Seller Fulfillment Team Lead

SPX PHILIPPINES INC.; Manila; On-site; PHP 1,800,000 - 3,000,000; Full time

Job summary

Shopee Manila is seeking a Senior Business Development and Partnerships leader to define and govern our fulfilment playbook, pricing strategies and seller engagement.

You will own pricing models and unit economics, reason with data, target top sellers, and coordinate with logistics, product and finance to scale programmes.

The role requires 6+ years in e-commerce or logistics, strong English, and proven team leadership.

Qualifications

• 6+ years in e-commerce, logistics, fulfilment, consulting or commercial strategy.
• 2+ years leading a team.
• Experience owning pricing, fee structures or unit economics.
• Confident communicating with sellers and brands, with strong negotiation skills.
• Strong analytical skills (Excel/SQL) and a structured approach to ambiguous problems.
• Ability to influence senior stakeholders and work across teams.
• Strong written and spoken English.

Responsibilities

• Define when sellers should use self-fulfilment, FBS or our newer programmes by seller profile, product type, demand pattern and cost to serve.
• Identify which product categories and SKUs suit which model, and back every recommendation with data.
• Explore how the options complement each other so sellers can move naturally from one to another as they grow.
• Track market and competitor trends, and bring clear recommendations to senior leaders.
• Own the commercial model and unit economics of our fulfilment programmes, including seller-facing terms and incentives.
• Keep pricing coherent across options, attractive to sellers and sustainable for Shopee.
• Build business cases and financial models, and recommend how programmes should evolve as they grow.
• Craft the pitch, playbooks and training that help account managers explain the value of our fulfilment solutions.
• Identify target sellers and categories, and lead conversations with key sellers and brands.
• Manage onboarding, feedback and performance, resolving issues together with operations and product teams.
• Turn seller insights into product and process improvements.
• Lead and develop a small team.
• Work closely with logistics, product, data, finance, legal and seller account management teams.

Skills

Pricing strategy

Negotiation

Data analysis

Stakeholder management

Team leadership

Excel/SQL

Tools

Excel

SQL

Job description

The Business Development and Partnerships teams at Shopee are dynamic and energetic. The teams are always looking to acquire business opportunities to drive Shopee to be the No. 1 e-commerce platform in Southeast Asia and Taiwan. The aim of the Business Development and Partnership teams is to provide Shopee’s buyers with a wide variety of product listings at the best prices.

Job Description:

Set the fulfilment playbook

• Define when sellers should use self-fulfilment, FBS or our newer programmes, by seller profile, product type, demand pattern and cost to serve.
• Identify which product categories and SKUs suit which model, and back every recommendation with data.
• Explore how the options complement each other, so sellers can move naturally from one to another as they grow.
• Track market and competitor trends, and bring clear recommendations to senior leaders.

Design pricing that scales

• Own the commercial model and unit economics of our fulfilment programmes, including seller-facing terms and incentives.
• Keep pricing coherent across options, attractive to sellers and sustainable for Shopee.
• Build business cases and financial models, and recommend how programmes should evolve as they grow.

Win and grow sellers

• Craft the pitch, playbooks and training that help account managers explain the value of our fulfilment solutions.
• Identify target sellers and categories, and lead conversations with key sellers and brands.
• Manage onboarding, feedback and performance, resolving issues together with operations and product teams.
• Turn seller insights into product and process improvements.

Lead and influence

• Lead and develop a small team.
• Work closely with logistics, product, data, finance, legal and seller account management teams.
• Act as a sounding board for the wider team on commercial trade-offs, beyond your own programmes.

Requirements:

• 6+ years of experience in e-commerce, logistics, fulfilment, consulting or commercial strategy, including 2+ years leading a team.
• Experience owning pricing, fee structures or unit economics.
• Confident communicating with sellers and brands, with strong negotiation skills.
• Strong analytical skills (Excel/SQL or similar) and a structured approach to ambiguous problems.
• Ability to influence senior stakeholders and work across teams.
• Strong written and spoken English.

Nice to have

• Experience with warehouse-based or 3PL fulfilment models, or with e-commerce platforms.
• Knowledge of the Philippine e-commerce and last-mile landscape.
• Background in forecasting, inventory planning or supply chain.
• Experience taking a new product from pilot to scale.