Shop - Home and Key Account Manager

Tik Tok Shop
- Home and Living Key Account Manager

Location:

Madrid

Employment Type:

Regular

Job Code:

A176121A

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About Tik Tok Shop The authenticity of Tik Tok 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, Tik Tok 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 Home and Living brands on Tik Tok Shop in Spain 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 Home and Living brands, large established sellers, and strategic merchants that are not yet on Tik Tok 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 commercial owner: opening doors at C-suite 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.

• Own the acquisition pipeline for priority Home and Living brands in ES 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, and Director-level stakeholders at target brands — Heads of E-Commerce, Digital Directors, Country GMs, DTC leads — and position Tik Tok Shop as a strategic, must-win channel, not a tactical experiment.
• Navigate complex, multi-market brand organisations — align regional 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, positioning, joint business plans, and commercial terms that are compelling to 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.

• 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 Tik Tok 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…