KA Commercial Lead Sales · Jellycat Shanghai

Jellycat is a privately owned design-lead, gift brand and company, creating innovative and luxury soft toys and accessrories for all ages that are loved around the world. With a strong and growing wholesale presence in China, we partner with premium retailers to expand Jellycat’s reach and share joy through exceptional brand experiences.

The KA Commercial Lead is a newly-created senior role designed to strengthen the leadership, commercial acumen, and strategic capability within Jellycat’s National Accounts business. Working directly with the sales Director-wholesale China, this role co‑builds the commercial strategy for strategic retail partners and leads a team responsible for delivering exceptional execution, relationship strength, and revenue performance.

This position exists because our National partners require senior resource to build structured commercial thinking, elevate negotiations, and provide leadership depth.

The Commercial Lead will set the standard for commercial excellence across China, guiding our strategic partners through best‑in‑class planning, negotiation, brand execution, and premium retail experience, always protecting positioning and joyful fan experience.

• Lead and develop a team of Senior Account Managers, ensuring clarity, capability building, and high performance.
• Provide coaching and commercial guidance to grow confidence and strengthen negotiation and planning skills.
• Support succession planning and future leadership development across the organisation.

• Partner with the wholesale sales director to build annual commercial execution strategy and long-range roadmaps.
• Bring commercial discipline, structure, and data driven thinking to key account planning.
• Influence internal decision-making regarding space, channel mix, strategic investment, and account prioritization.

• Ensure partners deliver premium Jellycat execution across all stores.
• Collaborate with Brand, VM, Creative & Activations to elevate experiences
• Ensure all activity aligns with brand guidelines and contributes to joyful, iconic fan experiences.

• Oversee forecast accuracy, demand signals, and stock flow to maximise revenue and sell through.
• Work cross functionally with Sales & Demand Planning, Supply Chain, Operations, Finance to ensure effective execution.
• Support partners with clarity on availability, allocations, launch dates, and seasonal critical paths.

• Influence and collaborate internally across Marketing, Brand, VM, Finance, Operations, Planning, and Product to ensure aligned execution.
• Provide insight, market intelligence, and directional recommendations to senior leadership.
• Ensure the Nationals team is fully aligned to global strategic direction, commercial frameworks, and luxury brand standards.

• 7+ years in national account management, commercial leadership, or strategic retail management.
• Experience managing teams and developing commercial talent.
• Strong track record in negotiations, JBP ownership, commercial planning and managing large retail partnershipsli>
• Experience with premium or luxury brands strongly preferred.
• Financially literate: margin levers, profitability, forecasting, KPIs.

• High commercial IQ with strong strategic judgement.
• Excellent communicator with senior presence.
• Strong negotiation, influencing and problem solving ability.
• Highly organised with strong analytical capability.
• Skilled people leader who builds trust and motivates others.
• Capable of balancing strategy with day to day commercial execution.

• A joyful, premium brand ambassador for Jellycat.
• Calm under pressure; positive, collaborative and solutions oriented.
• Fan first mindset with high attention to detail.
• Curious, imaginative and accountable.
• Proud to lead by example and raise standards for the organisation.