岗位职责
- 商家招募与孵化策略：制定西班牙市场商家增长策略，覆盖规模化招募、定向拓展、入驻转化、商家激活和生命周期孵化；结合市场洞察、商家反馈和业务数据，识别重点商家分层、类目机会和增长阻碍；设计可规模化的商家孵化项目，包括商家教育、成长任务、激励机制、社群运营、线上培训和生命周期营销活动；对核心商家增长指标负责，包括招募规模、入驻转化率、活跃商家数、开播或上新表现、销售贡献、留存和高潜商家成长等；与产品、运营、类目、达人、物流等跨职能团队协作，优化商家体验并解决商家增长中的关键瓶颈；
- 外包商家孵化团队管理：搭建并管理外包商家孵化团队的运营机制，包括岗位职责、招聘标准、入职培训、绩效目标和日常管理节奏；建立清晰的业务流程和标准化作业手册，覆盖线索跟进、商家筛选、销售话术、入驻辅导、店铺配置和激活追踪；通过结构化KPI、定期复盘、质量抽检和纠偏计划，持续跟踪并提升外包团队绩效；辅导外包团队成员及团队负责人，提升其商家沟通、转化、孵化标准和业务执行纪律；在快速变化且目标导向的环境中，保持团队士气、执行节奏和结果责任感；
- TikTok Shop Partner服务商管理：招募、入驻并管理TikTok Shop Partner，包括支持商家入驻、内容生产、店铺运营、直播电商、广告投放和增长服务的服务商；制定西班牙TSP发展策略，包括服务商分层、能力标准、商业合作模式和绩效治理机制；为服务商设定清晰的业务增长目标，并对其商家招募、商家激活、GMV 增长、服务质量和商家留存结果进行管理；建立定期业务复盘机制，识别服务商表现差距，提供改进方向，并将优秀实践在服务商生态中规模化复制；与内部团队协作，将商家需求与合适的服务商能力进行匹配，提升端到端服务交付质量；
- To B营销管理：负责西班牙市场面向商家的To B营销，包括官方商家社交账号、商家沟通渠道和内容运营；制定内容策略，围绕平台价值、入驻指引、成长方法、政策更新、产品教育和成功案例，对商家进行触达、教育和激活；组织营销活动、线上培训、Newsletter、社群内容等规模化沟通形式，支持商家招募与孵化目标；基于内容表现、商家互动和转化漏斗数据，持续优化商家沟通效率和线索转化质量；确保所有面向商家的内容清晰、符合本地市场特点、具备商业价值，并与业务优先级保持一致。
- Merchant recruitment and incubation strategy: Define the Spain merchant growth strategy across mass recruitment, targeted acquisition, onboarding, activation, and lifecycle incubation; Identify priority merchant segments, category opportunities, and growth barriers through market insight, merchant feedback, and performance data; Design scalable incubation programs, including seller education, growth missions, incentive mechanisms, community operations, webinar programs, and lifecycle campaigns; Own key merchant growth metrics, including recruitment volume, onboarding conversion, active merchant rate, go-live performance, sales contribution, retention, and graduation into higher-value operating stages; Work closely with product, operations, category, creator, logistics, and other cross-functional teams to improve merchant experience and remove growth bottlenecks;
- Outsourced merchant incubation team management: Build and manage an outsourced merchant incubation operating model, including role definition, hiring standards, onboarding protocols, performance targets, and daily management routines; Establish clear workflows and playbooks for lead follow-up, merchant qualification, pitch customization, onboarding support, platform setup, and activation tracking; Monitor outsourced team performance through structured KPIs, regular reviews, quality checks, and corrective action plans; Coach outsourced staff and team leads on merchant communication, conversion techniques, incubation standards, and operational discipline; Maintain team morale, execution pace, and accountability in a fast-moving, target-driven environment;
- TikTok Shop Partner management: Recruit, onboard, and manage TikTok Shop Partners, including service providers that support merchant onboarding, content production, store operations, live commerce, advertising, and growth services; Define the TSP development strategy for Spain, including partner segmentation, capability requirements, commercial models, and performance governance; Set business growth targets for service providers and hold partners accountable for merchant acquisition, activation, GMV growth, service quality, and retention outcomes; Build regular review mechanisms to identify partner performance gaps, provide improvement guidance, and scale best practices across the partner ecosystem; Collaborate with internal teams to match merchant needs with suitable partner capabilities and improve end-to-end service delivery;
- To B marketing management: Lead merchant-facing ToB marketing for Spain, including official social accounts, merchant communication channels, and content operations; Develop content strategies that educate, attract, and activate merchants, covering platform value proposition, onboarding guidance, growth playbooks, policy updates, product education, and success cases; Coordinate marketing campaigns, webinars, newsletters, community content, and other scalable communication formats to support merchant recruitment and incubation goals; Use content performance, merchant engagement, and funnel data to improve communication effectiveness and conversion quality; Ensure all merchant-facing content is clear, locally relevant, commercially useful, and aligned with business priorities.
职位要求
- 本科及以上学历，英文可以作为工作语言；成熟的管理者，具备3年以上团队管理经验；
- 具备管理内部团队、外包团队或外部合作伙伴，并达成明确业务目标的经验；
- 具备较强的数据驱动意识，能够设定目标、分析绩效差距、定位根因并推动可衡量的业务改进；
- 结果导向，责任心强，能够适应快速变化的业务环境；
- 具备优秀的沟通和利益相关方管理能力，能够与业务、运营、产品、市场和外部合作伙伴高效协作；
- 熟悉西班牙电商市场和本地商家生态。 加分条件
- 西班牙语能作为工作语言者加分；有服务商生态、代理商网络、外包销售团队或外包孵化团队管理经验者；
- 有官方商家社交账号、社群、线上培训、Newsletter 或其他To B营销渠道运营经验者加分；
- 熟悉欧洲电商环境、数字化商家行为、内容电商、直播电商或平台增长模式者加分；
- 具备结构化思维，以及将复杂业务问题拆解为可执行方案的能力。
- Bachelor’s degree or above; Professional proficiency in Spanish and Chinese is preferred; Spanish is required to collaborate effectively with local merchants and market stakeholders in Spain, while Chinese supports close partnership with internal teams based in Mainland China；English proficiency is a plus for collaboration with cross-market and global teams; Mature people manager with 5+ years of work experience, including 3+ years of team management experience;
- Solid e-commerce background, familiarity with the Spain e-commerce market and local merchant ecosystem.with proven experience in merchant recruitment, merchant management, seller incubation, partner management, platform operations, or related business development roles;
- Proven ability to manage internal teams, outsourced teams, or external partners against clear business targets;
- Strong data-driven mindset, with the ability to define goals, analyze performance gaps, identify root causes, and drive measurable improvement;
- Results-oriented working style, strong ownership, and ability to operate effectively in a fast-changing environment;
- Excellent communication and stakeholder management skills, with experience working across business, operations, product, marketing, and external partner teams. Preferred Qualifications
- Experience managing service provider ecosystems, agency networks, or outsourced sales or incubation teams;
- Experience operating official merchant-facing social accounts, communities, webinars, newsletters, or other To B marketing channels;
- Strong knowledge of the European commerce landscape, digital seller behavior, content commerce, live commerce, or marketplace growth models;
- Structured thinking, and the ability to simplify complex business problems into executable plans.
