Trade and Partnership Manager
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Key skills for this role
About the Role
Furchild seeks a Trade and Partnership Manager to own trade channel P&L, manage retail and ecommerce partners, and expand distributor networks in UAE and globally. Requires 5+ years in B2B/wholesale sales and experience with offline and online channels.
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
- Win and manage relationships with pet specialty stores, retail chains, and adjacent outlets
- Win and manage online stockists: pure play pet retailers, general marketplaces, and quick commerce platforms
- Identify, evaluate, and onboard new channel partners that generate revenue and customer acquisition opportunities
- Identify, evaluate, recruit, and onboard distributors within the UAE and in priority international markets
- Enforce MAP / RRP discipline and manage discount bands, trade terms, and approval thresholds
- Work with marketing team to plan and execute co marketing and promotional campaigns with partners
- Provide demand forecasts by account/channel that feed production and inventory planning
Requirements
- 5+ years in B2B / trade / wholesale sales, key account management, or distributor management, ideally in FMCG, pet, food, or 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)
- UAE market experience strongly preferred
- Experience launching a product into new international markets (registration, import, regulatory)
Full Job Posting
Key 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.
- 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.
- Develop referral, sampling, activation, and partnership programs.
- Track lead generation, customer acquisition, and subscription conversions by channel.
Distributor Network Expansion
- 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 groundwork for international expansion: product registration, import/labeling/regulatory requirements.
- Build a repeatable distributor playbook.
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 marketing team to plan and execute co marketing and promotional campaigns with retail and ecommerce partners.
- 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 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).
- 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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