Sales Operations Manager, China / APAC

About Fellow

At Fellow, we’re on a mission to help people brew ridiculously good coffee at home. But we’re more than just beautifully designed kettles and grinders—we’re a brand built on innovation, community, and culture. We believe great coffee isn’t just about the final cup; it’s about the experience, the ritual, and the people who make it all happen.

We are seeking a dynamic and results-driven Sales Operations Manager for China to join our international sales team.  You are a highly motivated and entrepreneurial individual with experience in the kitchen appliances, coffee, or consumer electronics space, with knowledge of how to collaborate with a distributor partner.  In this pivotal role, you will be the primary liaison between Fellow and our distributors in China, Taiwan, and Hong Kong, ensuring a strong partnership, optimal performance, and mutual growth. Your collaborative responsibilities will include managing daily sales operations, cultivating relationships, supporting deal negotiations, reporting on distributor performance, and supporting and project managing strategic initiatives to expand market share.

Who You Are

The ideal candidate has exceptional communication, organization, and interpersonal skills, a deep understanding of distribution channels throughout China, Taiwan, and Hong Kong, and a track record of successfully managing customer relationships. This role offers the opportunity to make a significant impact on the success of our distribution network while working in a collaborative and fast-paced environment.

This role is based in Shanghai, China and will require up to 10% amount of travel.

What You’ll Do

• Daily Operations + Relationship Management: Support all Sales Orders and distributor partner needs in China, Taiwan, and Hong Kong. Guide, build, maintain, and strengthen our relationships with key distributor partners to ensure alignment with company goals and values.
• Performance Analysis: Monitor and evaluate distributor performance, using key metrics and reports to identify areas for improvement and implement corrective actions.  Regularly share performance analysis with your Fellow internal team.
• Strategic Planning: Develop and execute strategies to improve distributor capabilities, increase market penetration, and achieve sales targets.  Work collaboratively with Fellow Senior Regional Manager, APAC and Director of International Sales on forecast/demand planning, inventory requirements, and new product launch activations.  
• Sales & Marketing: Drive sales through direct outreach, networking, and leveraging the distributor's channels.  Attend relevant trade shows to build brand awareness and generate demand.

Contract Negotiation: Support the distributor with negotiations for major customers, ensuring terms align with company objectives and foster long-term partnerships.

• Customer Experience Training & Support: Provide training, tools, and resources to our distributor and key customers to enhance their product knowledge and sales effectiveness so that the end customer is always taken care of.
• Market Intelligence: Gather insights on market trends, target customers, competitor activities, and distributor challenges to inform strategy and decision-making.  Regularly share market intelligence updates with your Fellow internal team.
• Conflict Resolution: Address and resolve any issues or conflicts within the distributor or customer promptly and professionally.
• Collaboration: Work closely with internal teams such as sales, marketing, operations, and logistics to ensure distributors have the support they need to succeed.

Qualifications

• 8+ years of relevant sales, account, or business management experience with consumer packaged goods
• Strong entrepreneurial mindset with the ability to operate independently
• Excellent communication, negotiation, and relationship-building skills
• Outstanding verbal and written communication in both English and Mandarin; Cantonese a plus but not required
• Knowledge of distribution channels and supply chain management
• Proficiency in data analysis and financial management
• Experience collaborating with distributors or third-party logistics providers
• Familiarity with digital marketing tools and e-commerce platforms
• Passion for sales operations and customer service
• Experience working with multinational or American companies
• Flexibility to work with team members across China and the United States
• Ability to travel as needed to meet with the distributor, clients, and partners

Why You’ll Love This Role

• Competitive compensation including employee equity plan
• Generous paid time off plan
• Medical Insurance
• Better Yourself Wellness credit & Better Your Community donation matching
• Specific benefits for remote employees
• Generous discount on Fellow products

Salary Range: RMB 30 - 38k monthly

Our highest goal at Fellow is creating a safe, inclusive, and rewarding environment where everyone can bring their whole selves to work and thrive. We are committed to building diverse teams and strongly encourage people from underrepresented groups, including but not limited to women, people of color, LGBTQIA+ individuals, people with disabilities, members of ethnic minorities, foreign-born residents, and veterans to apply. 

Fellow is an equal opportunity employer. Applicants will not be discriminated against because of race, color, creed, sex, sexual orientation, gender identity, gender expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition or any protected category prohibited by local, state or federal laws.