Senior Customer Development Manager TikTok

Colgate Palmolive; Old Woking; Hybrid; GBP 70,000 - 90,000; Full time

Job summary

A global consumer products company seeks a Senior Customer Development Manager to spearhead commerce strategy for its brands on TikTok and other social platforms. This role involves leading strategic partnerships and ensuring growth through innovative commercial strategies. The ideal candidate will have a degree in Business or Marketing with at least 5 years in Customer Development. Strong analytical and negotiation skills are essential to drive profitability and enhance brand visibility in social commerce.

Qualifications

• Minimum 5 years of experience in Customer Development or Strategic Key Account Management.
• Hands-on knowledge of social commerce ecosystems and live commerce mechanisms.
• Experience managing commercial P&L and driving Gross-to-Net efficiency.

Responsibilities

• Lead the strategy for TikTok platform partnership and negotiate joint business plans.
• Own the commercial forecast, budget, and targeted P&L delivery.
• Develop and manage live shopping events, coordinating logistics and promotional calendars.

Skills

strong analytical capabilities

excellent negotiation skills

collaborate with cross-functional teams

Education

Bachelor's degree in Business, Marketing, or E-commerce

Job description

The Senior Customer Development Manager (SCDM) for TikTok Commerce is a critical and exciting leadership role blending e-commerce strategy and Customer Development execution, responsible for defining, developing, and executing the commercial growth strategy for Colgate‑Palmolive brands across the Social Commerce and TikTok ecosystem in particular (including TikTok Shop, in‑feed shopping, and live commerce). This role acts as the primary commercial interface, leveraging e-commerce best practices and managing the strategic partnership with the TikTok and other social platforms, ensuring Colgate Palmolive capitalizes on social commerce trends, drives measurable Net Sales, and embeds our brands within one of the world’s fastest‑growing retail channels, driving profitable volume growth and channel share.

Key Responsibilities

• Strategic Commercial Leadership
• Partnership Leadership: Serve as the strategic commercial lead for the TikTok platform partnership across key strategic markets, negotiating joint business plans (JBPs), securing optimal media placements, and developing trade strategies to drive category growth on the platform.
• P&L Accountability: Own the commercial forecast, budget, and targeted P&L delivery, ensuring Gross‑to‑Net (GTN) efficiency, monitoring key performance metrics, Return on Ad Spend (ROAS), and profitability across all TikTok‑driven transactions.
• Content‑to‑Commerce Integration: Lead the strategy for connecting organic and paid TikTok content directly to commercial outcomes, working closely with Marketing and Brand teams to build effective content monetization models and embedding an optimized content approach into commercial strategies.
• Operational Excellence & Execution
• Internal Alignment: Serve as the internal commercial expert on TikTok, ensuring Brand, Supply Chain, and Legal teams align on platform requirements, policy updates, and optimal inventory flow to minimize out‑of‑stocks.
• Live Commerce Strategy: Develop and manage the end‑to‑end strategy for live shopping events, coordinating logistics, host talent, inventory, and promotional calendars to maximize viewership and conversion.
• Channel Optimization: Work closely with Brand & IMC managers to continuously analyze and optimize the product catalog, storefront, and user experience within the TikTok Shop interface, ensuring products are discoverable, correctly priced, and flawlessly executed.
• Campaign Management: Lead the planning and execution of all TikTok‑specific commercial campaigns, sales events, and new product launches within the platform.
• Insights & Analytics
• Performance Monitoring: Utilize TikTok’s native analytics tools and internal data to generate deep commercial insights, identifying trends, forecasting demand shifts, and optimizing media spend allocation.
• Customer Journey Mapping: Analyze consumer behavior within the social commerce environment (from discovery to purchase) to refine content strategy and increase conversion rates.

Our journey begins with our people‑developing strong talent with diverse backgrounds and perspectives to best serve our consumers around the world and fostering an inclusive environment where everyone feels a true sense of belonging. We are dedicated to ensuring that each individual can be their authentic self, is treated with respect, and is empowered by leadership to contribute meaningfully to our business.

Qualifications

• Education: Bachelor's degree in Business, Marketing, E‑commerce, or a related field.
• Experience: Minimum 5 years of experience in Customer Development, Strategic Key Account Management, or any other relevant experience.
• Platform Expertise: Hands‑on knowledge of social commerce ecosystems, live commerce mechanisms, and optimization strategies.
• Commercial Acumen: Management of the commercial P&L, driving Gross‑to‑Net efficiency, negotiating complex media/retail deals, and achieving ambitious targets.
• Skills: Strong analytical capabilities, excellent negotiation skills, and the ability to effectively collaborate with cross‑functional teams (Digital Marketing, IMC, Supply Chain, Brand & Finance).

Core Competencies for Success

• Agility & Adaptability: Ability to thrive in a fast‑paced, constantly evolving media and retail environment.
• Creative Commercial Thinking: Capacity to connect creative content trends with measurable commercial outcomes.
• Negotiation & Influence: Proven ability to manage high‑stakes external relationships with key platform partners.

Colgate‑Palmolive Company is a global consumer products company operating in over 200 countries specialising in Oral Care, Personal Care, Home Care, Skin Care, and Pet Nutrition. Our products are trusted in more households than any other brand in the world, making us a household name!

Join Colgate‑Palmolive, a caring, innovative growth company reimagining a healthier future for people, their pets, and our planet. Guided by our core values—Caring, Inclusive, and Courageous—we foster a culture that inspires our people to achieve common goals. Together, let's build a brighter, healthier future for all.