Key Account Manager - E-Commerce Marketplaces

Mercado Libre & TikTok Shop

Mexico City · Full-time

Growth track: LATAM Marketplace Lead

Reports to: Head of E-commerce, LATAM

Direct reports: 2 (Marketplace Executive / Analyst)

Scope: Mexico today, LATAM as the region scales

Model: 3P — we operate our own seller accounts THE OPPORTUNITY

We are building the e-commerce organization for one of the world’s fastest-growing collectible brands, with marketplaces at the center of our growth across Latin America.

As Key Account Manager , you will own Mercado Libre and TikTok Shop as true business channels—driving sales, profitability, brand presence, and customer experience across our 3P seller accounts.

This role offers significant growth potential. As the business expands, we expect the successful candidate to grow into a Marketplace Lead for Latin America , building the marketplace playbook in Mexico and helping scale it across future markets.

WHAT YOU WILL OWN

Commercial performance and channel P&L;

- Own the sell-out and revenue plan for our seller accounts on Mercado Libre and TikTok Shop Mexico: monthly, quarterly and annual targets by platform and by IP / product line.
- Own the channel P&L; end to end. In a 3P model that means GMV less platform commission, payment and fulfilment fees, shipping and storage, returns and cancellations, media investment and markdown — and defending contribution margin after all of it, not GMV.
- Own consumer pricing and price architecture on both platforms. We set the retail price directly, so consistency against DTC, other marketplaces, physical retail and the grey market is ours to manage — along with the promotional depth we choose to fund and when we choose not to.
- Build and negotiate the joint business plan with each platform’s seller and category team: commission structure and rebates, co-investment, campaign and deal-day participation, exposure and placement, fulfilment-program terms and account support.
- Own the promotional calendar and its economics — Hot Sale, El Buen Fin, CyberMonday, platform-led campaigns and brand drops — including how much margin we are willing to fund and what exposure we secure in return.
- Deliver the weekly and monthly business review: performance vs. plan, drivers, risks, and specific action plan. Numbers with a recommendation attached, not a report.

Seller account operations and content excellence

- Own catalogue health across both Seller Centers: listing creation and structure, variations, attributes, titles, images, rich content, category placement and search relevance.
- Drive the levers that actually move a marketplace: search ranking and organic visibility, conversion rate, the winning listing / catalogue buy box, shipping badges and fulfilment programs (e.g. Mercado Envíos Full), reviews and Q&A.;
- Own seller account health as a first-class commercial metric — reputation and seller level, claims and cancellation rates, on-time handling and delivery, policy and IP strikes. On a 3P account reputation is not a service KPI: it governs exposure, shipping cost and, at the limit, whether the account can keep selling.
- Own the post-sale experience with Customer Service and Logistics: questions and messages answered within SLA, claims and mediations, returns, refunds and the reverse-logistics cost that comes with them.
- Own the platform cash cycle with Finance: settlement and payout reconciliation, commission and fee validation, retained or withheld funds, chargebacks,



invoicing and dispute recovery. The platform collects the money and releases it to us — verifying it is released correctly, and in full, is part of the job.
- Set the operating rhythm for the channel — the checks, dashboards and controls that make performance predictable rather than reactive.

Traffic, media and content-commerce

- Own the on-platform media plan and its efficiency: Product Ads / Mercado Ads on Mercado Libre and TikTok Shop ad formats (video shopping ads, LIVE, GMV-Max style automated campaigns), managed to a TACOS / ROAS target agreed with Marketing and Finance.
- For TikTok Shop specifically: own the affiliate and creator program, the LIVE calendar and the drop mechanic — this channel is a content business with a checkout attached, and it will not be run with a marketplace mindset alone.
- Work with Brand and Marketing so that campaigns, seeding and influencer activity convert into channel sell-out, and so that assets we pay for are cleared and usable in paid media.

Demand planning, inventory and launches

- Own the channel demand forecast and the inventory position. In 3P we carry the stock and the risk: coverage, days on hand, ageing and stranded units, and the trade-offs between scarcity and availability that a drop-driven, blind-box business creates.
- Own inventory placement and replenishment into the platforms’ fulfilment programs (e.g. Mercado Envíos Full): what we send, how much and when — weighing the badge, conversion and shipping-cost benefits against storage and ageing fees.
- Plan and execute launches: allocation by platform, listing readiness ahead of go-live, stock physically positioned in time, D-day execution, and post-launch reads within the first 48–72 hours.
- Escalate the hard calls early — where allocation should go, when to hold, when a listing is cannibalizing another — with the analysis that lets someone decide.

