E-commerce Growth

ROLE OVERVIEW
The E-commerce Growth & Live Selling Head is responsible for driving GMV growth, conversion, revenue optimization, and live selling performance across TikTok Shop and Shopee.


This role combines strategic growth leadership with hands-on operational execution, bridging paid + organic growth, live selling, e-commerce operations, and storefront optimization.
This leader is expected to operate with full ownership for e-commerce performance—creating growth hypotheses, forecasting sales, and executing strategies end-to-end.
CORE RESPONSIBILITIES
A. Revenue Growth & GMV Strategy
Build and execute revenue growth roadmaps for Shopee + TikTok Shop.
Develop weekly, monthly, and quarterly GMV forecasts based on data, trends, and campaign performance.
Create growth hypotheses (ex: pricing, bundles, promos, product prioritization) and test them rigorously.
Drive both paid and organic revenue levers.
Analyze sales dips or plateaus and propose fast-turnaround solutions.
Own platform relationships (TikTok/Shopee KAMs, campaign managers).
B. Storefront Optimization (Shopee & TikTok Shop)
Audit product listings for SEO, content quality, pricing competitiveness, and conversion.
Conduct competitor analysis for pricing, bundles, slots, creatives, and review patterns.
Optimize PDPs: titles, keywords, reviews, benefit-driven descriptions, FAQ sections, testimonials, and UGC integration.
Implement strategic bundles, volume discounts, vouchers, and cross-sell/upsell mechanics.
Ensure inventory readiness by coordinating with logistics, warehouse, and ops.
C. Live Selling Leadership (Strategy + Execution)
Lead and grow the live selling (LS) performance for both brands.
Manage and mentor a pool of live sellers/hosts; oversee onboarding, training, evaluation, and continuous development.
Create scripts, spiels, product talking points, and LS playbooks.
Guide and upskill hosts as LIVE moderators on: CTAs, Enter room rate, Engagement strategies, Product focus and hero SKUs.
Pick time slots strategically based on competition, audience behavior, and analytics.
Ensure live sellers are aligned with brand voice, inclusivity, and feminine empowerment.
D. Promotions, Campaigns & Events
Manage platform campaigns (double-digit sales, flash deals, mega days).
Strategize discount structures, vouchers, free gifts, and campaign mechanics to maximize ROI.
Coordinate with marketing to sync creative assets and messaging for major campaigns.
Create LS-special promos that drive urgency and repeat purchases.
E. Data Analysis & Performance Monitoring
Monitor key metrics/ building blocks on ECommerce such as: Page views, Conversion rate, Average order volume, etc.
Monitor key metrics on LIVE selling such as: Enter Room Rate and optimize promos and vouchers such as FS, GWP, etc.
Build dashboards for weekly reports.


Identify bottlenecks in: Operations, Logistics, Fulfillment, Listings, and Seller violations. Provide data-driven recommendations to marketing, product, and operations teams.
F. Cross-Functional Collaboration for E-commerce Growth
The E-commerce Growth & Live Selling Head works as the central driver that connects all growth-related functions. She ensures that all teams—from creative to operations—move in one direction to scale Shopee and TikTok revenue.
1. Affiliate / KOL / Influencer Marketing
Work closely with the PR and Affiliate Marketing Teams to:
Provide direction on top-performing SKUs, bundles, and talking points for creators.
Track affiliate contribution to GMV and identify high-performing partners.
Guide content angles based on platform trends and live selling data.


Ensure influencer content is aligned with e-commerce needs (conversion-focused, proper tagging, product highlights).


2. Brand Building & Creative Team
Collaborate with Brand/Creative teams to ensure:


PDPs (Product Detail Pages) have updated photos, benefits, and brand-consistent look
Campaign visuals are optimized for Shopee/TikTok conversion
Live selling materials (scripts, boards, spiels) reflect brand tone
Creatives produced match platform requirements (scroll-stopping, CTA-focused)


3. Organic Social Media Team
Provide weekly insights to guide social media directions:
What products are trending
What questions buyers are asking
What objections need addressing in content
4. Logistics & Operations
Sync inventory forecasts with operations to avoid OOS situations.
Prepare for campaign stocks well ahead.
Ensure warehouse SLAs and fulfillment uphold platform compliance.