Executive, Key Account Manager (Shoes)

ZALORA Group; Kuala Lumpur; On-site; MYR 60,000 - 100,000; Full time

Job summary

ZALORA, Asia's leading online fashion platform, is seeking an Executive Key Account Manager (Shoes) to own a portfolio of footwear brand partners in Malaysia. You will drive joint business plans, growth, and operational excellence while ensuring partners are visible and the customer experience remains strong.

With 1–2 years in KAM or marketplace roles, you will negotiate commercial terms, plan campaigns, optimise assortment, and collaborate with internal teams to improve performance, content

Qualifications

• 1–2 years experience in key account management, commercial, category, marketplace management, or wholesale account roles (fashion/e-commerce preferred).
• Strong negotiation skills and experience influencing external stakeholders (brands, distributors, sellers).
• Analytical capability: confident working with Excel/Google Sheets and performance dashboards (SQL/BI tools is a plus).
• Good understanding of Shoes category dynamics: seasonality, sizing, hero franchises, price ladders, promotional mechanics.
• Strong communication skills, stakeholder management, and ownership mindset.

Responsibilities

• Own a portfolio of Shoes partners (brands, distributors, or top sellers) and deliver targets across sales/GMV, margin, and growth.
• Build and execute Joint Business Plans (JBPs): growth strategy, assortment roadmap, price positioning, and marketing visibility.
• Negotiate and manage commercial levers including commission/margins, funding, rebates, marketing support, promo participation, and exclusivity/launch agreements.
• Plan and execute partner participation in the trading calendar (mega campaigns, paydays, seasonal events) and ensure readiness for campaigns (deal mechanics, stock, hero SKU, placements).
• Track performance during campaigns and implement actions to improve conversion and sell-through; drive catalogue growth and quality (assortment, content, taxonomy).
• Work with internal teams to fix catalogue defects and improve onsite discoverability.

Skills

Negotiation

Excel/Sheets

Dashboard analysis

Communication

Stakeholder management

Tools

SQL

BI Tools

Job description

The Executive Key Account Manager (Shoes) owns the commercial relationship and growth of a portfolio of key footwear brands/sellers in the Shoes category. The role drives joint business planning, revenue/GMV growth, margin and funding performance, campaign execution, assortment expansion, and operational excellence , ensuring partners are competitive and visible while delivering a strong customer experience.

RESPONSIBILITIES:

1) Account Ownership & Growth

• Own a portfolio of strategic Shoes partners (brands, distributors, or top sellers) and deliver agreed targets across sales/GMV, margin, and growth.
• Build and execute Joint Business Plans (JBPs): growth strategy, assortment roadmap, price positioning, and marketing visibility.
• Identify opportunities to scale partners via newness, exclusives, hero SKUs, wider size runs, and category gaps.

2) Commercial Negotiation & Terms

• Negotiate and manage commercial levers including commission/margins, funding, rebates, marketing support, promo participation, and exclusivity/launch agreements (as applicable).
• Drive partner alignment on price competitiveness (RRP, promo depth, and parity versus key competitors).
• Improve profitability through better funding structures and campaign ROI discipline.

3) Campaigns, Promotions & Trading Execution

• Plan and execute partner participation in the trading calendar (e.g., mega campaigns, paydays, seasonal events).
• Ensure strong readiness for campaigns:
  • Deal mechanics and price points
  • Stock availability / fulfilment capacity
  • Hero SKU selection and visibility placements (where applicable)
• Track performance during campaigns and implement corrective actions to improve conversion and sell-through.
• Drive catalogue growth and quality:
  • Ensure the right assortment breadth/depth and new arrivals cadence
  • Improve content quality: images, attributes, size/fit info, taxonomy
• Work with internal teams to fix catalogue defects and improve onsite discoverability (filters, categorization, search relevance).

5) Operational Performance & Partner Health

• Monitor and improve partner KPIs, collaborating with Marketplace Ops / Operations as needed:
  • Order fulfilment SLA
  • Cancellation/late shipment rate
  • Return rate and return reasons
  • Customer ratings and complaints
• Resolve escalations and ensure sustained partner compliance with platform standards.

6) Reporting & Stakeholder Management

• Provide regular partner business reviews (weekly/monthly/QBRs) with clear insights and action plans.
• Collaborate cross-functionally with Category/Trading, Marketing, Content, Finance, Operations, and Tech/Product to deliver partner growth.

REQUIREMENTS:

• 1–2 years experience in key account management, commercial, category, marketplace management, or wholesale account roles (fashion/e-commerce preferred).
• Strong negotiation skills and experience influencing external stakeholders (brands, distributors, sellers).
• Analytical capability: confident working with Excel/Google Sheets and performance dashboards (SQL/BI tools is a plus).
• Good understanding of Shoes category dynamics: seasonality, sizing, hero franchises, price ladders, promotional mechanics.
• Strong communication skills, stakeholder management, and ownership mindset.

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.