Seller Fulfillment Team Lead

Shopee; Philippines; On-site; PHP 1,800,000 - 3,400,000; Full time

Job summary

Shopee is seeking a senior strategist to set the fulfilment playbook and design scalable pricing for our fulfilment programmes in the Philippines. You will own the pricing, terms and incentives, ensure coherence across options, and build business cases for growth.

You will identify target sellers, lead conversations with brands, manage onboarding and performance, and translate seller insights into product and process improvements while coordinating with logistics, data and product teams.

Qualifications

• 6+ years of experience in ecommerce, 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 written and spoken English.

Responsibilities

• Define when sellers should use self-fulfilment, FBS or newer programmes by profile, product type and demand.
• Identify product categories and SKUs for each model with data-backed recommendations.
• Track market trends and present clear recommendations to senior leaders.
• Own the commercial model and unit economics of fulfilment programmes, including seller terms and incentives.
• Lead and develop a small team and collaborate with logistics, product, data, finance, legal and seller teams.

Skills

Negotiation

Analytical skills

Stakeholder influence

English proficiency

Tools

Excel/SQL

Job description

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.