Key Account Manager (Hybrid)

• Effectively manages brand/seller relationships with understanding and strategy of desired outcome. Acts as the external and internal main point of contact for accounts under his/her portfolio. Act as primary point of contact for all seller related escalations and maintain constant communication.
• Full ownership of assigned seller accounts and/or category, responsible for growing Sales and Profitability generated by accounts/categories under his/her portfolio. Critically analyze sales performance to identify action points and threats to drive top line revenue.
• Actively contributes to the critical path/scale-up actions plans. Develops an understanding of the influences of own department on the wider ZALORA business and anticipates how other departments and stakeholders can impact own area.
• Identify potential brands/suppliers that are eligible and capable to transition to a hybrid/marketplace set-up/operating model. Supports and contributes to "transition" negotiations whenever necessary (e.g. outright model to marketplace model, consignment model to marketplace model).
• Participates in cross functional projects especially when existing sellers are involved.
• Facilitate seller growth by advising sellers on how to optimize their offering through sales management, brand management, production optimization, product pricing and selection.
• Works with sellers to deliver relevant listing on the site, increase width and depth of relevant assortment, and drive seller participation in marketing campaigns, promos and other growth initiatives.
• Delivers performance review to brand partners/sellers, understanding and interpreting sales performance and other seller KPIs using key commercial levers of trade.
• Supports all facets of contract re-negotiations with existing sellers with the guidance of Key Account Manager while keeping Category Lead fully informed at every stage of re-negotiations to facilitate informed decision making.
• Monitor the operational performance of brands/sellers to ensure compliance to delivery timelines, to ensure customer satisfaction meet Zalora’s standards. Liaises with Vendor Management/Operations team and brands/sellers to ensure smooth delivery of goods ordered. Escalates issues to Vendor Management any potential operational/logistics issues foreseen and initiate discussion with brands/sellers to address challenges to meet the contractual Service Level Agreements. Manages proper resolutions and identifies/recommends process improvements.
• Monitors and meets Account Management KPIs. Any risk to KPI or OKR achievement should be raised to the Category Lead in a timely manner.
• Can speak knowledgeably about ZALORA's objectives, plans, customers, competitors, business and department strategies, brand strategy and market trends.
• Uses clear customer focus to identify opportunities for improvements/ expansion to the customer experience with ZALORA.
• Works with other Commercial stakeholders to share information on overlapping key brands (i.e. brands/sellers on hybrid model), ensuring that the customer is offered a well-rounded brand representation across all product areas from ZALORA.
• Demonstrates an understanding of new fashion and retail trends, and how these can affect the trading climate, regularly reads market research data and spots new business opportunities.
• Actively contributes to assortment strategy by identifying potential assortment from existing pool of MP sellers and benchmarking with competitors. Liaises with brands/sellers to encourage and influence development of the product range/assortment that's most relevant to the end consumers.
• Liaises with sellers to identify best sellers and key trends as opportunities both pre-season and in-season. Influences sellers to builds a cohesive product range by sharing recommendations on target market, price points, styles, etc., so that it is credible to the customer.
• Collaborates with the Marketing team about Marketplace marketing campaigns. Initiates, innovates and drives change on how product is showcased to the customer through discussion with key business stakeholders and immediate team member with the support of relevant data.
• Identifies promotional opportunities to motivate further sales growth and convinces accounts under his/her portfolio to participate in order to create an exciting retail environment for the customer.
• Develops negotiation skills; demonstrates creative negotiations with suppliers/ brands in order to achieve targets.
• Ensures supplier/ brand clearly understands the entire Marketplace process, and obtains the supplier’s input where appropriate.

• Actively drives engagement, identifying areas of improvement in order to build a safe, supportive and fun working environment
• Work hard, work fast, work smart, work creatively and have fun
• Driven above and beyond in order to grow the business unit
• Takes ownership of own development
• Creatively solves challenges in order to overachieve business and department targets
• Demonstrates pragmatic and professional behavior at all times
• Proactively seeks mentors / team members / colleagues for their own development
• Demonstrates a clear understanding of their own areas of opportunity/ development and drives relevant growth
• Motivates and supports other members of the division and presents themselves as a potential mentor and key figure within the wider business
• Shares their knowledge and experience openly with team members
• Demonstrates a clear understanding of their own areas of opportunity/ development by being the driving force and motivation behind their own personal development plan (PDP)
• Learns to accept and deliver constructive feedback and implement change when and where necessary
• Shares their knowledge and experience openly with team members
• Is solution orientated and overcomes challenges in a time efficient and agile manner, and offers this support to colleagues

The ZALORA Story

ZALORA is Asia’s leading online fashion, beauty and lifestyle destination, part of Global Fashion Group. As one of the region’s pioneer large scale e-commerce platforms, ZALORA has established a strong presence throughout the region, particularly in Singapore, Indonesia, Malaysia, the Philippines, and Hong Kong enjoying over 50 million visits per month.

ZALORA is not obligated to accept resumes from any third parties on behalf of potential candidates for any position (advertised or otherwise) by any means unless ZALORA has executed a written agreement with such third party and has expressly requested such third party for candidate referrals. Third parties who provide unsolicited resumes of candidate(s) shall waive and forfeit all rights to claim for any placement fees or referral fees in the event that such candidate is eventually engaged or employed by ZALORA or Global Fashion Group.

Consent Disclaimer

By submitting your application for this role, you consent to ZALORA collecting, using and processing through and in ZALORA’s systems all personal data included in or provided in relation to your application. The purposes for such collection, use and/or processing shall be for conducting of ZALORA’s recruitment requirements for the present role, and identifying and evaluating other roles and career opportunities within ZALORA which you might be a good fit for.