Assortment & Onboarding Lead(Retail)

Lazada; Indonesia; On-site; IDR 360,000,000 - 600,000,000; Full time

Benefits offered by this job

Job summary

Lazada is seeking a Retail Assortment & Onboarding Lead to drive how we build, grow, and refine our Retail assortment across sellers and SKUs. You own the full lifecycle—from onboarding high-potential partners to incubation, growth, and offboarding—ensuring a healthy, competitive, and aligned assortment.

In an agile, AI-powered retail environment, you’ll coordinate with Commercial, Pricing, Sales Planning, and Supply Chain, develop onboarding frameworks, define milestones, and deliver

Qualifications

• Bachelor’s degree in Business, Economics, Industrial Engineering, or related field.
• 5–8 years of experience in assortment management, category operations, or commercial roles in e-commerce/retail/FMCG.
• Experience managing product or seller lifecycles from onboarding through growth to exit.
• Ability to structure ambiguity into clear frameworks, decision criteria, and executive-ready materials.
• Understanding of e-commerce operations across assortment, pricing, supply chain.
• Experience with seller or vendor management platforms.
• Strong analytical mindset to translate data into business implications.
• High discipline in execution and governance in complex stakeholder environments.

Responsibilities

• Own the assortment lifecycle from onboarding to incubation and offboarding.
• Define onboarding criteria, milestones, and offboarding thresholds.
• Monitor metrics to identify gaps and opportunities across categories.
• Design onboarding strategies for new sellers and SKUs.
• Create incubation playbooks with milestones and escalation paths.
• Manage offboarding with data-driven, minimal-disruption processes.
• Coordinate with Commercial, Pricing, Sales Planning, and Supply Chain.
• Provide analytics with health reports and seller performance scorecards.
• Prepare materials for internal reviews and leadership requests.

Skills

Cross-functional coordination

Analytical mindset

Executive-ready materials

Ambiguity structuring

Seller lifecycle knowledge

Operational discipline

Governance in stakeholder environments

Spreadsheet/Excel proficiency

Education

Bachelor’s degree in Business, Economics, Industrial Engineering, or related field

Tools

Excel

Job description

As our Retail Assortment & Onboarding Lead, you will be the driving force behind how we build, grow, and refine our Retail assortment. From bringing new sellers and SKUs onboard, to nurturing them through incubation, to managing graceful offboarding when needed, you own the full lifecycle. This role sits at the intersection of commercial strategy, operational execution, and cross-functional coordination, ensuring that our assortment is always healthy, competitive, and aligned with business goals.

You will play a central role across three core pillars:

This is a high-impact role that blends commercial acumen, operational discipline, and cross-functional leadership, offering a unique opportunity to shape the composition of our Retail assortment and directly influence business performance.

As part of an agile, AI-powered retail organization, you will collaborate with brilliant minds across commercial, platforms, logistics and our regional teams to solve assortment challenges, optimize supplier performance, and deliver impact at scale.

Assortment Management & Lifecycle Ownership

Take full ownership of the Retail assortment lifecycle — from identifying and onboarding high-potential sellers and SKUs, through incubation and growth, to structured offboarding when products or sellers no longer meet performance standards. Your goal is a consistently healthy, competitive, and relevant assortment that drives category growth.

Define and maintain assortment health frameworks, covering onboarding criteria, incubation milestones, and offboarding thresholds

Monitor assortment metrics (active SKU count, sell-through, availability, GMV contribution) across categories to identify gaps and opportunities

Design and execute the onboarding strategy for new sellers and SKUs entering the Retail channel. You are responsible for ensuring that every new assortment is properly scoped, commercially viable, and operationally ready before go-live.

Develop onboarding frameworks that standardize how new sellers and SKUs are evaluated, approved, and launched into the Retail channel

Incubation Strategy & Operations

Own the incubation phase for newly onboarded sellers and SKUs, ensuring they receive the structured support needed to reach sustainable performance. You define what success looks like during incubation and build the operational cadence to get there.

Design incubation playbooks with clear milestones (e.g., first order, target GMV, conversion rate thresholds) and escalation paths for underperformers

Manage the offboarding process for sellers and SKUs that no longer meet performance standards or strategic fit. Your role is to ensure offboarding decisions are data-driven, structured, and executed with minimal disruption to the business.

Establish offboarding criteria based on quantitative thresholds (e.g., sustained low GMV, poor availability, margin erosion) and qualitative factors (strategic relevance, brand value)

Cross-Functional Coordination & Analytics

Serve as the operational bridge between assortment decisions and cross-functional execution. You ensure that strategy translates into action across all touchpoints, and that leadership has the data and context to make informed decisions.

Act as the coordination anchor between Commercial, Pricing, Sales Planning, Supply Chain, and Retail Excellence on all assortment-related initiatives

Provide analytical support that enables faster, better-informed decisions — including assortment health reports, seller performance scorecards, and lifecycle trend analysis

Drive follow-through on action items from cross-functional meetings and ensure decisions are translated into execution

Flag anomalies and performance gaps with context and interpretation, not just data, and present findings to stakeholders with clarity

Support preparing materials for internal reviews, business planning cycles, and ad-hoc leadership requests related to assortment performance

Requirements:

• Bachelor’s degree in Business, Economics, Industrial Engineering, or a related field
• 5 to 8 years of experience in assortment management, category operations, or commercial roles, preferably within e-commerce, retail, or FMCG
• Proven experience managing product or seller lifecycles - from onboarding through growth to exit - in a structured, data-driven environment
• Strong ability to structure ambiguity into clear frameworks, decision criteria, and executive-ready materials
• Solid understanding of e-commerce operations across assortment, pricing, supply chain, or similar functions
• Experience with seller or vendor management platforms, with the operational fluency to ramp up quickly on internal tools
• Strong analytical mindset, able to interpret data and translate it into business implications and actionable recommendations
• High discipline in execution follow-through, tracking, and governance in complex stakeholder environments
• Solid analytical proficiency in Spreadsheet (i.e. Excel); ability to build summaries, trackers, and dashboards