform and partnership initiatives.
Build and maintain a reporting system tracking account performance, campaign results, and partnership pipeline; report regularly to the Online Operation Manager.
Ensure all commercial agreements and partner data are properly documented and compliant with company policy.
REQUIREMENTS
Education & Experience
Bachelor's degree in business administration, Marketing, Economics, or a related field.
4-6 years of experience in key account management, e-commerce/platform partnerships, or trade marketing.
Direct experience working with Grab, Shopee, TikTok Shop, or similar online platforms is a strong plus.
Experience negotiating commercial terms and managing P&L for a platform or key account is preferred.
Knowledge & Skills
Strong understanding of e-commerce/O2O platform mechanics: ranking algorithms, ads, promotions, and commission structures.
Skilled in commercial negotiation and stakeholder management, both internal and external.
Data-driven - comfortable analysing platform dashboards, GMV/KPI reports, and campaign ROI.
Excellent communication and project management skills; able to manage multiple partners and campaigns concurrently.
Proficiency in English is an advantage when working with platform HQ teams.
CORE COMPETENCIES
Commercial Acumen: Negotiates favorable terms and structures deals that balance growth and profitability.
Relationship Building: Builds trust-based, long-term relationships with platform and partner stakeholders.
Data-Driven Decision Making: Uses platform performance data to prioritize actions and defend commercial decisions.
Cross-functional Collaboration: Coordinates effectively across Operations, Marketing, and Tech to execute campaigns.
Adaptability & Ownership: Thrives in a fast-changing platform landscape; takes ownership of account results end-to-end.
Growth Mindset: Proactively scouts and develops new partnership opportunities beyond the current scope.
WHAT WE OFFER
Competitive salary.
Health insurance and other benefits.
Opportunity to work directly with leading online platforms and shape Seedcom partnership strategy.
Opportunity for professional growth and development.
A dynamic and collaborative working environment.