Senior Manager, Key Account & Channels

Location: London, United Kingdom

Job Type: Full-time, Permanent

Department: Key Account & Channels, Europe

Industry: Designer Toys & Collectibles

Reporting to: Head of Merchandising Europe

About POP MART

POP MART (09992.HK) is a leading global company in the trend culture and entertainment industry. Centered around IP, POP MART has built a comprehensive platform for creative incubation and IP operation, empowering global creators while delivering exciting products, services and immersive entertainment experiences to consumers.

What to Expect

POP MART is a fast-paced company with a young and multicultural team where you can expect to:

• Play a key role in the continued expansion of POP MART's B2B and Key Account business across Europe.
• Build and develop strategic partnerships with leading European retailers, department stores, specialist retailers and ecommerce platforms.
• Work with passionate teams across different countries, connected by a shared love for designer toys, creativity and innovative consumer experiences.
• Work closely with international HQ teams, Merchandising, Planning, Supply Chain, Finance, Legal, Marketing, Retail and local market teams across multiple European markets.
• Gain exposure to a broad range of commercial strategy, account management, merchandising, supply chain, financial management and business development activities within a rapidly expanding international business.
• Help shape the European channel strategy of one of the world's fastest-growing designer toy and entertainment brands.

Benefits

• Monthly appreciation gifts featuring our latest POP MART designs.
• A structured bonus scheme linked to both company and individual performance.
• 25 days of annual leave, in addition to bank holidays.
• 4x life insurance, together with group medical and travel insurance.
• A confidential Employee Assistance Programme, alongside access to a discount platform for selected online retailers.
• Training and development programmes, together with regular team events that encourage learning, collaboration and celebration.

The Opportunity

• Lead the development and execution of POP MART Europe's regional Key Account and channel strategy across multiple European markets.
• Build and develop long‑term strategic partnerships with major retail groups, premium department stores, specialist retailers, ecommerce platforms and other relevant B2B partners.
• Drive sustainable revenue and profit growth across the European Key Account channel while protecting POP MART's brand positioning, commercial margins and long‑term channel health.
• Lead strategic account acquisition, negotiation and development, working with senior buyers and commercial decision makers across Europe.
• Own the commercial performance of the Key Account channel, including revenue, margin, trade investment and overall profitability.
• Develop premium and strategic channel opportunities including exclusive launches, concept stores, pop‑ups and shop‑in‑shop partnerships that strengthen POP MART's brand positioning and IP visibility.
• Lead and develop the European Key Account team, establishing clear priorities, performance expectations and development plans.
• Work closely with Merchandising, Planning, Supply Chain, Finance, Legal, Marketing, Retail and local market teams to ensure consistent commercial execution across Europe.
• Play a key role in establishing scalable regional processes, commercial governance and ways of working to support POP MART's continued European expansion.

Responsibilities

• 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, ecommerce 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 performance.
• 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.

Required Qualifications

• 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.

Desirable but Not Essential

• Experience within toys, collectibles, lifestyle, fashion, beauty, luxury, consumer products or FMCG.
• Established relationships with major European retail groups, department stores, specialist retailers, ecommerce 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.
• Mandarin speaking.
• Fluency in 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, ecommerce or entertainment industries.

POP MART is committed to equal pay initiatives and will not ask candidates for their current or past salary. As an Equal Opportunity Employer, POP MART does not discriminate against applicants or employees because of race, color, creed, religion, sex, national origin, veteran status, disability, age, citizenship, marital or domestic/civil partnership status, sexual orientation, gender identity or expression or because of any other status or condition protected by applicable federal, state or local law.