Brand and marketplace protection

- Monitor and act on unauthorized sellers, counterfeit and grey-market listings, price erosion and MAP breaches across both platforms.
- Work with Legal and the platforms’ IP and brand-protection programs to keep the official presence clean and the price architecture intact — in a category where this is a permanent, not occasional, workload.

Leading and developing the team

- Lead a team from day one: set priorities, define ways of working, review the work, and hold the standard.
- Develop them deliberately — clear objectives, regular one-to-ones, feedback that is specific, and real delegation of ownership rather than tasks.
- Lead through partners as well as people: agencies, 3P operators, logistics providers and platform account teams.
- Build documentation and playbooks as you go. The work only scales into other countries if it is written down.

The regional track

- As the region grows, take the Mexico playbook into new markets — starting with the platform-and-country combinations where we already have demand ahead of infrastructure.
- Adapt rather than copy: operating model (1P vs. 3P vs. distributor), pricing architecture, fulfilment,



tax and import structures and consumer behavior all change across LATAM.
- Represent the channel in regional and headquarters forums with the credibility that comes from having run it.

WHAT YOU NEED TO HAVE Must-have

- 5+ years in e-commerce or marketplace channel management, including at least 3 years running 3P seller accounts hands-on (Mercado Libre, Amazon Seller Central, TikTok Shop, Shopee or equivalent) with ownership of the channel P&L.; Experience exclusively on the 1P / vendor side, or exclusively supervising an agency that operated the account, is a different job and does not transfer cleanly to this one.
- Proven experience managing people — you have had direct reports, set their objectives, given them feedback and developed at least one of them into a bigger role.
- Real platform depth, not surface familiarity. You have worked inside Seller Center yourself. You can explain how ranking works on the platforms you have run, what moved conversion for you, how you protected reputation and account health, how you used the fulfilment programs, and what you did when the algorithm or the fee structure changed.
- Commercial and analytical fluency. You are comfortable in a channel P&L;, you can rebuild a platform settlement line by line, you build your own analysis, and you translate data into a decision with a recommendation and a number attached. Advanced Excel / Sheets is assumed; BI tools (Power BI, Looker, Tableau) are a plus.
- Negotiation experience with platforms or major accounts — commercial terms, co-investment and campaign participation, not only day-to-day account management.
- Spanish and English, both professional working level. You will operate locally in Spanish and report, present and negotiate in English.
- Ownership as a default. This is a channel that is still being built. We need someone who closes the gap rather than reporting it.

Strongly preferred

- Experience across more than one country — having run, launched or supported a channel outside Mexico (Brazil, Argentina, Chile, Colombia, or a regional role) is a significant advantage and is directly relevant to where this role goes next.
- Portuguese, even at a basic or intermediate level, given the weight of Brazil in the region.
- Direct TikTok Shop experience: affiliate programs, LIVE commerce, creator-led selling and content-driven conversion.
- Experience in a category with launch or drop dynamics — collectibles, toys, sneakers, beauty, gaming, limited editions — where scarcity, allocation and hype management are part of the commercial job.
- Experience in a fast-scaling or newly launched market operation, where the process did not exist yet and had to be created.
- Exposure to brand protection, unauthorized sellers or grey-market control on marketplaces.

HOW WE WORK

- We prefer clarity over polish: bring the real number, including when it is bad, with what you propose to do about it.
- We move at the speed of the category. Launch windows do not wait for a perfect plan.
- We are cross-functional, by necessity — Marketing, Supply Chain, Finance, Legal and Retail, all touch this channel. The people who succeed here are the ones others want to work with.
- Note for candidates: this role is scoped as a Key Account Manager with an explicit development path to Marketplace Lead, LATAM. That progression is based on performance and on the growth of the region — it is the intent behind the hire, and it is not a guarantee of a timeline.

📌 Key Account Manager - E-Commerce Marketplace (Ciudad de México)
🏢 POP MART
📍 Ciudad de México