Commercial Lead

Job Summary:

The Commercial Lead – TikTok is responsible for driving revenue growth, profitability, and market share through the TikTok ecosystem. This role will lead end-to-end commercial strategy across TikTok Shop, including content-driven commerce, creator partnerships, and platform collaborations.

The role requires strong commercial acumen, deep understanding of social commerce, and the ability to translate content and trends into measurable business results.

 

Key Responsibilities

1. Revenue & Business Growth

• Own and deliver revenue (GMV) and margin targets for TikTok Shop
• Develop and execute growth strategies across live selling, affiliates, and short-form content
• Identify and unlock new revenue opportunities within the platform

2. Platform & Partner Management

• Build and maintain strong relationships with TikTok platform teams and brand partners
• Lead joint business planning (JBP) and align on commercial goals and campaign strategies
• Collaborate with partners to maximize platform support and growth opportunities

3. Content & Creator Strategy

• Oversee TikTok-first content strategies that drive traffic and conversion
• Develop and scale creator and affiliate ecosystems
• Ensure alignment between content, campaigns, and commercial objectives

4. Commercial & Contract Management

• Lead negotiations for commercial agreements, trading terms, and partnerships
• Ensure profitability and sustainability of all commercial engagements

5. Team Leadership & Development

• Lead, coach, and develop a high-performing team
• Foster a culture of accountability, innovation, and continuous improvement
• Set clear KPIs and monitor team performance

6. Performance Management & Analytics

• Track, analyze, and optimize key performance metrics (GMV, conversion, ROI, etc.)
• Conduct regular business reviews and provide actionable insights
• Use data to inform strategy and decision-making

7. Operations & Cross-Functional Collaboration

• Manage budgets, resources, and operational planning
• Work closely with internal teams (marketing, operations, finance) to ensure execution excellence
• Establish effective processes and ways of working across stakeholders

8. Innovation & Market Insights

• Stay updated on TikTok trends, tools, and algorithm changes
• Identify opportunities to pilot new formats such as live commerce and creator-led selling
• Drive continuous improvement through testing and learning

Qualifications

Education

• Bachelor’s degree in Business, Marketing, E-commerce, or related field

Experience

• Minimum of 5 years of experience in e-commerce, digital, or social commerce
• At least 3 years in a leadership or managerial role
• Experience with TikTok Shop or similar platforms is highly preferred

Core Competencies

• Strong commercial and business acumen
• Deep understanding of e-commerce and social commerce metrics
• Data-driven with strong analytical skills
• Excellent communication and stakeholder management
• Proven leadership and team development capability
• Ability to work in a fast-paced and dynamic environment

Skills

• Strategic thinking and execution
• Negotiation and partnership management
• Performance marketing and content understanding
• Problem-solving and decision-making
• Time and project management

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