Manager, Category Management – Non-Risk Business, Philippines

Department: Commercial

Reports to: Head of Commercial, Philippines – Non-Risk Business

Team: Account Managers covering multiple non-risk categories

Business scope: MP, FBZ, and IDS MP

Role Summary:

The Manager, Account Management – Non-Risk Business leads and develops a team of Account Managers responsible for the commercial performance of multiple categories across Marketplace, Fulfilled By Zalora (FBZ), and International Dropshipping (IDS) MP.

The role is accountable for setting team priorities, translating commercial targets into category plans, coaching Account Managers, and ensuring consistent execution across their portfolios. It provides direction and support on category performance, brand relationships, commercial negotiations, and escalations, while empowering Account Managers to own the day-to-day management of their assigned brands and sellers.

The Manager works closely with the Head of Commercial and cross-functional teams to grow the non-risk business, improve marketplace health, and contribute to P&L delivery.
 

Key Responsibilities:

People Leadership and Team Development

• Lead, coach, and develop Account Managers responsible for multiple non-risk categories.
• Set clear roles, objectives, priorities, and performance expectations for each team member.
• Hold regular one-to-ones, portfolio reviews, and team meetings to monitor progress, provide feedback, and address challenges.
• Build Account Managers’ capability in commercial planning, negotiation, analytics, brand partnership, and escalation management.
• Support performance management, career development, workload planning, and succession planning.
• Foster a collaborative, accountable, and commercially focused team culture.

Category and Portfolio Performance

• Translate the non-risk business strategy and targets into category priorities and team plans.
• Oversee the performance of the categories managed by the team across FBZ and IDS MP.
• Review portfolio results, identify risks and growth opportunities, and agree corrective actions with Account Managers.
• Ensure Account Managers maintain robust plans for their categories and key partners.
• Allocate team capacity and focus according to category opportunities, business needs, and partner priorities.
• Provide recommendations to the Head of Commercial on category growth, resource needs, and risks.

Commercial Planning and P&L Contribution

• Support delivery of non-risk P&L targets by guiding the team’s commercial plans and priorities.
• Oversee category planning, forecasts, business reviews, and performance tracking.
• Review category and portfolio performance against targets, including sales, commission or fee income, and promotional investment where applicable.
• Coach Account Managers on evaluating commercial proposals and negotiations within approved guidelines.
• Identify opportunities to improve commercial productivity, monetization, and profitability across the team’s portfolios.
• Escalate material variances, risks, and proposed actions to the Head of Commercial.

Account Management Standards and Brand Partnerships

• Establish consistent account management standards, planning processes, and business review practices across the team.
• Ensure Account Managers build effective relationships with their assigned brands and sellers and follow through on agreed plans.
• Support Account Managers with complex negotiations, senior-level partner discussions, and high-impact escalations.
• Help the team balance commercial outcomes with sustainable, constructive brand and seller relationships.
• Encourage sharing of account insights, effective practices, and lessons across categories.

Marketplace and Seller Performance

• Oversee the team’s actions to improve assortment quality, product availability, pricing competitiveness, campaign participation, and seller performance.
• Ensure Account Managers identify and address marketplace health concerns within their portfolios.
• Coordinate with Operations and Seller Support on recurring fulfilment, cancellation, or service issues affecting partners or customers.
• Ensure underperforming sellers, listings, or assortment areas have clear action plans and ownership.
• Contribute to category decisions on assortment priorities and marketplace quality initiatives.

Cross-Functional Leadership

• Represent the Account Management team in cross-functional planning and performance discussions.
• Partner with Finance, Marketing, Operations, Business Development, Commercial Support, PMO, Product/Tech, Legal, and Seller Support to deliver commercial priorities.
• Ensure Account Managers have the support and information needed to execute plans and resolve partner issues.
• Coordinate with Business Development on the handover and early performance management of newly acquired brands and sellers.
• Lead or contribute to projects that improve account management, commercial processes, and marketplace performance.

Operating Rhythm, Reporting, and Governance

• Establish clear team operating rhythms, including regular performance reviews, planning cycles, and action tracking.
• Ensure the team maintains accurate category plans, forecasts, reports, and escalation logs.
• Monitor team KPIs and address execution gaps promptly.
• Ensure commercial activity, agreements, and escalations follow company policies, approval processes, and governance requirements.
• Work with Commercial Support to improve reporting quality, templates, and administrative processes.

Key Success Measures

• Delivery of category and team commercial targets.
• Performance and contribution of the portfolios managed by the team.
• Progress against category and account plans.
• Account Manager performance, capability development, and engagement.
• Seller and brand retention, growth, and execution of agreed plans.
• Improvements in assortment, availability, campaign participation, and seller performance.
• Timely resolution of escalations and cross-functional issues.
• Forecasting, reporting, governance, and operating-rhythm discipline.

Qualifications and Experience

• Experience in people management or team leadership within e-commerce, marketplace, category management, or commercial account management.
• Demonstrated ability to coach and develop a team responsible for multiple categories or account portfolios.
• Strong commercial and financial acumen, including experience with planning, forecasting, and performance reviews.
• Experience supporting negotiations and senior-level brand or seller discussions.
• Strong analytical, communication, prioritization, and stakeholder-management skills.
• Ability to lead through others, set clear expectations, and hold teams accountable for outcomes.
• Familiarity with marketplace, dropshipping, or platform-fulfilled business models is an advantage.

Role distinction: Account Managers own the day-to-day management of their assigned brands, sellers, and category plans. This Manager leads the team, sets priorities and standards, reviews performance, coaches Account Managers, and steps in on complex or high-impact matters.

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 ecommerce platforms, ZALORA has established a strong presence throughout the region, particularly in Singapore, Indonesia, Malaysia, Brunei, the Philippines, Hong Kong, and in Taiwan, 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.