Enterprise Growth & Commercial Strategy Manager - SPX Express
Indeed|Shopee|Thành phố Hồ Chí Minh|29 Jul 2026
JOB DESCRIPTION
Department Operations
LevelExperienced (Team Lead)
LocationHo Chi Minh City
The Operation teams at Shopee covers the operational end-to-end process, from when the buyer searches for a product listed on the Shopee platform, to the moment the buyer receives the products. The team analyses and monitors operational KPIs across the region and conducts root cause analysis when operation performance fluctuates. The Operations team comprises Customer Service, Payment, Listings, Warehouse, Logistics, Seller Operations and Fraud.
Job Description:
This role owns commercial growth for SPX Express's Brand & Corporate segment — a portfolio that demands customized service, technical integration (API), longer evaluation cycles, and a much higher standard of account care.
The role requires someone who can operate credibly in front of senior, sophisticated buyers,procurement, supply chain, and sometimes regional/HQ stakeholders, shaping commercial strategy for a segment where deals are fewer, larger, and structurally complex.
1. Enterprise & Brand Business Development
- Identify, prioritize, and pursue target brand/corporate accounts (manufacturers, retailers, fulfillment dependent businesses)
- Lead a consultative, multi-stakeholder commercial cycle: understand the client's supply chain/fulfillment needs, shape a customized solution, and manage a longer evaluation and procurement process through to signed contract
- Build and manage a pipeline appropriate to enterprise sales cycle length and deal complexity, fewer accounts, higher value, longer cycle, more touchpoints
2. Solution & Commercial Deal Structuring
- Design customized service propositions (SLA commitments, fulfillment model, delivery requirements) tailored to each brand/corporate client's operating model not a standard rate card
- Coordinate with Product/Tech on API integration requirements and technical feasibility before committing to a client's technical requirements
- Structure commercial terms (pricing, SLA, volume/service commitments) that balance client requirements against SPX's operational and margin constraints; work with Pricing/Finance on non-standard, high-complexity deals
3. Strategic Account Management & Growth
- Own the commercial relationship post-onboarding as a high-touch, senior-level relationship
- Track service and volume performance against contract; proactively identify expansion opportunities (new brands within a group, additional fulfillment scope, new regions)
- Serve as the client's senior commercial point of contact, able to represent SPX credibly to the client's supply chain/procurement leadership when service or contract issues escalate
4. Market & Competitive Intelligence
- Track how competitors serve the brand/corporate/fulfillment segment specifically (service model, technical capability, pricing structure), this competitive set is different from the SME competitive set
- Feed client requirements and win/loss patterns back into service design, technical roadmap, and pricing for the B2B segment
5. Cross-Functional Coordination
- Work closely with Product/Tech on API integration and technical onboarding, this role must be technically fluent enough to scope requirements accurately, not just relay them
- Work with Operations to validate that customized fulfillment/service commitments are deliverable before signing
- Work with CS to ensure the account receives the elevated service level a brand/corporate client expects post-signing
Requirements:
- 6–8 years of B2B sales or account management experience selling to brands, corporates, or manufacturers, not mass/SME sales
- Experience in logistics, 3PL, fulfillment, freight, or supply chain services strongly preferred; experience selling to brand/enterprise clients in adjacent industries (e.g. enterprise FMCG distribution) also relevant
- Demonstrated ability to manage long sales cycles (6–12+ months) involving multiple stakeholders and a formal evaluation/procurement process
- Experience coordinating technical requirements (API, system integration) with a client's technical team is a strong plus