FMCG Key Account Manager

Responsibilities

The TikTok commerce team builds the solutions that help businesses engage audiences, inspire product discovery, and create commercial experiences on a platform where brands and merchants connect meaningfully with creators and communities. We work closely with merchants, creators, and partners to support sustainable business growth while keeping the experience safe and trusted for the community. As the business scales across global markets, we take on complex challenges across content, commerce, trust, and the differing needs of each local market. You will help shape the future of AI-native commerce, where discovery, entertainment, and buying happen in the same place. 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. We are committed to supporting merchants and creators through our safe and trusted shopping platform. 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. This is an individual contributor role with a clear dual mandate: the primary focus is acquiring major accounts — signing category-defining brands, large established sellers, and strategic merchants that are not yet on TikTok Shop or are under-scaled. A substantial part of the role is dedicated to incubation and long-term growth — owning these accounts on an ongoing basis, driving sustained growth, and scaling successful partners into additional EU markets. You will operate as a senior commercial owner: opening doors at C-suite and senior level, closing partnerships end-to-end, and then continuing to drive those accounts to scale through content, creator, and campaign activation. You must be credible in a boardroom, eager in a pipeline review, and comfortable navigating complex brand organisations that span multiple markets and nationalities. Role & Responsibilities Major Account Acquisition: - Own the acquisition pipeline for priority brands in FR and selected EU markets — identify, prospect, pitch, and sign strategic accounts that move category GMV. This is a direct sales mandate, not a wait-for-inbound role. - Lead end-to-end commercial closings — from first outreach through term sheet, onboarding, and first 90 days of activation. You carry the number; you carry the deal. - 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, not a tactical experiment. - Navigate complex, multi-market brand organisations — align local market teams, EU HQ, regional commercial leads, and category directors around a single partnership vision. Many of these brands have decision-making split across countries; you must map and unblock that. - 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 — this is not a handoff role. You sign the account, you keep it, and you are accountable for its 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 — what works for a FR partner should be packaged so the EU KA team can deploy it across other categories and countries. You are expected to contribute IP, not just run your own book. - Surface structural insights — competitive gaps, product friction, policy barriers, category trends — and feed them back into category strategy, product, and leadership so the next acquisition and growth cycle is easier than the last. - 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 — you have personally closed enterprise-level deals or signed major brand/merchant partnerships. This is not a pure account management role; we need a hunter. - Experience engaging senior stakeholders and closing deals that require aligning multiple decision-makers across complex organisations. - Strong commercial acumen — you can 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 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 industry — brands, retailers, distributors, marketplace merchants, or agency relationships that can accelerate acquisition. - Deep knowledge of the European 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, and results-oriented. Collaborative, open to change, fast learner with sound judgment and structured thinking.

Job Information