Key Account Manager

ZALORA Group; Kuala Lumpur; On-site; MYR 100,000 - 150,000; Full time

Job summary

A leading e-commerce platform is seeking a Key Account Manager (Sports) to manage and grow the business relationship with key footwear partners. This role involves driving revenue growth, executing campaigns, and overseeing assortment and operational performance. The ideal candidate should possess strong negotiation skills, analytical ability, and 3-4 years of relevant experience, preferably in a fashion or e-commerce context. This position is based in Kuala Lumpur, Malaysia and responsibilities include partner management, strategic planning, and performance tracking.

Qualifications

• Experience in commercial or marketplace management roles preferred.
• Strong negotiation skills influencing brands and distributors.
• Analytical capability with performance dashboards.

Responsibilities

• Own and grow a portfolio of strategic partners.
• Build Joint Business Plans with partners.
• Plan and execute trading calendar participation.

Skills

Negotiation skills

Analytical capability

Strong communication skills

Stakeholder management

Education

3–4 years experience in key account management

Tools

Excel

Google Sheets

Job description

Key Account Manager (Sports)

Key Account Manager (Sports) 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.
• 4) Assortment & Catalogue Management
  • 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, categorisation, 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

• 3–4 years experience in key account management, commercial, category, marketplace management, or wholesale account roles (fashion/ecommerce 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.

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.

By submitting your application for this role, you consent to ZALORA collecting, using and processing through and in ZALORA’s systems all personal data included in or provided in relation to your application. The purposes for such collection, use and/or processing shall be for conducting of ZALORA’s recruitment requirements for the present role, and identifying and evaluating other roles and career opportunities within ZALORA which you might be a good fit for.