Senior Operational Excellence practitioner responsible for driving the maturity and consistency of the Maersk Way of Working (TMW) while leading complex cross-functional business optimization and transformation initiatives across the Area. The role applies advanced Operational Excellence expertise to diagnose business challenges, shape practical improvement approaches, and deliver high-value outcomes in line with direction set by Area OpEx leadership.
Acts as a senior partner to business leaders and a lead practitioner within Operational Excellence, taking on more complex, higher-impact initiatives than the specialist role while ensuring solutions are scalable, standardized, sustainable, and aligned to enterprise expectations. The role combines hands-on improvement leadership with strong facilitation, coaching, and cross-functional coordination to move initiatives from problem definition through implementation and value realization.
Role Scope and Impact
Leads complex Operational Excellence and business optimization initiatives aligned to Area priorities and improvement opportunities.
Provides senior expertise on TMW deployment, process transformation, operating model redesign, and cross-functional problem solving.
Acts as an escalation point and lead practitioner for higher-complexity initiatives beyond the typical scope of the specialist role.
Builds alignment across stakeholders to support effective diagnosis, solution design, adoption, and delivery of sustainable outcomes.
Guides Operational Excellence resources and supports delivery of digital-enabled and cross-functional transformation priorities.
Job Purpose
The E-commerce Business Development Director is responsible for driving business growth, acquiring new clients, expanding revenue opportunities, and developing strategic partnerships across e-commerce, social commerce, and digital commerce services.
The role leads the end-to-end business development process, from opportunity identification, solution development, proposal preparation, commercial negotiation, and contract closure through to business handover.
Key Responsibilities
• Develop and execute business development strategies aligned with revenue and profitability
targets.
• Identify and acquire new clients across e-commerce, social commerce, digital marketing, live commerce, and related services.
• Build relationships with senior decision-makers and strategic business partners.
• Lead client meetings, business pitches, proposal development, pricing, and contract
negotiations.
• Translate client requirements into integrated commercial solutions.
• Work closely with Account Management, E-commerce Operations, Marketing, Content,
Creative, Live Commerce, Influencer, Finance, and other relevant teams.
• Manage sales pipeline, revenue forecast, conversion rate, deal value, and closing plans.
• Ensure proposed solutions are commercially competitive, operationally feasible, and
profitable.
• Identify cross-selling, up-selling, contract renewal, and account expansion opportunities.
• Develop partnerships with platforms, technology providers, agencies, logistics providers, and other ecosystem partners.
• Ensure effective handover of new clients to Account Management and operational teams.
• Monitor market trends, competitors, platform developments, and new business
opportunities.
• Lead, coach, and develop the Business Development team.
• Establish business development processes, reporting standards, and commercial governance.
Qualifications
• Bachelor’s or Master’s degree in Business Administration, Marketing, E-commerce, Digital Business, or a related field.
• At least 10 years of experience in Business Development, Commercial, Sales, E-commerce, Digital Marketing, or related fields.
• At least 5 years of experience in a senior management or leadership role.
• Proven track record in acquiring clients and achieving revenue targets.
• Strong understanding of e-commerce, social commerce, marketplace operations, and digital services.
• Experience in strategic pitching, solution development, pricing, and contract negotiation.
• Strong commercial, financial, presentation, and stakeholder-management skills.
• Good command of written and spoken English.
Support Area-wide deployment and maturity of TMW, ensuring alignment to standards, methodologies, and behaviours.
Provide senior guidance on structured problem solving, diagnostics, and process improvement approaches including Lean, Kaizen, the TMW A3 problem-solving approach, and root cause analysis.
Act as a train-the-trainer resource for TMW tools and methodologies, building practitioner capability and consistency of application across the Area.
Apply these methods on more complex or ambiguous issues that require deeper analysis, facilitation, and stakeholder alignment.
Act as a trusted advisor on complex operational and transformation issues while supporting sustainment of Operational Excellence practices.
