Business Development Manager

Key Responsibilities:

• Identify, qualify, and close new brand/seller opportunities for ZALORA 1SS across priority markets and categories.
• Create and maintain a healthy pipeline via outbound prospecting (email/LinkedIn/calls), partner referrals, and events; track progress in CRM with clear next steps.
• Define target lists, outreach sequences, and deal strategies; tailor value propositions based on each prospect’s pain points (logistics, cross-border expansion, operational efficiency).
• Run discovery, solutioning, pricing alignment, negotiations, and contracting; coordinate internal approvals and ensure commercial terms meet margin/volume targets.
• Present 1SS service scope and operating model (e.g., fulfilment, returns, cross-border enablement, platform integration), addressing objections and compliance requirements.
• Create sales enablement materials (pitch decks, one-pagers, ROI calculators, case studies) and continuously refine messaging based on market feedback.
• Monitor competitor offerings, pricing, and fulfilment models; translate insights into improved go-to-market strategies and sales plays.
• Support quarterly/annual GTM plans for 1SS, including segment prioritisation, channel strategy, and campaign calendars with Marketing/Operations.
• Lead onboarding as a structured project from signed agreement to first go-live, ensuring timeline, scope, owners, and milestones are defined and tracked.
• Act as the main point of contact across Operations, Tech/Integration, Finance, Legal, Category, Customer Service, and Warehouse teams to ensure smooth execution.
• Gather partner operational and system requirements (catalogue, shipping lanes, returns rules, SLA expectations) and translate into an implementation plan.
• Ensure data, system connections, testing, and process readiness are completed; manage risks/issues and unblock dependencies proactively.
• Validate SOP alignment (inbound, storage, pick/pack, dispatch, returns, claims) and confirm SLA/KPI definitions before go-live.
• Run go-live checklists, hypercare period, and post-launch reviews; document learnings and implement improvements for future onboardings.

Requirements:

• Experience: 5–8 years in B2B sales / partnerships / business development, ideally in e-commerce, logistics, SaaS, or fulfilment solutions.
• Strong hunting capability, consultative selling, structured project management, stakeholder management, and data-driven reporting.
• Comfortable with CRM (e.g., Salesforce/HubSpot), spreadsheets, and creating decks; familiarity with fulfilment/marketplace operations is a plus.
• Nimble, agile, able to nurture relationships and to handle the job effectively
• Diligent, organized and methodological with excellent communication
• Strong Microsoft Office skills (Excel, Word and PowerPoint).
• Number-oriented person, skilled in working with data tools (e.g. Tableau, etc)
• Interest in driving business improvements through analysis and data-driven decision making

The ZALORA Story

ZALORA exists for the millions of fashion consumers in Asia, seeking a shopping experience focused on their unique styles, trends and fit. As Asia’s leading online fashion destination, ZALORA was founded in 2012 and has a presence in Singapore, Indonesia, Malaysia & Brunei, the Philippines, Hong Kong and Taiwan. ZALORA’s localised sites offer an extensive collection of top international and local brands, as well as our own in-house labels across apparel, shoes and accessories for men and women. ZALORA is part of Global Fashion Group, the world’s leader in online fashion for emerging markets.

ZALORA is not obligated to accept resumes from any third parties on behalf of potential candidates for any position (advertised or otherwise) by any means, unless ZALORA has executed a written agreement with such third party and has expressly requested such third party for candidate referrals. Third parties who provide unsolicited resumes of candidate(s) shall waive and forfeit all rights to claim for any placement fees or referral fees in the event that such candidate is eventually engaged or employed by ZALORA or Global Fashion Group.