Carousell Group

Senior Key Account Manager

West Jakarta, Jakarta, Indonesia · Hybrid · Full-time

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About the role

Description from the employer’s posting. Check the employer’s page for the current version.

EmployerCarousell Group
LocationWest Jakarta, Jakarta, Indonesia
Work styleHybrid
Employment typeFull-time
Employer posted1 month ago

Manage and grow strategic online partnerships with key e-commerce platforms, marketplaces, online retailers, and other digital partners to drive business growth.

Own partner performance and commercial targets, including revenue, transaction volume, margin, and other relevant business KPIs.

Develop and execute joint business plans with key partners to maximize sales opportunities and achieve company targets.

Build and maintain strong relationships with key decision makers and stakeholders across partner organizations.

Lead commercial negotiations covering pricing, commission, promotions, campaigns, business terms, and other partnership opportunities.

Identify and develop new business opportunities within existing partners, including new channels, programs, products, and campaigns.

Plan and execute joint promotional campaigns with partners, ensuring strong visibility, traffic, conversion, and sales performance.

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Monitor partner performance through data and business analytics, identify gaps and opportunities, and translate insights into actionable initiatives.

Work closely with internal teams such as Sales, Marketing, Operations, Product, and Finance to ensure smooth execution of partnership initiatives.

Resolve operational and commercial issues with partners and ensure timely follow-up and resolution.

Track market trends, competitor activities, and partner developments to identify opportunities and maintain competitiveness.

Prepare regular business reviews and performance reports for management, including key achievements, challenges, opportunities, and action plans.

Take ownership of end-to-end partnership initiatives, from opportunity identification and negotiation through execution and performance evaluation.

Support the development of the company's online partnership strategy and contribute to expanding the partner ecosystem.

Minimum 3–4 years of experience as a Senior Key Account Manager (Sr. KAM), managing strategic accounts and driving business growth.
Proven experience in owning commercial targets, including revenue growth, sales performance, and partner development.
Experience leading key account strategies, negotiations, and cross-functional initiatives with internal and external stakeholders.
Strong understanding of e-commerce and marketplace ecosystems, preferably with experience managing accounts on platforms such as Shopee, Tokopedia, Lazada, or similar marketplaces.
Familiarity with API integrations and marketplace connectivity, with the ability to work closely with Product and Technology teams.
Experience working with retailers, distributors, brands/principals, or digital commerce partners is highly preferred.
Strong analytical, stakeholder management, and communication skills.

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