Partnerships Manager / Category Manager FMCG

About Sanabil Studio and Tradepay

Sanabil Studio operates as a venture builder, combining industry knowledge, technology, and startup expertise to develop new businesses. Tradepay, a venture within Sanabil Studio, is focused on creating a B2B trade and working-capital platform specifically for the FMCG sector in Saudi Arabia. This platform aims to support small retailers in accessing working capital at the point of purchase, while also assisting partners such as manufacturers, brand owners, suppliers, and distributors in increasing sales, expanding customer reach, and strengthening their route-to-market.

The Role of Partnerships Manager

Tradepay is seeking a Partnerships Manager with a strong commercial background and in-depth knowledge of the Saudi FMCG market. This is a hands-on business development position based in Riyadh, Saudi Arabia, focused on building and converting Tradepay’s FMCG partnership pipeline. The role involves identifying suitable partners, initiating contact, understanding their business operations, effectively positioning Tradepay’s value proposition, and actively managing opportunities from initial discussions through to commercial agreement and implementation handover. The ideal candidate will be proactive in seeking new business, establishing relationships, and driving opportunities to closure.

Key Responsibilities

• Develop and continuously expand a pipeline of FMCG manufacturers, brand owners, suppliers, and distributors.
• Identify and prioritize potential partners based on merchant reach, traditional-trade exposure, sales volumes, and strategic alignment.
• Generate new opportunities through an existing network, direct outreach, referrals, industry research, and events.
• Identify and engage decision-makers across Sales, Commercial, Finance, and senior management levels.
• Introduce Tradepay and customize the value proposition for each partner’s business model.
• Understand partners’ route-to-market strategies, customer base, payment terms, collections processes, credit practices, and commercial challenges.
• Qualify opportunities and collaborate internally to develop commercially attractive partnership propositions.
• Manage opportunities from initial outreach through meetings, follow-ups, negotiations, and agreement finalization.
• Maintain momentum and proactively address any blockers that may delay closing agreements.
• Coordinate with Product, Operations, Risk, Finance, and Legal teams as opportunities progress toward implementation.
• Maintain accurate records of pipeline stages, next steps, meeting notes, and expected closing dates.
• Provide visibility on pipeline coverage, conversion rates, expected partner volumes, and commercial insights.

Required Qualifications and Experience

• 2-5 years of experience in a relevant commercial or business development role.
• Strong knowledge of the Saudi FMCG market.
• Demonstrated ability to build and manage a sales or partnership pipeline.
• Proven track record of building relationships and closing commercial agreements.

Performance Metrics

Success in this full-time role will be evaluated based on several key performance indicators, including qualified pipeline generated, number of partner meetings held, progression of qualified opportunities, signed partnerships, expected and activated Gross Merchandise Volume (GMV) from signed partners, sales-cycle duration, and pipeline-to-close conversion rate.

Location and Work Type

This is a full-time position located in Riyadh, Riyadh, Saudi Arabia. Salary information is not disclosed.