Business Optimization & Implementation
Lead complex business optimization initiatives aligned to Area priorities and measurable improvement opportunities.
Take ownership for business framing, design guidance, implementation leadership, and value realization on higher-complexity cross-functional transformation efforts.
Drive end-to-end process and operating model optimization, including simplification, role clarity, control effectiveness, and scalability.
Provide senior problem-solving support, challenge, and direction on initiatives requiring deeper expertise, judgement, and stakeholder management.
Work closely with initiative owners and business stakeholders to translate problems into practical solutions and implementation actions.
Partner with project and program management support to enable effective implementation, governance, and benefit realization.
Capability Building, Guidance & Change Leadership
Build Operational Excellence capability across the Area by setting expectations for methods, quality, and practical application.
Coach practitioners, initiative leads, and business partners in problem solving, facilitation, initiative design, and change execution.
Serve as a train-the-trainer for TMW tools and methodologies, including the TMW A3 problem-solving approach, to strengthen capability and consistency across teams.
Facilitate senior workshops and alignment forums to strengthen sponsorship, ownership, and adoption of major transformation efforts.
Digitalization, Innovation & Analytics (Enablement via Partnership)
Define and prioritize digitalization, automation, and analytics opportunities linked to business problems and transformation goals.
Translate business needs into clear requirements and partner with Digitalization, Automation, and Data teams on roadmap and implementation decisions.
Ensure digital-enabled improvements are scalable, standardized, and embedded into day-to-day operations.
Stakeholder Interfaces
Area leadership and senior stakeholders across Operations, CX, SCM, Finance, Product, and Technology.
Operational Excellence specialists, project and program management support, and business initiative owners involved in transformation delivery.
Digitalization, Automation, and Data teams responsible for solution realization and capability support.
Cross-functional governance bodies, transformation forums, and decision-making groups used to align direction and implementation choices.
Qualifications & Experience
Bachelor’s degree in Business, Engineering, Supply Chain, Operations, Logistics, or related discipline; advanced qualifications are advantageous.
Significant experience in operational excellence, continuous improvement, business transformation, or related operational environments.
Strong track record in leading complex cross-functional initiatives, building capability, and delivering measurable business impact.
Deep practical knowledge of Lean, Six Sigma, the TMW A3 problem-solving approach, Kaizen, DMAIC, root cause analysis, and value stream mapping, with experience influencing senior stakeholders in matrix environments.
Capabilities / Core Competencies
Advanced expertise in TMW, Operational Excellence methods, end-to-end process optimization, and delivery of complex transformation initiatives.
Strong stakeholder influencing, facilitation, coaching, and train-the-trainer capability in complex cross-functional environments.
Ability to translate direction into practical execution and sustainable business outcomes.
Strong coaching capability with focus on standardization, consistency, and uplift of Operational Excellence practice.
Performance Measures
Maturity and consistency of TMW deployment across the Area.
Delivery of business optimization and transformation outcomes with measurable impact on efficiency, quality, and customer results.
Scalability and sustainability of solutions delivered across teams and functions.
Effectiveness of stakeholder alignment, initiative execution, and capability uplift across the Area.
Maersk is committed to a diverse and inclusive workplace, and we embrace different styles of thinking. Maersk is an equal opportunities employer and welcomes applicants without regard to race, colour, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, sexual orientation, physical or mental disability, medical condition, pregnancy or parental leave, veteran status, gender identity, genetic information, or any other characteristic protected by applicable law.
We are happy to support your need for any adjustments during the application and hiring process. If you need special assistance or an accommodation to use our website, apply for a position, or to perform a job, please contact us by emailing [email protected].
About The Role
As Business Solution Lead, you're the senior operator who turns complex brand problems into Ripples solutions — and then closes them. Reporting directly to the CCO with no team beneath you, you're deliberately a solo seat: we rebuild the bundle for every client we win, and the scoping, pricing, and pitch are senior work that doesn't scale by adding juniors.
