TikTok Shop - FMCG Key Account Manager

Responsibilities

We are hiring an entrepreneurial, commercially driven Key Account Manager to win and grow the most important FMCG brands on TikTok Shop in France and across the EU.

Role & Responsibilities include:

Major Account Acquisition

• Own the acquisition pipeline for priority FMCG brands in France and selected EU markets‑identify, prospect, pitch, and sign strategic accounts that move category GMV.
• Lead end‑to‑end commercial closings‑from first outreach through term sheet, onboarding, and first 90 days of activation.
• Engage C‑suite, VP, and Director‑level stakeholders at target brands‑Heads of E‑Commerce, Digital Directors, Country GMs, DTC leads, and position TikTok Shop as a strategic, must‑win channel.
• Navigate complex, multi‑market brand organisations‑align local market teams, EU HQ, regional commercial leads, and category directors around a single partnership vision.
• Develop and execute tailored acquisition pitches‑category analysis, opportunity sizing, competitive positioning, joint business plans, and commercial terms that are compelling to senior decision‑makers.
• Partner cross‑functionally with category, campaigns, creator, operations, logistics, product, and policy teams to remove friction and accelerate time‑to‑first‑sale for newly signed accounts.
• Drive participation in major commercial moments‑product launches, seasonal campaigns, tent‑pole shopping events—ensuring newly acquired accounts activate with impact, not with a trickle.

Incubation & Long‑Term Growth

• Own ongoing account growth for acquired partners—sign the account and keep it, accountable for sustained GMV growth, seller health, and strategic progression on TikTok Shop.
• Drive continuous performance improvement through data‑driven recommendations: content strategy, creator collaboration, livestream and short‑video activation, pricing, promotions, assortment expansion, and operational readiness.
• Lead intra‑EU scaling—identify partners ready to expand beyond their initial market, build the cross‑market rollout plan, and coordinate with local teams to launch and scale in additional EU countries.
• Build repeatable growth playbooks—package what works for a French FMCG partner so the EU Key Account team can deploy it across other categories and countries.
• Surface structural insights—competitive gaps, product friction, policy barriers, category trends—and feed them back into category strategy, product, and leadership.
• Lead partner participation in major commercial moments on an ongoing basis—campaigns, product launches, seasonal opportunities—ensuring strategic partners activate with full impact across EU markets.

Qualifications

Minimum Qualifications

• 5+ years of work experience in Operations, Account management, or any similar field.
• Proven track record in a direct acquisition, business development, or strategic sales role—closed enterprise‑level deals or signed major brand/merchant partnerships.
• Experience engaging senior stakeholders and closing deals that require aligning multiple decision‑makers across complex organisations.
• Strong commercial acumen—size an opportunity, build a business case, negotiate terms, and drive measurable outcomes using data.
• Understanding of social commerce, content‑led commerce, creator ecosystems, livestreaming, and short‑video formats—or demonstrated ability to get up to speed fast in a new digital commerce model.
• Fluency in French is required to facilitate collaboration with French stakeholders.
• Ability to thrive in ambiguity, matrixed environment where you are expected to figure things out and drive results without a playbook handed to you.

Preferred Qualifications

• Existing network in the European FMCG industry—brands, retailers, distributors, marketplace merchants, or agency relationships that can accelerate acquisition.
• Deep knowledge of the European FMCG e‑commerce landscape—consumer trends, category dynamics, digital commerce evolution, competitive positioning.
• Experience owning senior account relationships across multiple European markets, including working with local market teams and EU/regional HQ stakeholders.
• Prior experience in marketplace, platform, or social commerce roles where you carried a number and closed named‑account deals.
• Eager to win, growth‑driven, commercially minded, and results‑oriented—collaborative, open to change, fast learner with sound judgment and structured thinking.