TikTok Shop - Home and Living Key Account Manager

Responsibilities

We are hiring an entrepreneurial, commercially driven Key Account Manager to win and grow the most important Home and Living brands on TikTok Shop in France and across the EU. This individual contributor role focuses on acquiring major accounts and driving their long‑term growth across multiple markets.

About TikTok Shop, the authenticity of TikTok has created a new way for brands and merchants to meaningfully connect with creators and the community. Through an innovative E‑Commerce platform that helps shoppers discover and purchase products within the app, TikTok Shop enhances promotion and sales for merchants and brands with an entertaining user experience.

Major Account Acquisition:

• Own the acquisition pipeline for priority Home and Living brands in FR 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 to align local 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.

Incubation & Long‑Term Growth:

• Own ongoing account growth for acquired partners — manage sustained GMV growth, seller health, and strategic progression.
• 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 cross‑market rollout plans, and coordinate with local teams.
• Build repeatable growth playbooks to share successes across the EU KA team.
• 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.

Qualifications

Minimum Qualifications

• 5+ years of work experience in Operations, Account Management or a similar field.
• Proven track record in direct acquisition, business development, or strategic sales; personally 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 — sizing opportunities, building business cases, negotiating terms, and driving measurable outcomes using data.
• Understanding of social commerce, content‑led commerce, creator ecosystems, livestreaming, and short‑video formats.
• Fluency in French is required to facilitate collaboration with French stakeholders.
• Ability to thrive in ambiguity, matrixed environment, and drive results without a playbook.

Preferred Qualifications

• Existing network in the European Home and Living industry — brands, retailers, distributors, marketplace merchants, or agency relationships.
• Deep knowledge of the European Home and Living e‑commerce landscape — consumer trends, category dynamics, digital commerce evolution, competitive positioning.
• Experience owning senior account relationships across multiple European markets, including working with both 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, results‑oriented, collaborative, open to change, fast learner with sound judgment and structured thinking.