Shop by Tokopedia - Senior Account Manager (Health E-Pharmacy) - Indonesia

About the Team:

Our team is responsible to drive the growth and development of our e-pharmacy business within the Health category. This is a senior commercial role that requires strong experience in e-commerce platforms, e-pharmacy or healthcare businesses, strategic problem solving, and stakeholder leadership. The ideal candidate should be able to go beyond day-to-day account management by identifying business opportunities, structuring complex problems, developing scalable growth strategies, and leading cross-functional initiatives. The role will work closely with key e-pharmacy sellers, pharmacy chains, brands, internal category teams, product, operations, marketing, and relevant compliance stakeholders to accelerate sustainable business growth.

Roles & Responsibilities:

Business & Account Management:

• Own and drive the business performance of key e-pharmacy accounts, including GMV, assortment, traffic, conversion, seller activation, and other key commercial metrics.
• Build strong relationships with senior stakeholders from e-pharmacy players, pharmacy chains, healthcare companies, and strategic sellers.
• Develop joint business plans with key accounts and translate business opportunities into clear growth initiatives.
• Identify business gaps through data analysis and develop actionable solutions to improve seller and category performance.
• Drive seller participation across relevant platform initiatives, campaigns, marketing solutions, and growth programs.

Strategy & Business Development:

• Develop strategies to accelerate the growth of the e-pharmacy ecosystem, including seller acquisition, assortment expansion, customer penetration, and operational improvement.
• Understand the e-pharmacy value chain, competitive landscape, consumer behavior, and key industry dynamics to identify new growth opportunities.
• Structure complex business problems using strong analytical and logical thinking and translate insights into practical execution plans.
• Work with category leadership to define priorities, business targets, and long term development plans for the e-pharmacy business.
• Monitor market and competitor developments and provide recommendations to strengthen the platform's position within the Health and e-pharmacy sector.

Leadership & Cross-functional Management:

• Lead strategic projects involving multiple internal and external stakeholders.
• Provide direction and guidance to junior account managers or project members and help improve overall team capability.
• Drive alignment across Category, Operations, Product, Marketing, Finance, Legal, Compliance, and other relevant teams.
• Communicate business issues, recommendations, and priorities clearly to senior stakeholders.
• Take ownership of complex issues and drive them toward resolution with limited supervision.

Requirements:

Minimum Qualification(s):

• 5+ years of relevant experience with strong understanding of the e-pharmacy business, including pharmacy players, healthcare ecosystem, assortment dynamics, consumer behavior, and commercial challenges.
• Proven experience managing strategic accounts, large sellers, brands, or business partners.
• Strong analytical and structured problem-solving skills, with the ability to translate data into business insights and actions.
• Strong commercial judgment and understanding of key e-commerce metrics and growth levers.
• Demonstrated leadership capability, including leading projects, influencing stakeholders, and providing direction to others.
• Comfortable working in a fast paced environment with multiple priorities and complex stakeholder structures.
• Strong communication, negotiation, and stakeholder management skills with advanced proficiency in English for daily communications with some stakeholders who are based outside of Indonesia.

Preferred Qualification(s):

• Previous experience at a leading e-commerce marketplace, e-pharmacy platform, healthcare technology company, or major pharmacy chain.
• Experience managing e-pharmacy, OTC, healthcare, or other regulated categories.
• Existing understanding of major e-pharmacy and healthcare players in Indonesia.
• Experience building or scaling a new business vertical, strategic initiative, or seller ecosystem.
• Strong proficiency in data analysis and business performance management.