Manager Ecommerce - TikTok Shop

The Opportunity: 

The Manager, TikTok Shop will own the growth and performance of TikTok Shop as an emerging commerce channel.

As the channel scales, this individual must have the hands on TikTok Shop and eCommerce capabilities to progressively bring channel management in house and ultimately operate the business directly.

We are looking for a strong commercial operator who can both manage partners and execute. The ideal candidate combines deep eCommerce and social commerce expertise, strong analytical capabilities, commercial acumen, and an entrepreneurial mindset.

What Your Impact Will Be: 

Own the Business

• Own TikTok Shop revenue, growth, conversion, AOV, profitability, and overall channel performance

• Develop forecasts, commercial plans, targets, assortment strategies, promotions, and launch plans

• Plan sales and forecast appropriate inventory levels by SKU.
• Identify opportunities to grow revenue, acquire new customers, and improve profitability

• Translate performance data into clear actions and commercial decisions

Manage and Challenge the Agency

• Lead the external agency responsible for current TikTok Shop execution

• Set clear KPIs, priorities, deliverables, and performance expectations

• Challenge agency recommendations using internal data and commercial insights

• Ensure strong execution across merchandising, promotions, creator affiliates, livestreams, content, and storefront operations

• Maintain internal ownership and knowledge of the business rather than relying solely on agency expertise

Be a Hands On TikTok Shop Operator

• Understand and be capable of directly managing TikTok Shop operations, including catalog, merchandising, promotions, campaigns, affiliates, creators, livestream commerce, and platform tools

• Diagnose performance issues and identify opportunities across the entire commerce funnel

• Partner with content, media, creators, and brand teams to improve traffic and conversion

• Stay current on TikTok Shop capabilities, platform changes, and emerging social commerce models

Lead Through Analytics

• Own reporting and performance analytics for TikTok Shop

• Analyze traffic, conversion, AOV, GMV, creator performance, affiliate performance, ROAS, CAC, margin, and profitability

• Build dashboards and performance reviews that identify what is driving the business

• Establish test and learn frameworks and measure incremental impact

• Use data to determine where to invest, optimize, or change direction

Build and Transition the Capability In House

• Build internal TikTok Shop expertise while the agency operates the channel

• Develop the processes, playbooks, technology, data, and operating model required for internal management

• Determine which capabilities should transition in house as the business reaches sufficient scale

• Lead the transition from agency managed execution to an internally operated model when appropriate

• Ultimately have the capability to directly operate and scale TikTok Shop as an internal business

What We’re Looking For: 

• 8+ years of eCommerce, marketplace, social commerce, or digital growth experience, at least 3 years on TIkTok

• Hands on experience operating TikTok Shop or a comparable marketplace or social commerce platform strongly preferred

• Demonstrated commercial ownership of revenue and business performance

• Strong analytical skills and ability to turn data into commercial actions

• Experience managing agencies or external partners while retaining internal business ownership

• Strong understanding of GMV, conversion, AOV, ROAS, CAC, margin, and profitability

• Experience with creator commerce, affiliates, livestreaming, and social content

• Demonstrated ability to build and scale new digital capabilities

• Comfortable moving between strategy, analytics, partner management, and hands on execution

Don’t meet every single requirement? At Mattel, we are dedicated to an inclusive workplace and a culture of belonging. If you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we still encourage you to apply. You may be just the right candidate for this or other roles. Join Mattel's Talent Community and start receiving exciting updates about our company, our employees, and our culture. Also, interested in signing up for job alerts? Do so here!
How We Work:
We are a purpose driven company aiming to empower generations to explore the wonder of childhood and reach their full potential. We live up to our purpose employing the following behaviors:

• We collaborate: Being a part of Mattel means being part of one team with shared values and common goals. Every person counts and working closely together always brings better results. Partnership is our process and our collective capabilities is our superpower.
• We innovate: At Mattel we always aim to find new and better ways to create innovative products and experiences. No matter where you work in the organization, you can always make a difference and have real impact. We welcome new ideas and value new initiatives that challenge conventional thinking.
• We execute: We are a performance-driven company. We strive for excellence and are focused on pursuing best-in-class outcomes. We believe in accountability and ownership and know that our people are at their best when they are empowered to create and deliver results.

Our Approach to Flexible Work:
This role is an in-office role Monday-Thursday, and work from home on Fridays. We embrace a flexible work model designed to empower a culture of growth, optimism, and wellbeing, where every employee can reach their full potential. Combining purposeful in-person collaboration with flexibility, our focus is to optimize performance and drive connection for moments that matter.

Who We Are:
Mattel is a leading global toy and family entertainment company and owner of one of the most iconic brand portfolios in the world. We engage consumers and fans through our franchise brands, including Barbie, Hot Wheels, Fisher-Price, American Girl, Thomas & Friends, UNO, Masters of the Universe, Matchbox, Monster High, MEGA and Polly Pocket, as well as other popular properties that we own or license in partnership with global entertainment companies. Our offerings include toys, content, consumer products, digital and live experiences. Our products are sold in collaboration with the world’s leading retail and ecommerce companies. Since its founding in 1945, Mattel is proud to be a trusted partner in empowering generations to explore the wonder of childhood and reach their full potential.

Mattel’s award-winning workplace culture has been recognized by Forbes, Fast Company, Newsweek, Great Place to Work, TIME, and more.

Pursuant to the Los Angeles Fair Chance Ordinance and the California Fair Chance Act, qualified applicants with arrest or conviction records will be considered for employment.
The pay range for this position is between $126,000 and $150,000 annual. The pay range is indicative of projected hiring range, however base pay will be determined based on a candidate’s work location, skills and experience. Mattel offers competitive total pay programs, comprehensive benefits, and resources to help empower a culture where every employee can reach their full potential.

Videos to watch:
The Culture at Mattel
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