TikTok Shop - Merchant Growth Strategy Operations Manager, Platform Logistics

Fulfilled by TikTok (FBT) is TikTok Shop’s in-house service that handles storage, packing, and shipping for merchants. We are looking for a Merchant Growth Strategy Operations professional to support the growth of platform logistics services, including FBT and TT Shipping. This role will focus on identifying growth opportunities through data analysis, merchant insights, strategy design, and project management.
The ideal candidate will help drive merchant adoption, conversion, and retention for platform logistics solutions, while improving logistics penetration, fulfillment efficiency, and merchant experience.
Key Responsibilities:
Data Analysis and Growth Opportunity Identification
- Analyze merchant segmentation, order fulfillment, logistics usage behavior, conversion funnels, cost performance, and churn patterns to identify growth opportunities and business challenges.
- Evaluate merchant adoption, conversion paths, usage barriers, and growth potential across FBT, TT Shipping, and other platform logistics scenarios.
- Translate data findings into business diagnosis, growth hypotheses, strategic recommendations, and prioritization proposals.
Merchant Insights and Problem Diagnosis
- Organize or participate in merchant interviews, surveys, and case reviews to understand merchant pain points related to logistics cost, fulfillment efficiency, pickup experience, inventory management, and issue resolution.
- Combine qualitative merchant feedback with quantitative business data to identify common pain points, key blockers, and potential opportunities.
- Prepare merchant interview summaries, research reports, and business insight reports to support solution development and business decisions.
Growth Strategy Design and Execution
- Design merchant growth strategies and operational plans for different merchant segments and business goals, including merchant conversion, activation, reactivation, segmentation operations, incentive programs, and education campaigns.
- Translate business problems into clear project goals, strategy roadmaps, execution plans, and success metrics.
- Track project performance, conduct post-project reviews, and iterate strategies based on data and business feedback.
Project Management and Cross-functional Collaboration
- Manage key growth projects, including goal setting, milestone planning, progress tracking, risk identification, and performance review.
- Work closely with Product, Business Development, Logistics, Merchant Operations, Data, and User Research teams to drive project execution.
- Build project dashboards, tracking mechanisms, and regular reporting processes to improve transparency and execution efficiency.
Reporting and Knowledge Building
- Deliver regular business analysis reports, project updates, strategy proposals, and leadership-facing presentations.
- Build and maintain merchant growth playbooks for platform logistics, including merchant segmentation models, conversion strategies, operation SOPs, project reviews, and best practices.
- Support business decision-making through structured problem solving, clear communication, and data-driven recommendations.
Minimum Qualifications:
- Bachelor’s degree or above, with at least 2 years of experience in internet platform businesses, business analysis, strategy operations, merchant operations, growth operations, logistics operations, or management consulting.
- Strong analytical skills, with the ability to independently structure problems, analyze data, synthesize insights, and develop actionable recommendations. Proficiency in Excel/Google Sheets is required
- Strong structured thinking and business analysis capabilities, with the ability to identify key issues in complex business scenarios and develop clear solution paths.
- Solid project management skills, with experience driving cross-functional initiatives from goal setting and planning to execution, risk management, and post-project review; Results-driven, proactive, and comfortable working in a fast-paced and evolving business environment.
- Strong communication and collaboration skills, with the ability to work effectively with Product, Operations, Business Development, Logistics, Data, and - Research teams; Excellent documentation and presentation skills, with the ability to produce high-quality analysis reports, strategy proposals, and project review materials.
Preferred Qualifications
- Experience in internet business analysis, platform strategy operations, growth strategy, merchant operations, or management consulting is highly preferred.
- Experience in e-commerce platforms, cross-border e-commerce, logistics fulfillment, warehousing, official shipping solutions, or merchant growth is a plus.
- Familiarity with FBT, platform fulfillment, TT Shipping, last-mile delivery, pickup operations, or logistics performance management is preferred.
- SQL skills are preferred.

The base salary range for this position in the selected city is $115520 - $198360 annually.

Compensation may vary outside of this range depending on a number of factors, including a candidate’s qualifications, skills, competencies and experience, and location. Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives, and restricted stock units.

Benefits may vary depending on the nature of employment and the country work location. Employees have day one access to medical, dental, and vision insurance, a 401(k) savings plan with company match, paid parental leave, short-term and long-term disability coverage, life insurance, wellbeing benefits, among others. Employees also receive 10 paid holidays per year, 10 paid sick days per year and 17 days of Paid Personal Time (prorated upon hire with increasing accruals by tenure).

The Company reserves the right to modify or change these benefits programs at any time, with or without notice.

For Los Angeles County (unincorporated) Candidates:

Qualified applicants with arrest or conviction records will be considered for employment in accordance with all federal, state, and local laws including the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Our company believes that criminal history may have a direct, adverse and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment:

1. Interacting and occasionally having unsupervised contact with internal/external clients and/or colleagues;

2. Appropriately handling and managing confidential information including proprietary and trade secret information and access to information technology systems; and

3. Exercising sound judgment.

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TikTok is the leading destination for short-form mobile video. At TikTok, our mission is to inspire creativity and bring joy. TikTok's global headquarters are in Los Angeles and Singapore, and we also have offices in New York City, London, Dublin, Paris, Berlin, Dubai, Jakarta, Seoul, and Tokyo.

Inspiring creativity is at the core of TikTok's mission. Our innovative product is built to help people authentically express themselves, discover and connect – and our global, diverse teams make that possible. Together, we create value for our communities, inspire creativity and bring joy - a mission we work towards every day.

We strive to do great things with great people. We lead with curiosity, humility, and a desire to make impact in a rapidly growing tech company. Every challenge is an opportunity to learn and innovate as one team. We're resilient and embrace challenges as they come. By constantly iterating and fostering an "Always Day 1" mindset, we achieve meaningful breakthroughs for ourselves, our company, and our users. When we create and grow together, the possibilities are limitless. Join us.

Diversity & Inclusion

TikTok is committed to creating an inclusive space where employees are valued for their skills, experiences, and unique perspectives. Our platform connects people from across the globe and so does our workplace. At TikTok, our mission is to inspire creativity and bring joy. To achieve that goal, we are committed to celebrating our diverse voices and to creating an environment that reflects the many communities we reach. We are passionate about this and hope you are too.

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TikTok is committed to providing reasonable accommodations in our recruitment processes for candidates with disabilities, pregnancy, sincerely held religious beliefs or other reasons protected by applicable laws. If you need assistance or a reasonable accommodation, please reach out to us at