Business Development Manager

For a quarter of a century, the Jellycat family have brought joy, wonder and playful fun to people of all ages, in every part of the world. Utterly original and in a class of their own, they are currently among the most loved and collected toys of their kind. How has this gentle tribe endeared themselves to so many? Perhaps it is their whimsical expressions. Or the deliciously soft fabrics. Or the beautiful way in which they sit in your hand. Whatever it is, there is something magical and unmistakeable about each one of them.

This role is accountable for defining how Jellycat enters, structures, governs and scales markets — including route-to-market strategy, distributor exits, direct entity build-outs and go-to-market design — before those markets are handed over to mature local commercial teams, who will then take ownership of the sales function.

The Business Development Manager operates ahead of sales, ensuring that:

• The right partners, structures and governance are in place

• The go-to-market model is commercially sound and operationally viable

• Brand control, margin integrity and long-term scalability are protected

A critical component of this role is the ability to design market entry and scale-up strategies within robust governance frameworks.

The Business Development Manager must understand and navigate local market nuances, including regulatory environments, tax structures, duties, import requirements, labour considerations and legal frameworks, ensuring that Jellycat's route-to-market decisions are commercially sound, compliant and scalable from day one.

This role requires strong analytical rigour, combining financial modelling, regulatory understanding and operational insight to assess market viability, risk and long-term value — not just top-line opportunity.

You'll be:

• Owning market build and go-to-market strategy across priority regions.

• Leading distributor exit strategies and market transitions.

• Building and maintaining clear operating frameworks for new and transitioning markets.

• Influencing regional leadership teams, account management teams and cross-functional business units.

• Providing rigorous market analysis combined with strong commercial vision.

• Applying deep market intelligence across consumer behaviour, retail landscapes and cultural nuances to shape market strategy.

• Evaluating market opportunities through commercial, operational and regulatory lenses.

• Creating scalable foundations for sustainable long-term growth.

You'll have:

• Demonstrable experience in business development, market entry and international market expansion, including entering and/or restructuring markets rather than managing mature accounts.
• Practical experience navigating governance, regulatory and compliance frameworks across multiple geographies.
• Strong analytical and commercial capabilities, with experience working with financial models, business cases and market data to support strategic decision-making.
• Exceptional market insight, judgement and commercial instinct across diverse regions and geographies, balancing global brand standards with local realities.
• Highly developed strategic thinking, communication and stakeholder management skills.
• Experience operating in fast-growth, scale-up or rapidly changing environments where ambiguity is common and outcomes are not always clearly defined.
• The ability to influence senior stakeholders and drive alignment across multiple functions and markets.