Job Description

Client Overview

Our client is a global technology and social commerce platform company operating one of the world’s fastest-growing digital commerce ecosystems. Combining AI-driven content discovery, short-video entertainment, live-stream commerce, and integrated marketplace technology, the company has transformed how consumers discover and purchase products across global markets.

To accelerate its expansion in Japan, the organization is strengthening its Tokyo commercial operations division to deepen penetration within the Fashion, Beauty, and Lifestyle retail ecosystem. The company operates in a fast-paced, highly entrepreneurial environment where category growth, merchant success, and ecosystem scalability are driven through data-centric decision making and high-impact commercial execution.

Job Role

The E-Commerce Category Manager will lead the strategic growth and operational management of the Fashion & Beauty category within a high-growth social commerce marketplace ecosystem in Japan. This role is responsible for driving category expansion, onboarding high-value merchants and brands, improving ecosystem GMV performance, and strengthening long-term platform competitiveness.

Acting as both a commercial strategist and marketplace growth leader, the successful candidate will oversee merchant lifecycle management, key account development, live-stream commerce initiatives, creator collaborations, and category profitability optimization. The role requires deep expertise in Japan’s fashion and beauty ecosystem, strong marketplace operational knowledge, and the ability to navigate complex cross-functional stakeholder environments.

Key Responsibilities

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  Develop and execute long-term category growth strategies for Fashion, Beauty, and Lifestyle verticals.
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  Drive overall GMV growth, merchant expansion, and category profitability through data-driven planning and execution.
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  Identify, approach, negotiate with, and onboard high-potential Japanese brands, retailers, DTC labels, and key account merchants.
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  Build and maintain strategic relationships with flagship brands, agencies, MCNs, and marketplace partners.
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  Manage end-to-end merchant operational performance, including onboarding, campaign execution, sales optimization, and account growth.
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  Provide strategic recommendations regarding pricing, content strategy, livestream commerce, promotional planning, and customer engagement.
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  Collaborate with creators, influencers, MCNs, and internal creative teams to drive livestream commerce and short-video sales campaigns.
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  Support localized creator-affiliate initiatives and content-driven sales strategies tailored to Japanese consumers.
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  Work closely with product, marketing, operations, and regional teams to improve merchant experience and marketplace efficiency.
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  Analyze market trends, competitor activity, and consumer behavior to support category strategy development.
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  Prepare performance reports, operational insights, and strategic business recommendations for senior leadership.

Requirements

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  Bachelor’s Degree in Business, Marketing, E-Commerce, Communications, or related disciplines.
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  Minimum 5 years of experience within E-Commerce, Online Marketplace, Social Commerce, or Digital Retail ecosystems.
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  Proven background in Category Management, Merchant Acquisition, Key Account Management, or Brand Partnerships.
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  Strong experience handling Fashion, Beauty, Cosmetics, Apparel, or Lifestyle categories within digital commerce platforms.
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  Experience working with Japanese retail brands, marketplace sellers, influencers, creators, or MCN ecosystems is highly preferred.
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  Prior exposure to livestream commerce, short-video commerce, or social commerce ecosystems is a major advantage.
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  Strong understanding of marketplace operations, GMV management, merchant lifecycle processes, and ecosystem growth strategies.
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  Deep familiarity with Japan’s Fashion & Beauty market, digital retail trends, and consumer behavior.
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  Strong analytical capability with experience interpreting business performance data, operational KPIs, and campaign metrics.
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  Ability to manage complex stakeholder relationships across merchants, agencies, creators, and internal departments.
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  Strong commercial mindset with excellent negotiation and relationship-building capabilities.
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  Strategic thinker with strong execution and operational management skills.
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  Entrepreneurial mindset with high ownership and adaptability in fast-moving business environments.
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  Native or business-fluent Japanese is mandatory.
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  Professional working proficiency in English is required for internal communication and regional reporting.

Job code: #686