Seller Fulfillment Team Lead

Shopee; Manila; On-site; PHP 1,800,000 - 2,800,000; Full time

Job summary

Shopee Philippines is seeking a senior commercial strategy leader to define when sellers should use fulfillment options, price, and scale programs, guiding teams across logistics, product and finance.

You will build data-backed playbooks, own pricing models, mentor a small team, and partner with account managers to drive seller growth and market leadership.

Excellent English, 6+ years in e-commerce/logistics, and strong stakeholder influence required.

Qualifications

• 6+ years in ecommerce, logistics, fulfilment or strategy with leadership experience.
• Experience owning pricing, fee structures or unit economics.
• Strong negotiation and communication with sellers and brands.
• Analytical skills with Excel/SQL and structured problem-solving.
• Ability to influence senior stakeholders and work across teams.

Responsibilities

• Define when to use self-fulfilment, FBS or new programs by profile, product type, demand pattern and cost to serve.
• Identify product categories and SKUs for suitable models with data.
• Explore how options complement each other so sellers can move from one to another as they grow.
• Track market trends and provide clear recommendations to senior leaders.

Skills

Leadership

Pricing / unit economics

Negotiation

Analytical skills

English communication

Tools

Excel

SQL

Job description

• 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.

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.