Partnerships Manager
4 days ago
Birmingham
The Role The Fuel Store (TFS) is a progressive, Birmingham based business using technology to develop its market and stay ahead of the competition. It is on a mission to revolutionise the way business is conducted in its chosen business segments. The business is a leading provider of fuel and associated products into the transportation sector. TFS provides a range of products and solutions to its customers which help them to increase profits through increasing basket size, customer loyalty and usage; serving customers more efficiently and cost-effectively. It currently facilitates the provision of and processes the transactions to allow over 60 million litres of Fuel per annum through its card processes. The business was started 10 years ago and to date has grown organically. Future development will be a combination of organic and inorganic growth offering its customers a carefully thought out package of products with software that enables easy/dynamic/cost optimised fleet management at its core. The business is very efficient and proudly operates with circa 50 colleagues whilst delivering over £70m of turnover. It means that the senior management team need to be able to operate at both the strategic and operational level often in the same meeting. The ability to ‘roll up your sleeves’ and deliver your own solutions is a hugely important asset to us. Over the last 3 years the growth of the business has stalled. Whilst the business is profitable the shareholders are keen that the business returns to a rapid growth phase with improved profitability. A new CEO has been appointed with a strong track record of successful growth and he will lead the twin track approach of organic and inorganic growth. The Partnerships Managers' role is to design, build, and scale all external partnership channels that generate leads, referrals, revenue, brand exposure, and new product opportunities - effectively acting as the engine that grows The Fuel Store’s partner ecosystem and expands the product portfolio. Key Responsibilities Partner & Channel Acquisition • Source and sign new partnerships including:, • Referral partners, • Associations & member bodies, • Trade groups, • Commercial alliances, • Resellers of our products, • Build a structured pipeline of potential partners aligned to ICP Partner Management & Growth • Set up onboarding, SLAs, and partnership playbooks, • Drive relationship performance with consistent reviews, • Create partner incentive schemes with Commercial / RevOps, • Ensure partners deliver predictable lead flow and revenue contribution, • Work with Marketing to produce co-branded campaigns & partner packs Product & Supplier Hunting • Identify new suppliers/products that complement the TFS offering (e.g. insurance, fleet, compliance, payments), • Support Commercial in evaluating product fit, value proposition, pricing, and integration requirements, • Lead negotiation with suppliers and partner networks Sales Alignment • Ensure partnerships deliver tangible pipeline for Sales & ECM, • Define referral workflows, distribution rules, and partner tracking in CRM, • Collaborate with Sales leadership to ensure partner leads convert effectively Commercial & Strategic Contribution • Maintain a partnership scorecard and regular MI, • Track cost-per-acquisition, channel profitability, and ROI, • Identify opportunities to scale successful partnerships into channels Success Measures • Number of new partners signed & activated, • Volume of partner-sourced leads and customers, • Revenue contribution from partner channels, • ROI per partner/channel, • Number & quality of new suppliers/products added to portfolio, • Growth in brand reach via associations & alliances Requirements • Experience in partnerships, business development, channel sales or commercial alliances, • Proven ability to source, negotiate, and close partnership agreements, • Strong relationship building skills with external partners and associations, • Ability to generate measurable outputs (leads, referrals, revenue) from channels, • Solid commercial judgement for assessing partner and product opportunities, • Organised and capable of managing multiple partnership pipelines simultaneously, • Strong communication skills and confident external representation, • Ability to collaborate with Sales, Marketing, and Commercial to activate partnerships, • Experience with co-marketing or joint campaigns desirable, • Understanding of channel economics, ROI, and performance tracking, • Self-driven, proactive, and comfortable operating with autonomy, • Experience in fleet, financial services, telecoms, or related sectors desirable Compensation • Type of Opportunity: Permanent, Full Time, • Salary: £50k base + company bonus and benefits, • Location: Birmingham, (4 days a week expected in the office), • Reports to: Managing Director