We are seeking a strategically minded, results-driven Business Development professional to accelerate our growth specifically through TikTok Shop and social commerce ecosystems.
The ideal candidate possesses a unique hybrid personality: the hustle and negotiation skills of a BD, combined with the analytical product-curation instincts of an E-commerce Buyer/Merchandiser. You will be responsible for identifying high-potential e-commerce sellers, managing product assortments, negotiating exclusive deals, and helping merchants optimize their revenue potential via TikTok’s live-streaming and short-video architecture.
Key Responsibilities1. Merchant Acquisition & Seller Management (The BD Hustle)- Identify, pitch, and onboard top-tier e-commerce sellers, brands, and distributors onto our TikTok Shop ecosystem.
- Act as a strategic consultant to sellers, educating them on how to optimize their TikTok Shop setups, live streams, and short-video affiliate strategies.
- Negotiate commercial terms, commission overrides, and exclusive product drops/campaign mechanics with merchants.
- Analyze TikTok viral trends, consumer buying behavior, and e-commerce data to identify "hero products" and high-demand categories.
- Work closely with onboarded sellers to curate the right product mix, ensure inventory readiness, and manage competitive pricing structures.
- Develop promotional calendars and campaign-specific bundles (e.g., Double-Day sales, Mega Campaigns) to maximize Gross Merchandise Value (GMV).
- Partner with internal Content and Creator Operations teams to match your acquired sellers' products with the right TikTok Creators/Affiliates.
- Monitor daily/weekly seller metrics (GMV, fulfillment rates, out-of-stock ratios) and step in with operational solutions when needed.
RequirementsExperience & Background
- 3–5 years of experience in Business Development, Category Management, or Merchandising/Buying within a major e-commerce platform (e.g., Shopee, Lazada, TikTok Shop), an enabler, or a fast-paced retail brand.
- Deep TikTok Shop Expertise: A solid, practical understanding of how TikTok Shop operates, including the affiliate console, live-stream operations, and creator matching mechanics.
- Proven track record of managing and growing relationships with digital merchants and online sellers.
- Commercial Acumen: Strong negotiation skills with a deep understanding of e-commerce margins, take rates, and pricing psychology.
- Data-Driven Merchandising: Proficiency in Excel/Google Sheets to analyze sales data, track category performance, and forecast inventory needs based on content trends.
- The "Buyer" Eye: Has a natural instinct for what products will sell, what looks good on a digital shelf, and how to spot a viral product trend before it peaks.
- The "BD" Grit: Outgoing, resilient, and proactive. Not afraid to cold-call, network, and hustle to get the best sellers on board.
- Adaptability: Thrives in the highly volatile, fast-paced world of social commerce where trends change weekly.
Skills Required
- 3–5 years of experience in business development, category management, or merchandising/buying within e-commerce, retail, or a related fast-paced environment
- Practical expertise with TikTok Shop, including the affiliate console, live-stream operations, and creator matching mechanics
- Proven experience managing and growing relationships with digital merchants and online sellers
- Strong commercial acumen and negotiation skills, including knowledge of e-commerce margins, take rates, and pricing psychology
- Proficiency in Excel or Google Sheets for sales analysis, category performance tracking, and inventory forecasting
- Ability to identify high-potential products, analyze consumer trends, and curate commercially effective assortments
- Outgoing, resilient, proactive, and comfortable with cold calling and networking
- Ability to adapt in a fast-paced, volatile social-commerce environment
What We Do
Igloo is a full stack insurtech startup founded in 2016. It leverages big data, real-time risk assessment and end-to-end automated claims management to create innovative B2B2C insurance solutions for platform partners and insurers. Igloo’s insurance solutions enable companies to eliminate their exposure to operational risk, create new revenue streams and optimise and enhance existing products.
