TikTok Shop by Tokopedia - Country Seller Acquisition and Activation Specialist (Mandarin Speaking), Indonesia

Description

About the team:
This role will support SMB (Small Medium Business) Platform-Level Projects where you will lead high-impact initiatives to drive GMV growth for our sellers or focus on internal optimizations. You will work within a dynamic environment, where each quarter’s priorities are set based on platform most urgent needs. Success in this role means skillfully managing multiple complex projects, collaborating across functions, and influencing key stakeholders with data-backed insights.

Role Objective:
Drive scalable, cost-efficient acquisition and activation of high-quality sellers by identifying growth opportunities, designing onboarding strategies, and partnering with product, operations, and commercial teams to improve seller self-serve experiences. The role is accountable for converting newly acquired sellers into GMV-generating contributors through data-driven interventions, process optimization, and product feature enhancements.

Key Results (KRs):
- # Newly Onboarded Sellers
- Cost per Acquisition (CPA)
- % Sellers with Products Ready for Sale - % Sellers Generating GMV
- Time-to-First-Product Listing
- Time-to-First-GMV

Key Responsibilities:
1. Define Acquisition & Activation Strategy
- Develop end-to-end seller acquisition and activation strategies to maximize seller growth while maintaining acquisition efficiency.
- Identify priority seller segments, growth opportunities, and activation bottlenecks through quantitative and qualitative analysis.
- Build business cases and strategic recommendations for leadership to accelerate seller onboarding and activation performance.

2. Drive Scalable Seller Acquisition
- Design and execute mass acquisition initiatives across online and offline channels.
- Optimize acquisition funnels to improve conversion rates while reducing CPA.
- Collaborate with marketing, commercial, and ecosystem teams to expand high-quality seller supply.

3. Improve Seller Activation & Product Adoption
- Analyze seller journey drop-off points and develop interventions to improve activation outcomes.
- Partner closely with Product, Engineering, Operations, and Data Science teams to enhance seller self-serve capabilities.
- Design and prioritize product requirements that simplify onboarding, listing creation, store setup, and first-sale generation.

4. Lead Cross-Functional Programs
- Own strategic initiatives involving multiple stakeholders across Product, Commercial, Operations, Marketing, and Regional teams.
- Establish operating mechanisms, governance frameworks, and performance tracking to ensure successful execution.
- Influence senior stakeholders through data-backed insights and structured recommendations.

5. Performance Management & Analytics
- Develop KPI frameworks, dashboards, and analytical models to monitor acquisition and activation performance.
- Conduct funnel diagnostics and root-cause analyses to identify growth levers.
- Translate insights into actionable initiatives that improve seller conversion and GMV contribution.

Requirements

Minimum Qualifications:
1. Strong strategic thinking and structured problem-solving capabilities.
2. Advanced analytical skills with the ability to translate data into business decisions.
3. Proven stakeholder management and executive communication skills.
4. Experience influencing product roadmaps and driving product-led growth initiatives.
5. Ability to thrive in fast-paced, ambiguous environments.
6. Professional proficiency in Mandarin Chinese (spoken and written) is required for independently engage and influence stakeholders across regional and global teams in Mandarin and English.

Preferred Qualifications:
- 5+ years of experience in: Strategy & Operations, Management Consulting, Business Operations, Growth Strategy or Marketplace / E-commerce Strategy
- Prior experience at management consulting firms and/or high-growth technology companies is strongly preferred
- Demonstrated experience leading complex, cross-functional strategic initiatives from problem definition through execution.
- Strong ownership mindset with a bias for execution.
- Comfortable operating between strategy formulation and hands-on implementation.
- Passion for building scalable growth engines through product and operational excellence.
- Experience in e-commerce, marketplace, SaaS, creator economy, or platform businesses is highly desirable.