Team Lead, Seller Fulfilment Solutions

Shopee; Manila; On-site; PHP 1,200,000 - 2,200,000; Full time

Job summary

Shopee in Manila is seeking an experienced Team Lead for Business Development and Partnerships to own the commercial strategy for seller fulfilment programmes, from self-fulfilment to FBS, across categories and seller profiles.

You will design pricing, build business cases, and work with logistics, product, data, and operations to guide seller adoption and keep Shopee competitive in Southeast Asia's dynamic market.

Qualifications

• 6+ years in e-commerce, logistics, fulfilment, or commercial strategy.
• 2+ years leading a team.
• Experience owning pricing and unit economics.
• Strong written and spoken English.
• Ability to influence senior stakeholders and work across teams.
• Nice to have warehouse-based or 3PL fulfilment experience.
• Knowledge of the Philippine e-commerce landscape.
• Background in forecasting, inventory planning or supply chain.
• Experience taking a new product from pilot to scale.

Responsibilities

• Set the fulfilment playbook for self-fulfilment, FBS, and newer programmes.
• Identify suitable categories and SKUs for each model with data-backed recommendations.
• Design pricing that scales and keep pricing coherent across options.
• Own the commercial model and unit economics of fulfilment programmes.
• Build business cases and financial models for evolution over time.
• Lead conversations with key sellers and brands; onboard and support performance.
• Turn seller insights into product and process improvements.
• Lead and develop a small team across cross-functional partners.

Skills

Pricing strategy

Analytical skills

Stakeholder management

Negotiation

English communication

Tools

Excel

SQL

Job description

Department Business Development and PartnershipsLevelExperienced (Team Lead)LocationManilaThe 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 playbookDefine 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 scalesOwn 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 sellersCraft 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 influenceLead 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 haveExperience 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.