Key Account Management (FBS - B2B) - Business Development, Shopee (HN)

• 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

• Lead the end-to-end business development cycle — identifying market opportunities, engaging C-level executives and Brand Managers at international corporations, and delivering tailored FBS solutions that address their supply chain and commercial objectives
• Navigate complex commercial negotiations covering pricing structures, contractual terms, and SLA. commitments — driving agreements that are commercially sound and mutually beneficial
• Serve as the central coordinator across Operations, Tech, and Legal teams to deliver a seamless and on-time onboarding experience for corporate accounts — resolving blockers proactively before they impact the seller relationship
• Maintain deep market and platform knowledge to provide consultative, insight-led support to clients. Collaborate closely with accounts to co-develop commercial plans and consistently deliver against monthly and annual targets
• Other tasks as assigned.

Requirements

• 3 – 5 years of solid experience in Business Development, Corp/B2B Sales, or Key Account Management
• Exceptional communicator with strong storytelling and executive presentation skills — confident leading high-stakes meetings, pitching to C-level stakeholders, and representing FBS in both in-person and remote settings
• Sharp analytical and strategic thinking skills — able to synthesise market data, identify commercial opportunities, and translate insights into actionable business plans that drive measurable outcomes
• Professional fluency in English — written and spoken — is essential for engaging and negotiating with regional and global brand teams