TikTok Shop Account Manager (Global E-commerce)

Ajmal Perfumes India · India

Location

Mumbai / India

Department

Global E-commerce

Reporting To

Head – Global E-commerce

Role Overview

We are looking for a highly hands-on, performance-driven TikTok Shop Account Manager to drive growth across our international TikTok Shop markets.

The role will be responsible for end-to-end TikTok Shop performance across selected markets, while managing and challenging external agencies in other markets.

The candidate will own the TikTok Shop growth agenda across sales, TikTok Shop Ads, affiliates, creators, promotions, LIVE commerce, product assortment and conversion , with a strong focus on delivering GMV, ROAS/TROAS and profitable growth .

This is not an agency coordination role . We are looking for someone who understands TikTok Shop deeply and is capable of going into the platform, analysing data, identifying opportunities and executing optimizations independently.

Key Responsibilities

1. TikTok Shop Business Ownership

• Own end-to-end TikTok Shop performance for assigned markets.
• Deliver monthly and annual:
• GMV
• Orders
• AOV
• Advertising revenue
• ROAS/TROAS
• Contribution / profitability targets
• Develop market-level growth plans and identify opportunities to scale the business.
• Track daily performance and proactively address gaps against targets.
• Identify winning products, creators, content formats and campaigns and scale them.

2. TikTok Shop Ads – Hands-on Management

• Personally manage TikTok Shop advertising for assigned markets.
• Build, launch and optimize campaigns.
• Manage budgets, bids and campaign structures.
• Analyse performance by:
• Product
• Creative
• Creator
• Audience
• Campaign
• Placement
• Search term / keyword where applicable
• Continuously optimize spend towards the highest-return products and creatives.
• Identify opportunities to scale campaigns while maintaining target ROAS/TROAS.
• Cut inefficient campaigns and reallocate budgets quickly.
• Monitor campaign fatigue and identify when creatives need to be refreshed.
• Test different products, creatives, hooks, offers and campaign structures.
• Understand and utilize TikTok's automated commerce/ad solutions effectively rather than relying solely on default platform recommendations.

3. TikTok Shop Affiliate & Creator Management

• Develop and manage the TikTok Shop affiliate strategy.
• Identify high-performing creators and affiliates.
• Build a structured creator acquisition and activation program.
• Monitor creator-level:
• GMV
• Orders
• Conversion
• Content output
• ROI
• Commission
• Identify high-potential creators and scale relationships with them.
• Analyse which creator profiles, content styles and hooks drive conversions.
• Develop strategies to increase the number of active selling creators.
• Manage affiliate commissions and ensure they are commercially viable.
• Work with agencies / creator networks where applicable.

4. Content & Creative Performance

• Work closely with creative teams, agencies and creators to develop high-converting TikTok content .
• Identify winning creative patterns based on performance data.
• Analyse:
• Hook
• First 3-second performance
• Watch time
• CTR
• Product clicks
• Add-to-cart
• Conversion
• GMV
• Develop a systematic creative testing framework.
• Identify winning videos and scale them through paid media.
• Ensure continuous flow of fresh content to avoid creative fatigue.
• Translate performance insights into clear briefs for creators and creative teams.

5. LIVE Commerce

• Develop the TikTok Shop LIVE commerce strategy for assigned markets.
• Plan LIVE calendars around:
• Product launches
• Promotional events
• Mega campaigns
• Seasonal events
• Track LIVE performance including:
• LIVE GMV
• Viewers
• Engagement
• Product clicks
• Conversion
• AOV
• Revenue per LIVE hour
• Identify winning hosts, products and LIVE formats.
• Work with agencies / creators to improve LIVE performance.

6. Promotions & Commercial Strategy

• Plan TikTok Shop promotions in conjunction with the commercial team.
• Evaluate the impact of:
• Discounts
• Vouchers
• Flash sales
• Bundles
• Free shipping
• Platform promotions
• Creator commissions
• Ensure promotions are commercially viable.
• Develop strategies to maximize GMV during major TikTok shopping events.
• Balance GMV growth with profitability .

7. Product & Assortment Management

• Identify products with the highest potential for TikTok Shop.
• Analyse SKU-level:
• GMV
• Conversion
• Traffic
• AOV
• Reviews
• Return rate
• Advertising performance
• Recommend products to push through creators and paid media.
• Develop hero-SKU strategies.
• Identify products suitable for:
• Creator seeding
• Affiliate campaigns
• LIVE
• Paid advertising
• Promotional campaigns
• Ensure adequate inventory for high-performing products.

8. Agency Management

For markets where TikTok Shop is managed by an external agency:

• Own the overall agency relationship and performance.
• Set clear monthly GMV, spend and ROAS/TROAS targets.
• Review agency performance on a weekly and monthly basis.
• Challenge agency recommendations using data.
• Ensure the agency is actively:
• Optimizing Ads
• Recruiting creators
• Scaling affiliates
• Producing content
• Improving LIVE performance
• Testing new products
• Review agency reports and independently validate performance.
• Benchmark agency-managed markets against internally managed markets.
• Replicate winning strategies across markets.
• Hold agencies accountable for agreed KPIs and deliverables.

The candidate should be capable of going into the TikTok Shop account themselves and determining whether the agency is genuinely optimizing the business.

9. Analytics & Performance Management

Build and maintain daily/weekly TikTok Shop dashboards covering:

• GMV
• Orders
• AOV
• Traffic
• Product views
• Add-to-cart rate
• Conversion rate
• Advertising spend
• ROAS/TROAS
• CAC
• Affiliate GMV
• Affiliate commission
• Creator GMV
• LIVE GMV
• Paid vs. organic GMV
• SKU-level performance
• Creative performance
• Stock availability

Go beyond reporting and identify why performance changed and what action needs to be taken .

10. Growth & Experimentation

• Constantly test new:
• Products
• Creators
• Affiliates
• Creatives
• Offers
• Campaign structures
• Ad formats
• LIVE formats
• Develop a structured test-and-learn framework.
• Document learnings and scale successful experiments.
• Identify emerging TikTok trends and translate them into commercial opportunities.
• Benchmark competitors and leading TikTok Shop brands.

11. Inventory & Operational Coordination

• Work closely with Inventory & Supply Chain teams to ensure sufficient stock for TikTok Shop.
• Forecast stock requirements based on expected TikTok Shop sales and campaigns.
• Flag potential stock-outs before scaling campaigns or creators.
• Coordinate with fulfilment and warehouse teams.
• Monitor cancellations, fulfilment issues and customer complaints.
• Ensure operational issues do not negatively impact TikTok Shop performance.

Candidate Profile

Experience

• 3–7 years of experience in e-commerce, TikTok Shop, performance marketing or marketplace management.
• Strong hands-on experience with TikTok Shop , preferably US/UK/EU or other international markets.
• Experience managing TikTok Shop Ads is strongly preferred.
• Experience with affiliate/creator marketing is essential.
• Experience managing agencies is an advantage.
• Experience in Beauty, Fragrance, FMCG, Fashion or Consumer brands preferred.

Technical Skills

Strong understanding of:

• TikTok Shop Seller Center
• TikTok Shop Ads
• Affiliate Center
• Creator/affiliate management
• Product and SKU analytics
• LIVE commerce
• Promotional tools
• TikTok Shop reporting
• Performance marketing