You'll work the CCO's named account list and the deals that come in through senior channels — brands that need to buy an
end-to-end solution across our seven service lines (Commercial Live, Fulfillment, Affiliate, Shop Management, KOL, Video
Production, and — selectively — Marketing), not a point service. You'll partner with delivery leads to build the right mix (not
the biggest one), price it, prove we can staff it at margin, pitch it to brand leadership, and hand delivery to the cluster manager
at signature. The commercial relationship stays with you — for the next deal, and the next.
Your five-step mandate:
1. Target — Work the CCO's named account list and meet existing clients to find the next service line.
2. Solution — Build the bundle with delivery leads across our seven service lines. Right mix, not biggest mix.
3. Feasibility — Price the package. Prove we can staff it and deliver at margin.
4. Pitch — Present to brand leadership and close the commercial terms.
5. Hand over — Cluster manager takes delivery at signature. The commercial relationship stays here, for the next
deal.
Key Responsibilities
1. Win new clients — solutioning, then the pitch
• Turn a brand's problem into a Ripples bundle — scoped across seven service lines and made real by pulling in the
right delivery leads early.
• Work the accounts the CCO names — the deals we decide to go after, not only the ones that come in.
• Present to the brand's senior leadership and close the commercial terms.
• You own new-business PC1.
2. Grow the clients we have — upsell and cross-sell
• Sit with existing clients and their cluster manager to find the next service line, then scope and close it.
• Keep the commercial relationship after the cluster takes delivery, so there is always someone whose job is the next
deal.
• You own the client relationship.
3. Prove we can deliver it — package feasibility
• Price the package, confirm we can staff it, and model the margin before anything is promised.
• Say no — to a bad-fit brief, an unbuildable scope, or a price that only works on paper.
• You own what we promise.
Qualifications
Must-have — no offer without these
• Consulting mind: 5+ years with a management consulting skillsets — or the same structured problem-solving
muscle built elsewhere.
• Commerce fluency: Background in commercial, retail, or e-commerce. People from the sector pick up seven
service lines far faster.
• Client-facing: You've sold and presented to senior client stakeholders, and can hold the room without being carried.
• Numbers: You build and defend a feasibility model. You read a P&L. You aren't talked out of the maths.
• Agile: Small team, no support layer. You go the extra mile because the job needs it — not because someone asked.
Strongly wanted — the tie-breakers
• AI fluency is a baseline expectation, not a bonus. You actively use AI tools (ChatGPT, Claude, image/video generators, analytics co-pilots, automation tools) in daily work —research, modelling, deck-building — as your
default, not a claim.
• Language: Fluent English is required. Chinese or Korean is a real plus for the brands we're chasing.
• Range: You move between a founder conversation, a delivery lead's staffing plan, and a pricing model in the same
day.
• Judgement: Willing to say no to a bad-fit brief — including one that came from the top.
How We'll Assess You
Four steps. We test the work, not the CV.
1. Scoping case — We give you a real brand brief. You build the bundle and defend why those service lines and not
the others.
2. Feasibility — You price it, staff it, and show the margin. We push on the assumptions.
3. Pitch — You present the solution to a panel, as you would to the client.
4. AI demonstration — You show how you used AI to get there — the tools and the thinking, not a claim.
Red flag: A relationship-only seller who needs someone else to build the scope. This isn't that seat.
What You'll Get
• Direct report to the CCO — one of seven at that layer — with a mandate to build a brand-new function that shapes
how Ripples wins the next tier of business.
• End-to-end ownership of the deals that matter most: from scoping to signature to onboarding, across seven service
lines and some of Thailand's most complex brand engagements — global sportswear, consumer electronics,
dermatology beauty, and FMCG.
• New-business PC1 target set at appointment— a clear number, a direct line of sight to impact.
• Work at the leading edge of AI-powered commerce — building ways of working that most agencies haven't
figured out yet.
