Trade and Partnership Manager
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Key skills for this role
About the Role
Furchild is seeking a Trade and Partnership Manager to own the trade channel P&L, drive revenue and margin targets across retail, ecommerce, and distributor accounts.
Key Skills for This Role
Responsibilities
- Own the trade channel P&L contribution: hit revenue and margin targets across all retail, ecommerce, and distributor accounts
- Build and manage the trade sales pipeline from prospecting through to sustained reorders
- Drive both breadth (number of doors/listings live) and depth (rate of sale per door)
- Win and manage relationships with pet specialty stores, retail chains, and adjacent outlets
- Negotiate listings, shelf space, planograms, and in store positioning
- Run regular partner visits and account reviews; ensure on shelf availability and minimise out of stocks
- Win and manage online stockists: pure play pet retailers, general marketplaces, and quick commerce platforms
- Coordinate with operations on marketplace fulfillment models and stock feeds
- Protect pricing integrity online
- Identify, evaluate, and onboard new channel partners that generate revenue and customer acquisition opportunities
- Develop referral, sampling, activation, and partnership programs that drive qualified leads
- Track lead generation, customer acquisition, and subscription conversions by channel
Requirements
- 5+ years in B2B / trade / wholesale sales, key account management, or distributor management
- Demonstrated track record opening new retail accounts and/or appointing and managing distributors
- Hands on experience with both offline retail and ecommerce/marketplace channels (Amazon, Noon, or similar)
- UAE market experience strongly preferred
- Existing relationships within UAE veterinary, retail, grocery, ecommerce, or pet industry channels
- Experience launching a product into new international markets (registration, import, regulatory)
- Familiarity with a structured ops/CRM stack for managing accounts and pipeline
Full Job Posting
Channel Sales & Revenue
- Own the trade channel P&L contribution: hit revenue and margin targets across all retail, ecommerce, and distributor accounts.
- Build and manage the trade sales pipeline from prospecting through to sustained reorders.
- Drive both breadth (number of doors/listings live) and depth (rate of sale per door)
Offline Retail Partners
- Win and manage relationships with pet specialty stores, retail chains, and adjacent outlets such as veterinary clinics and grooming salons.
- Negotiate listings, shelf space, planograms, and in store positioning.
- Run regular partner visits and account reviews; ensure on shelf availability and minimise out of stocks.
Ecommerce and Marketplace Partners
- Win and manage online stockists: pure play pet retailers, general marketplaces (e.g. Amazon.ae, Noon), and quick commerce / rapid delivery platforms.
- Coordinate with operations on marketplace fulfillment models (marketplace fulfilled vs. seller fulfilled) and stock feeds.
- Protect pricing integrity online
Lead Generation & Channel Expansion
- Identify, evaluate, and onboard new channel partners that generate revenue and customer acquisition opportunities.
- Develop referral, sampling, activation, and partnership programs that drive qualified leads.
- Track lead generation, customer acquisition, and subscription conversions by channel.
- Continuously identify new opportunities to expand Furchild's reach beyond owned channels.
Distributor Network Expansion (UAE & global)
- Identify, evaluate, recruit, and onboard distributors within the UAE and in priority international markets.
- Structure distributor agreements (territory, pricing, margin, exclusivity, MOQs, marketing support).
- Manage distributor performance against activation and reorder milestones.
- Lead the groundwork for international expansion: product registration, import/labeling/regulatory requirements.
- Build a repeatable distributor playbook so each new market is faster to launch than the last.
Pricing & Margin
- Enforce MAP / RRP discipline.
- Manage discount bands, trade terms, and approval thresholds.
- Own receivables health for trade accounts (terms, DSO, overdue management).
Trade Marketing & Campaigns
- Work with Furchild marketing team to plan and execute co marketing and promotional campaigns with retail and ecommerce partners (in store activations, marketplace promos, sampling, bundles, launches).
- Drive share of shelf (offline) and share of search / digital shelf quality (online).
Forecasting & Operations
- Provide demand forecasts by account/channel that feed production and inventory planning.
- Monitor slow moving listings and delisting risk
Requirements
- 5+ years in B2B / trade / wholesale sales, key account management, or distributor management. Ideally in FMCG, pet, food, or a comparable physical product category.
- Demonstrated track record opening new retail accounts and/or appointing and managing distributors.
- Hands on experience with both offline retail and ecommerce/marketplace channels (Amazon, Noon, or similar), or strong depth in one with credible ability to own the other.
- UAE market experience strongly preferred; international/export distribution experience a clear plus.
- Existing relationships within UAE veterinary, retail, grocery, ecommerce, or pet industry channels.
- Experience launching a product into new international markets (registration, import, regulatory).
- Familiarity with a structured ops/CRM stack for managing accounts and pipeline.
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