FBS Key Account Management Leader - Business Development, Shopee

Shopee Fulfillment by Shopee (FBS) is Shopee’s end-to-end fulfillment solution, providing nationwide warehousing, fulfillment to help sellers scale operations and improve buyer experience.

FBS enables sellers to grow faster through better buyer experience, nationwide reach, and operational efficiency by leveraging Shopee’s logistics network and fulfillment infrastructure

Responsibilities

• Own and deliver team-level FBS targets (FBS ADO, new seller acquisition, new SKU acquisition, ect); cascade targets to individual KAMs and track daily/weekly progress.
• Drive team capability development: partner with Central Team to design structured KAM skillset improvement programs, establish best practices, and foster a learning culture across the team to build lasting team-wide competencies.
• Monitor KAM performance: identify underperformance early, provide structured action plans.
• Identify and remove blockers across the seller journey (onboarding, operations, policy issues); coordinate cross-functionally with PMO team to resolve issues.
• Synthesize category-level insights from KAM field data: identify patterns, root causes, and opportunities; formulate and propose actionable solutions to leadership.
• Maintain a high level of product and process knowledge to provide accurate and consultative support to sellers.
• Other tasks as assigned

Requirements

• 3–5 years of experience in Key Account Management, Business Development, or Sales; at least 1 year in a team lead or senior individual contributor role.
• Proven ability to manage and develop a team; comfortable setting targets, reviewing performance, and providing constructive feedback.
• Good at planning, analytical skills, and execution to plan & achieve monthly/yearly commercial targets.
• Strong communication skills, able to prepare, lead and present in meeting.
• Logical thinking and strong problem-solving skills