• Fast-track your career in a hyper-growth commerce company (20 → 200+ in two years).
Who This Role Is For
We're hiring across two levels in this track. Apply once — we'll calibrate during the interview.
- Account Manager (3–5 yrs) — You own a client brand portfolio end-to-end as an individual contributor. You think like a brand strategist and execute like a commerce operator.
- Senior Account Manager (5–8 yrs) — You own larger or more strategic brand portfolios, manage 1–2 indirect reports, and sit shoulder-to-shoulder with the Account Director on planning, growth, and client leadership.
About The Role
As Account Manager / Senior Account Manager, you'll own the brand, marketing, and
commercial growth of an assigned client portfolio — translating brand strategy into executable plans across TikTok Shop, Shopee, Lazada, and beyond. You'll partner closely with client brand teams, internal Ripples functions (IMC, media, livestream production, creative, operations, fulfillment), and the Account Director.
This is a hybrid role: part senior client partner, part brand strategist, part commercial operator.
At the SAM level, you'll also start growing the next generation of the team.
Key Responsibilities
• End-to-End Brand Ownership: Own the brand strategy, GTM, and commercial performance
of an assigned client portfolio. Translate client objectives into integrated plans that drive
sales, share, and brand health.
• Client Partnership: Serve as the primary day-to-day partner for the client — lead business
reviews, planning sessions, and performance discussions. Build trust as a strategic advisor,
not just an executor.
• Marketing Campaigns & GTM: Plan and execute integrated 360 campaigns across product launches, hero SKU activations, and seasonal moments. Lead go-to-market from concept through post-launch review.
• Social Commerce Strategy & Execution: Direct the livestream, affiliate, short-video, and
creator playbooks for the brand. You're accountable for the calendars, the outcomes, and the next experiment to try.
• E-commerce & Retail Activation: Drive growth across TikTok Shop, Shopee, Lazada, and DTC; build the playbook for entry into modern trade and premium retail when the brand is ready. Own merchandising, promo calendars, and channel-level performance.
• Performance & Insights: Monitor sales, campaign performance, traffic, conversion, and platform KPIs. Translate insights into clear next plays — landed in decision-ready reports for the Account Director and client.
• Commercial Growth: Drive account growth through upselling, cross-selling, and identifying new opportunities. Support commercial negotiations, budgeting, and forecasting alongside the Account Director.
• Cross-Functional Orchestration: Quarterback Ripples' delivery engine for your portfolio — IMC, media, livestream production, creative, operations, fulfillment — to execute campaigns on-brand, on-time, and on-target.
• (SAM only) Team Leadership & Talent Development: Lead, coach, and grow 1–2 indirect reports. Set clear KPIs and expectations, give feedback that compounds, and build a culture of ownership and learning.
Qualifications
• Account Manager: 3–5 years of experience in account management, brand management,
marketing, e-commerce, or trade marketing.
• Senior Account Manager: 5–8 years of experience, including hands-on people leadership or substantive mentoring of juniors.
• Proven track record growing brands on TikTok Shop, Shopee, and Lazada, with hands-on experience across livestream, affiliates, short video, and creator/KOL programs — you understand how the social commerce flywheel actually spins.
• Strong commercial mindset — you can read a P&L, drive negotiations, and find the next
pocket of growth.
• Excellent client communication, presentation, and stakeholder management — you can hold the room with senior client partners.
• Data-focused with strong analytical and problem-solving skills; advanced Excel / Google Sheets and confidence with platform analytics.
• AI fluency is a baseline expectation, not a bonus. You actively use AI tools (ChatGPT,
Claude, image/video generators, analytics co-pilots, automation tools) to scale output,
sharpen decisions, and unlock leverage across your work and team.
• Working-level English to partner with global brand clients and regional stakeholders.
• Bachelor's degree in Marketing, Business Administration, Communication Arts, or related fields.
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