Team Lead, Seller Fulfilment Solutions

SPX PHILIPPINES INC.; Manila; On-site; PHP 2,400,000 - 3,600,000; Full time

Job summary

Shopee is seeking a Team Lead to own the commercial strategy for our seller fulfilment programmes in the Philippines. You will determine when sellers should use self-fulfilment, FBS, or newer options, backed by data, and work with cross-functional teams to shape the fulfilment portfolio.

You will design scalable pricing, build business cases, and lead conversations with key sellers and brands, guiding onboarding, feedback and performance across teams.

Qualifications

• 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.

Responsibilities

• Define when sellers should use self-fulfilment, FBS or newer programmes by seller profile, product type, demand pattern and cost to serve.
• Identify product categories and SKUs for each model with data-backed rationale.
• Explore how options complement each other to enable seller growth.
• Track market and competitor trends and present clear recommendations to senior leaders.
• Own the commercial model and unit economics of fulfilment programmes, including seller-facing terms and incentives.
• Build business cases and financial models for programme evolution.

Skills

Negotiation skills

Analytical skills

Stakeholder management

English proficiency

Communication with sellers/brands

Team leadership

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.

About the Team:

Shopee is investing in faster, more reliable delivery for buyers in the Philippines, and how sellers fulfil their orders is central to that. As Team Lead, you will own the commercial strategy for our newer seller fulfilment programmes and act as the team's thinking partner on our whole fulfilment portfolio, from self-fulfilment to Fulfilled by Shopee (FBS).

This is a strategic, high-ownership role where pricing, sellers and logistics meet. You will answer the question every seller asks, which fulfilment model is right for my business and what will it cost me, and your answers will shape seller adoption, buyer delivery experience and the economics of how Shopee fulfils orders.

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.