Job Description

TikTok Shop is transforming the e-commerce landscape through seamless content-commerce integration. As the Acquisition Team Lead, you will be responsible for building and executing the merchant acquisition strategy to ensure supply richness on the platform. This is a high-impact role focused on accelerating seller growth, unlocking high-value supply, and shaping TikTok Shop’s competitive positioning in the Thai e-commerce market.

Responsibilities:

- Develop and Execute Acquisition Strategy: Own and drive TikTok Shop Thailand’s merchant acquisition strategy, focusing on bringing in high-quality sellers that align with platform goals.

a. Lead Pool Identification: Identify and prioritize high-potential lead sources—with a sharp focus on sellers capable of generating high GMV and strong revenue take rates.

b. Seller Prioritization Framework: Develop a clear, data-driven prioritization model to guide acquisition focus across categories and seller types.

c. Seller Insights & Segmentation: Understand distinct pain points, motivations, and behaviors across key seller segments—SMEs, large e-commerce merchants, social sellers, retailers, corporate/local brands, and global brands.

- Tailored Acquisition Workflow Design: Craft scalable, segment-specific acquisition workflows that address seller pain points while accelerating time-to-onboarding. This includes but not limited to:

a. Designing and maintaining standard operating procedures (SOPs) that ensure consistency, efficiency, and alignment across acquisition touchpoints.

b. Recruiting and managing a team of contractors to support lead generation, outreach, and onboarding—ensuring agility and coverage across seller segments and regions.

c. Training BPO teams from external partners to execute acquisition workflows at scale, while maintaining quality and seller-centricity.

- Incentive Program Development: Design and optimize seller incentive programs that balance business objectives with budget constraints—while enhancing TikTok Shop’s appeal over competing platforms.

- Cross-Functional Alignment & Collaboration: Collaborate closely with internal stakeholders—especially incubation teams, and category/cluster teams —to ensure strategic alignment, seamless onboarding, and effective seller handover for long-term success.

- Own KPIs of Supply Richness: Ensure a healthy and diverse seller ecosystem through KPIs such as:

a. Number of sellers onboarded

b. % of onboarded sellers by target segment

c. Number of assortments uploaded