FÔLD is scaling its global distribution network and needs a commercially driven, relationship-first operator to own it. This role has two clear mandates: manage and grow the existing distributor base across the Middle East, Asia and Africa; and lead the onboarding of new partners across the Nordics, Central Europe, the Baltics and the Balkans as the priority expansion territories, before broadening the footprint globally.
This is a hunter and farmer role in equal measure. You’ll be building new relationships from scratch in growth markets while ensuring existing partners are performing, supported and aligned to the FÔLD brand. You’ll report directly to the CCO and have the autonomy to shape how FÔLD distributes globally.
TERRITORY OVERVIEW
Priority — immediate
- Nordics, Central Europe, Baltics, Balkans
- New partner identification, evaluation and onboarding
Existing — manage & grow
- Middle East, Asia, Africa
- Relationship management, performance, growth planning
Horizon — global expansion
- All other territories
- Opportunity mapping, partner pipeline development
WHAT YOU’LL OWN
Existing Distributor Management — Middle East, Asia & Africa
- Serve as the primary relationship owner for all active distributors across MEA and Asia
- Set and drive quarterly sales targets through joint business planning and regular performance reviews
- Ensure distributors are commercially supported — pricing, product knowledge, brand standards, point of sale
- Identify underperforming partners and manage improvement plans or transition where necessary
- Coordinate with logistics and operations on stock availability, fulfilment, and delivery performance across regions
- Gather market intelligence — pricing, competition, demand signals — and feed back to CCO and product
New Partner Onboarding — Nordics, Central Europe, Baltics & Balkans
- Identify, evaluate and approach prospective distribution partners in priority expansion territories
- Lead the end-to-end onboarding process: commercial negotiation, contract, brand onboarding, launch
- Build launch plans with new partners — territory targets, activation strategy, initial order structure
- Establish FÔLD’s brand presence in each new market through the right partner, not just the available one
- Work with CCO to set distributor pricing, margin structure and minimum order commitments for each territory
Global Expansion Pipeline
- Map distribution opportunities in horizon markets beyond the immediate priority territories
- Build and maintain a qualified partner pipeline — contacts, market context, readiness assessment
- Support CCO on strategic decisions about which markets to enter and in what sequence
- Stay close to the global fitness and wellness market — trends, competitors, distribution models
Commercial Discipline
- Own the distributor pipeline in HubSpot — every partner, deal, and performance note logged
- Produce regular territory performance reporting for the CCO
- Ensure all distributor agreements are documented, current and aligned to FÔLD’s commercial terms
- Manage distributor pricing integrity — no undercutting, no grey market exposure
WHAT WE’RE LOOKING FOR
- Proven experience in international distribution, channel sales or partner management — ideally across multiple regions
- Track record of both managing existing distributor relationships and opening new markets from scratch
- Strong commercial negotiator — comfortable with pricing structures, margin conversations and contract terms
- Genuine hunter mentality: you identify opportunities, build relationships, and close — without waiting to be pointed
- Deep understanding of how distributors work — their commercial pressures, what motivates them, and how to get the best out of them
- Comfortable with significant travel — this role requires regular presence in market
- Experience in the fitness, wellness, premium consumer goods or medical/physiotherapy equipment sectors is a strong advantage
- Organised and self-directed: you manage a complex global pipeline independently and report clearly
