HEAD OF COMMERCIAL

Furchild; Dubai; On-site; AED 367,242 - 550,863; Full time

Benefits offered by this job

Pet-centric culture

Fast-growing startup environment

Growth opportunities

Job summary

A leading pet food startup in Dubai seeks a Head of Commercial to lead business growth across direct sales and strategic partnerships. The ideal candidate will have over 7 years in a senior commercial role, with a proven track record in scaling businesses and deep knowledge of commercial unit economics. This role is integral in expanding into new markets and developing sustainable growth strategies. Join a fast-growing company committed to transforming pet care.

Qualifications

• 7+ years in a senior commercial role with international market experience.
• Proven record in scaling businesses across new markets.
• Deep understanding of commercial unit economics.

Responsibilities

• Lead the business growth engine across direct sales and partnerships.
• Define and deliver revenue targets across regional markets.
• Establish and manage relationships with veterinary groups.

Skills

Commercial strategy development

Market analysis

Partnership management

Sales forecasting

Team leadership

Education

Bachelor's degree

MBA or commercial certifications

Job description

At Furchild, we are on a mission to transform the pet food industry. We create fresh, human-grade pet food, tailored to the unique nutritional needs of dogs and cats. Since 2016, we’ve become the leading natural pet food subscription service in the UAE, delivering directly to our customers’ doors and helping pets live their healthiest, happiest lives. Founded by passionate pet lovers, we’re now one of the fastest-growing startups in the UAE, with ambitious plans for 2024. We’re looking for a Head of Commercial to join our team and help us shape the future of the pet food industry.

What You’ll Love About Us

• Pet-centric culture: We don’t just love pets – we live for them. If you’re passionate about animals, you’ll fit right in.
• Fast-growing startup: Be part of an exciting, innovative company disrupting the $90 billion global pet food industry.
• Diverse and inclusive workplace: We provide equal opportunity and foster a workplace where everyone is embraced.
• Growth opportunities: We’re expanding fast, and we want you to grow with us.

Job Description

Position Summary

As Head of Commercial, you will lead the business growth engine across direct sales, strategic partnerships, channel expansion, pricing, and customer lifecycle value. You will be responsible for delivering top-line growth across domestic and regional markets - starting with the GCC - and work cross-functionally to ensure revenue, margin, and profitability goals are met. You’ll play a pivotal role in bringing Furchild’s premium offering to new territories by building scalable commercial strategies, local partnerships, and operational readiness to win new markets.The ideal candidate brings a proven track record in strong sustainable growth, continuous improvement, and is primed to evolve into a CCO or Commercial Director role.

Key Responsibilities

• Own the end-to-end commercial strategy covering D2C, B2B, subscription, and retail partnerships.
• Define and deliver revenue targets across local and regional markets, reporting directly to senior leadership.
• Set commercial KPIs, sales forecasts, and channel-specific growth objectives with clear accountability.

2. Territorial Expansion & New Market Entry

• Lead Furchild’s commercial expansion into new geographies, starting with the GCC (e.g., Saudi Arabia, Qatar, Kuwait, Bahrain, Oman).
• Develop market entry plans including opportunity sizing, customer profiling, competitive analysis, and pricing strategy.
• Identify and secure go-to-market partners such as distributors, veterinary networks, and specialty pet retailers.
• Align internal stakeholders across legal, logistics, finance, and operations to ensure compliance, readiness, and execution.
• Drive performance across D2C channels, retail stockists, telesales, and emerging marketplaces.
• Manage partner onboarding, trade terms, incentives, and in-market training to deliver sales performance.
• Collaborate with the Head of Marketing to activate local campaigns that support sell-through and brand awareness.

4. Customer Value & Retention

• Build commercial initiatives to drive higher subscription uptake, AOV (Average Order Value), and LTV.
• Lead efforts to reduce churn and re-engage dormant segments using commercially driven offers and bundles.
• Coordinate with Product and Customer Experience teams to enhance customer satisfaction and retention economics.

5. Partnerships, Affiliates & Strategic Alliances

• Establish and manage commercial relationships with veterinary groups, regional resellers, and co-branded partners.
• Scale affiliate programs to attract niche audiences and high-intent buyers at low acquisition cost.
• Explore collaborations with GCC-based lifestyle, pet wellness, or delivery ecosystem players to drive adoption.

6. Pricing, Promotions & Offers

• Create a pricing model that balances market competitiveness, premium brand positioning, and margin targets across geographies.
• Design data-backed promotions, offers, and bundles tailored to customer personas and local demand curves.
• Lead annual reviews on pricing, cost structures, and profitability by channel and region.
• Use analytics tools to track performance by region, channel, product, and customer segment.
• Deliver accurate forecasts for inventory, sales, and revenue in collaboration with Finance and Supply Chain.
• Translate trends into strategic shifts and continuous commercial optimization.
• Build and lead a team across sales, partnerships, and customer operations - with a clear roadmap for expansion hires in target markets.
• Foster a culture of accountability, learning, and customer obsession.
• Partner with Marketing, Ops, Product, and Finance to ensure alignment on GTM, fulfillment, and margin goals.

Qualifications

Qualifications & Competencies

• 7+ years in a senior commercial role, ideally with international market experience in the GCC, D2C/FMCG.
• Proven record in scaling businesses across new markets with channel or distributor-led models.
• Deep understanding of commercial unit economics (CAC, LTV, GM%, retention, payback).
• Strong relationship builder with a track record of successful partner and territory development.
• Fluent in financial modeling, sales operations, and pipeline forecasting.
• Agile leader with a scale-up mindset—comfortable in high-growth, ambiguous environments.
• Bachelor’s degree required; MBA or commercial certifications preferred.

Additional Information

Why Join Us?

We’re not just feeding pets – we’re changing the way people care for them. At The Furchild, our work is driven by a shared love for animals and a commitment to making a real difference in their lives. When you join us, you’re part of something bigger – a company that values innovation, customer satisfaction, and most importantly, the health of pets.

Our Hiring Process

• We make the hiring process as straightforward as possible, with the following steps:
• Apply: Submit your application, and our team will review your profile.
• Initial Interview: If your qualifications align, we’ll schedule an initial conversation with you.
• Hiring Manager Interview: Shortlisted candidates will meet with hiring managers.
• Assessment: Depending on the role, you may be invited for a case study, trial assignment, or coding session.
• Offer: Successful candidates will receive an offer within 2-3 weeks from their initial application.

Ready to Join Us?

If you’re excited about making a difference in the lives of pets and being part of a fun, innovative company, we’d love to hear from you!