Role Overview

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

Requirements

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

Benefits

Flexible work arrangements

ZALORA Group

Open Positions (1)

Sales

Key Account Manager