Business Development Specialist

Igloo

Bangkok, ThailandHybridJobNo compensation foundPosted 1mo agoVerified open 3 days ago

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At a glance

Compensation

No compensation found

Location

Bangkok, ThailandHybrid

Work Authorization

Not specified

Job overview

Igloo is hiring a Business Development Specialist. The Business Development Specialist will drive growth through TikTok Shop and social commerce, identifying high-potential e-commerce sellers and managing product assortments. This role involves negotiating exclusive deals and helping merchants optimize revenue via TikTok's live-streaming and short-video architecture. The ideal candidate combines strong negotiation skills with analytical product-curation instincts.

Key focus areas include 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, and Negotiate commercial terms, commission overrides, and exclusive product drops/campaign mechanics with merchants.

Successful candidates bring Deep TikTok Shop Expertise. Important skills include TikTok Shop, Social Commerce Ecosystems, Negotiation, Product Curation, E-commerce Buyer/Merchandiser Instincts, and Identifying High-Potential E-commerce Sellers.

Skills & qualifications

RequiredNice to have

Skills

TikTok ShopSocial Commerce EcosystemsNegotiationProduct CurationE-Commerce Buyer/Merchandiser InstinctsIdentifying High-Potential E-Commerce SellersManaging Product AssortmentsNegotiating Exclusive DealsOptimizing Revenue Potential via TikTok's Live-Streaming and Short-Video ArchitectureMerchant AcquisitionSeller ManagementPitchingOnboarding Top-Tier E-Commerce SellersStrategic ConsultingOptimizing Live StreamsOptimizing Short-Video Affiliate StrategiesNegotiating Commercial TermsNegotiating Commission OverridesNegotiating Exclusive Product Drops/Campaign MechanicsAssortment CurationTrend AnalysisAnalyzing TikTok Viral TrendsAnalyzing Consumer Buying BehaviorAnalyzing E-Commerce DataIdentifying Hero ProductsIdentifying High-Demand CategoriesCurating Product MixEnsuring Inventory ReadinessManaging Competitive Pricing StructuresDeveloping Promotional CalendarsDeveloping Campaign-Specific BundlesMaximizing Gross Merchandise ValueCollaborationMonitoring Seller MetricsOperational SolutionsAffiliate ConsoleLive-Stream OperationsCreator Matching MechanicsManaging Relationships With Digital MerchantsGrowing Relationships With Online SellersCommercial AcumenUnderstanding E-Commerce MarginsUnderstanding Take RatesUnderstanding Pricing PsychologyData-Driven MerchandisingExcelGoogle SheetsAnalyzing Sales DataTracking Category PerformanceForecasting Inventory Needs

Qualifications

3-5 Years Business Development Experience3-5 Years Category Management Experience3-5 Years Merchandising/Buying Experience Within a Major E-Commerce Platform3-5 Years Merchandising/Buying Experience Within an Enabler3-5 Years Merchandising/Buying Experience Within a Fast-Paced Retail BrandProven Track Record of Managing and Growing Relationships With Digital Merchants and Online Sellers

Full job description

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 Responsibilities 1. 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. 2. Assortment Curation & Trend Analysis (The Merchandiser/Buyer Mindset)
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). 3. Cross-Functional Collaboration
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.

Experience & 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. Technical Skills & Competencies
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. Personality Traits & Soft Skills
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.

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