Responsibilities

Regional Key Account & Channel Strategy

• Develop and execute the European Key Account and channel strategy, identifying priority markets, accounts and channel opportunities based on commercial potential, brand positioning and profitability.
• Build a balanced channel portfolio across major retail groups, premium department stores, specialist retailers, e-commerce platforms and other strategically relevant partners.
• Establish clear account segmentation, commercial principles and regional ways of working to support consistent and sustainable expansion across Europe.
• Identify new market, account and channel opportunities aligned with POP MART's European growth strategy.
• Ensure Key Account strategy complements POP MART's directly operated retail network and wider market strategy.

Strategic Account Development & Partnerships

• Lead the acquisition, negotiation and development of strategic key accounts across Europe.
• Build strong relationships with senior buyers and commercial decision makers.
• Lead annual and quarterly Joint Business Planning with major partners, covering sales targets, product assortment, launches, marketing activities and sell-through performance.
• Develop account-specific growth plans and ensure commercial objectives are clearly defined and delivered.
• Develop premium and strategic channel opportunities including department stores, concept stores, exclusive launches, pop-ups and shop-in-shop partnerships.
• Identify opportunities that strengthen POP MART's brand positioning, IP visibility and consumer reach.
• Monitor account performance and proactively identify opportunities, risks and corrective actions.

Commercial Performance & P&L Management

• Own the commercial performance of the European Key Account channel, including revenue, margin, trade investment and overall profitability.
• Lead negotiations on commercial terms including wholesale margins, payment terms, rebates, returns, promotional support and marketing contributions.
• Partner with Finance and Planning to monitor account profitability, credit exposure, accounts receivable, forecasts and commercial risks.
• Monitor account-level P&L performance and identify opportunities to improve profitability.
• Ensure commercial agreements and customer investments support sustainable long-term growth.
• Balance short-term commercial opportunities against longer-term margin, profitability and channel considerations.
• Establish clear performance reporting and provide regular commercial updates to European leadership.

Inventory & Channel Management

• Work with Merchandising, Planning and Supply Chain to improve inventory health, stock rotation and product allocation across Key Account channels.
• Support accurate demand forecasting and alignment between customer requirements, inventory availability and supply planning.
• Develop a controlled and compliant off-price and clearance channel strategy for ageing or slow-moving inventory.
• Protect POP MART's full-price channels and brand positioning when managing clearance and alternative distribution.
• Maintain appropriate controls around discounting, cross-border distribution, product diversion and secondary market exposure.
• Monitor inventory and sell-through risks by account and channel and implement appropriate corrective actions.

Commercial Governance & Operational Excellence

• Partner with Legal and Compliance on Key Account framework agreements, purchasing contracts and commercial arrangements.
• Ensure appropriate controls around pricing, rebates, returns, sales territories and other key commercial terms.
• Oversee end-to-end Key Account operational performance, including forecasting, order-to-cash, fulfilment, returns and chargebacks.
• Work with Supply Chain and Logistics to maintain strong service levels and on-time-in-full.
• Identify recurring commercial or operational issues and drive process improvements that support scalable regional growth.
• Establish consistent regional processes, reporting and governance across the Key Account function.
• Ensure commercial activities are aligned with POP MART's internal policies and wider European and global strategy.

Team Leadership & Regional Alignment

• Lead, develop and coach the European Key Account team, setting clear priorities, performance expectations and development plans.
• Build a high-performing team culture focused on commercial ownership, accountability, collaboration and continuous improvement.
• Allocate account responsibilities and resources effectively across European markets.
• Build strong collaboration with regional Heads of Retail and local market teams.
• Ensure Key Account activity complements POP MART's directly operated retail network and overall market strategy.
• Act as the regional point of contact for Key Account and channel matters with Europe leadership and relevant global teams.
• Provide strategic guidance and commercial leadership across the regional Key Account function.

Requirements

• At least 8 years of relevant commercial experience, with strong experience in Key Account Management, wholesale, business development or strategic channel management across European markets.
• Proven experience managing major retail or B2B accounts and leading complex commercial negotiations with large retail partners.
• Strong commercial and financial judgement, with a good understanding of channel P&L, margins, rebates, trade investment, credit exposure, forecasting and inventory risk.
• Experience leading and developing a commercial or Key Account team within a fast-growing and multi-market environment.
• Strong understanding of B2B order fulfilment, supply chain requirements, inventory management and order-to-cash processes.
• Experience with ERP systems such as SAP, Oracle or Dynamics would be beneficial.
• Strong strategic thinking, negotiation and analytical skills, with the ability to balance short-term commercial opportunities against long-term brand and channel health.
• Strong stakeholder management and influencing skills, with the ability to work effectively across Merchandising, Retail, Marketing, Finance, Legal, Planning and Supply Chain.
• Strong organisational skills and the ability to manage multiple accounts, markets and priorities simultaneously.
• Strong written and verbal communication skills in English.
• Willingness and ability to travel across the UK and Europe as required.

Preferred Qualifications

• Experience within toys, collectibles, lifestyle, fashion, beauty, luxury, consumer products or FMCG.
• Established relationships with major European retail groups, department stores, specialist retailers, e-commerce platforms or off-price partners.
• Experience developing premium, exclusive or alternative distribution channels across multiple European markets.
• Experience developing shop-in-shop, pop-up, exclusive launch or other strategic retail partnerships.
• Experience working within a fast-growing international consumer, lifestyle or entertainment brand.
• Fluency in Mandarin, French, German, Italian, Spanish or another major European language.
• Experience working with international HQ teams and cross-border commercial organisations.
• Experience managing complex multi-country account portfolios.
• Experience or interest in the designer toy, retail, e-commerce or entertainment industries.

*As an Equal Opportunity Employer, POP MART does not discriminate against applicants