Luxury Resale B2B Account Manager

About the role

You will manage the operational performance and retention strategies for our B2B upfront buying and physical consignment partnerships in Japan. This role is critical for ensuring that our partnerships in the region are not only sustainable but also scalable and profitable. You will act as the primary liaison between Farfetch's global ambitions and the local Japanese market realities. The position requires a balance of high-level strategic planning and hands-on operational problem solving to scale our local resale channels. You will own the commercial health and operational excellence of key B2B partnerships within your portfolio. Success in this role will be measured by your ability to drive retention, optimize performance, and remove friction across the partner lifecycle. You will be responsible for translating complex business needs into clear, actionable plans that align with Farfetch's luxury resale ecosystem. This role is integral to building long-term trust and delivering measurable growth for our B2B partners in Japan.

Key facts

What you'll do

• Create and implement repeatable account playbooks to manage the onboarding of new B2B partners.
• Analyze partner performance metrics to provide recommendations for operational efficiency.
• Lead business reviews with suppliers to improve stock mix and partnership health.
• Represent B2B interests in cross-functional projects involving Buying, Operations, Finance, and Tech teams.
• Convert industry data into regional growth strategies to remove systemic friction.
• Resolve advanced operational issues and financial reconciliation disputes, including billing blocks and credit note discrepancies.
• Own the end-to-end commercial and operational health of assigned B2B accounts in Japan.
• Develop and maintain strong relationships with key stakeholders across supplier organizations.
• Drive initiatives that enhance the efficiency of stock intake, pricing, and settlement processes.
• Collaborate with internal teams to forecast demand and optimize inventory placement.
• Monitor competitive landscape and market trends to identify opportunities for growth.
• Ensure compliance with internal policies and partner contractual terms.

Requirements

• Minimum of 6 years of commercial experience in B2B account management, marketplace operations, or corporate partnerships.
• Fluency in both Japanese and English is mandatory for global collaboration and high-stakes negotiations.
• Proven ability to manage relationships ranging from operational staff to C-suite executives.
• Strong analytical skills with the ability to link long-term strategy to daily execution.
• Demonstrated success in strategic commercial negotiation.
• Ability to work independently and drive results in a fast-paced, matrixed environment.
• Experience in the luxury, fashion, retail, or wholesale sectors is a strict requirement for this role.
• Willingness to travel within Japan and across key regional hubs as business needs require.

Nice to have

• Prior experience working within the luxury, fashion, retail, or wholesale sectors.

Skills & tools

• B2B account management
• Performance analytics
• Strategic negotiation
• Operational process optimization
• Financial reconciliation

Practical notes

• Benefits include a flexible working environment and generous annual leave.
• Farfetch is an equal opportunity employer and does not discriminate based on race, gender, age, religion, disability, or other protected statuses.
• This position is based in Tokyo, Japan, and requires availability to work within local business hours.
• The role may require travel within the Asia-Pacific region to support key partners and attend strategic meetings.
• Candidates must be able to obtain any necessary work visas or permits required for employment in Japan.
• The successful candidate will be expected to align with Farfetch's global standards of excellence and integrity.
• This is a full-time position with opportunities for professional growth and development within the Luxclusif team.
• The role involves close collaboration with cross-functional teams to ensure seamless execution of B2B strategies.
• You will be expected to contribute to the continuous improvement of processes and systems that impact partner experience.
• The position requires a proactive approach to identifying risks and implementing solutions that protect partner relationships.
• You will be responsible for maintaining accurate records of all commercial and operational activities related to your accounts.
• The role demands a high level of ownership and accountability for the commercial outcomes of your portfolio.
• You will be evaluated on your ability to deliver results that enhance partner satisfaction and drive long-term collaboration.
• The position requires a deep understanding of the resale market dynamics and the ability to adapt strategies accordingly.
• You will be expected to leverage data and insights to inform decision-making and support strategic initiatives.
• The role offers the opportunity to work with a diverse and talented team dedicated to the future of luxury resale.