Job Description

The FBT Seller Growth team is TikTok Shop's front-line growth team responsible for driving scalable FBT adoption among core US L2L and POP merchants. Acting as the central connector between sellers, product, operations, and cross-functional partners, the team runs structured programs that promote widespread and advanced FBT usage — directly supporting the platform's 2026 FBT penetration goals.

Responsibilities

1. Serve as the go-to logistics solution expert for FBT merchants — systematically identifying and resolving merchant pain points across inbound, inventory planning, IBR creation, and first-mile logistics, delivering solutions that drive successful onboarding and sustained FBT utilization growth.

2. Lead merchant qualification assessment, SOP communication, and scaled rollout for special-category logistics solutions including Aerosols, Large & Bulky, and Multi-FC virtual bundling — supporting merchants through operational questions as they adopt new FBT capabilities.

3. Drive merchant-side adoption of FBT value-added services (VAS) — including Dekitting, Market Inserts, Packaging Customization, Kitting, and Mystery Bundles — by identifying target merchant use cases, scoping demand, and partnering with operations to bring these capabilities to market and into active merchant use.

4. Lead competitive rate benchmarking for new categories and logistics networks (e.g., Large & Bulky) — collecting merchant pricing sensitivity and adoption scenario data, and producing data-backed pricing strategy recommendations to influence Rate Card design in partnership with Strategy and Procurement teams, ensuring FBT remains competitively priced.

5. Represent the Seller Growth perspective in new-category logistics network buildouts (e.g., Aerosols, Large & Bulky) — contributing to LSP qualification assessments, FC layout design, and capacity planning to ensure infrastructure build cadence aligns with merchant readiness and launch timelines, while proactively surfacing merchant experience risks to operations teams.

6. Systematically capture and analyze merchant logistics feedback and operational pain points, conduct root cause analysis, and translate findings into actionable product and business improvement proposals that drive continuous enhancements to FBT logistics capabilities and merchant experience.

7. Support sales enablement for FBT rate card updates, policy changes, and new capability launches — including developing training materials, updating Seller Academy content, and designing one-on-one talking points that empower BD and AM teams to effectively convey FBT value to merchants.

8. Support FBT eligibility management for major campaigns (SBD, BAP, etc.) — partnering with BD/AM teams on exemption reviews, merchant compliance coaching, and FBT utilization sprint execution ahead of campaign gates.