THE ROLE
We are seeking an accomplished, results-driven commercial professional to step into the role of Luxury Resale B2B Senior Account Manager in Japan. This position is ideal for an experienced individual contributor who seamlessly combines strong commercial acumen with deep operational expertise.
In this senior role, you will take full ownership of the long-term containment, operational performance, and B2B account retention strategies for our upfront buying and physical consignment partnerships. While your days will inevitably involve a degree of tactical, hands-on operational firefighting to keep processes moving smoothly, your primary focus must remain on driving mid-term framework optimization, establishing repeatable account playbooks, and conducting robust and data-driven reviews of partner performance. Furthermore, you will actively spearhead cross-functional continuous improvement projects alongside global teams. Reporting directly to the Luxury Resale Partnerships Senior Manager, you will serve as a key commercial pillar to scale our local B2B channels securely.
WHAT YOU'LL DO
Establish, optimize, and execute structured, repeatable B2B account playbooks to ensure frictionless onboarding for incoming partners passed down by the New Business Development team.
Monitor and enhance partner operational efficiency, evaluating structured performance metrics and recommending data-driven process improvements.
Conduct regular business reviews with active upfront buying and physical consignment suppliers to advise them on optimizing stock mix, refresh frequencies, and overall partnership health.
2. Cross-Functional Projects & Continuous ImprovementServe as the core B2B partnership stakeholder in complex, cross-functional business initiatives alongside central global teams (Buying, Operations, Finance, Tech).
Translate macro-industry performance insights into regional growth strategies, unblocking systemic friction before it affects stock inflows or margins.
Provide structured feedback on partners' processes and needs to help internal teams develop scalable solutions for long-term B2B relationship success.
3. Operational Shielding & Escalation ManagementAct as the final line of defense for partner retention by directly resolving advanced daily or weekly operational struggles.
Support financial reconciliation bottlenecks, handling disputed credit notes or billing blocks with central Finance team.
WHO YOU ARE
Experienced B2B Leader: You possess a minimum of 6 years of commercial experience in strategic B2B account management, corporate partnerships, or marketplace operations. Experience within a retail, brand, or wholesale fashion/luxury environment is highly advantageous.
Relationship Focused: You are highly skilled at building and managing relationships with key partners across different execution levels—from operational personnel to C-suite executives—as well as driving alignment across diverse internal teams.
Commercially & Analytically Minded: You possess a strong commercial mindset, translating performance and industry insights into concrete growth strategies. You deeply understand revenue drivers, market trends, and competitive positioning within the luxury resale sector.
An Expert Negotiator: You excel at strategic commercial negotiation. You possess the ability to effectively plan, influence, and drive complex discussions to secure long-term, highly profitable, and mutually beneficial agreements.
A Strategic Thinker: You are a proactive planner capable of high-level strategic thinking, linking abstract, long-range visions and multi-month operational roadmaps directly to daily execution.
Bilingual: You are fluent in Japanese and English, which is strictly required for high-stakes business negotiations, partner engagement, and seamless global collaboration.
REWARDS & BENEFITS
Flexible working environment and more!
- Generous Annual Leave entitlement
EQUAL OPPORTUNITIES STATEMENT
Skills Required
- Minimum of 6 years commercial experience in strategic B2B account management, corporate partnerships, or marketplace operations
- Experience within retail, brand, or wholesale fashion/luxury environment
- Fluent in Japanese and English
- Strong commercial mindset and analytical ability to translate performance data into growth strategies
- Proven expert negotiation skills for complex, long-term commercial agreements
- Demonstrated relationship management across operational and executive stakeholders and cross-functional alignment
- Experience handling operational escalations and financial reconciliation (disputed credit notes, billing blocks)
What We Do
FARFETCH is the leading global platform for the luxury fashion industry. Our mission is to be the global platform for luxury fashion, connecting creators, curators and consumers. Founded in 2007 by José Neves for the love of fashion, and launched in 2008, FARFETCH began as an e-commerce marketplace for luxury boutiques around the world. Today the FARFETCH Marketplace connects customers in over 190 countries and territories with items from more than 50 countries and over 1,300 of the world’s best brands, boutiques and department stores, delivering a truly unique shopping experience and access to the most extensive selection of luxury on a single platform. FARFETCH’s additional businesses include Browns and Stadium Goods, which offer luxury products to consumers, and New Guards Group, a platform for the development of global fashion brands. FARFETCH offers its broad range of consumer-facing channels and enterprise level solutions to the luxury industry under its Luxury New Retail initiative. The Luxury New Retail initiative also encompasses FARFETCH Platform Solutions, which services enterprise clients with e-commerce and technology capabilities, and innovations such as Store of the Future, its connected retail solution.
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