The Director of Retail Sales, Licensing and Toys is responsible for managing sell in of licensed goods and toy within MGA's portfolio of properties with the goal of meeting or exceeding predetermined revenue targets and growth objectives. He/She manages franchise and selling information to all buyers and ensuring sales potential is optimized. He/She coordinates back with key licensees to fulfill all buyer needs. He/She evaluates and identifies gaps and/or new opportunities to delivery incremental sustainable revenue volume. He/She provides business vision and leadership and works collaboratively with other divisions within the MGA organization to deliver common franchise and financial goals.
o Manage direct relationships with retail buyers across all departments to maximize commercial and brand opportunities.
o Communicate franchise and sales statistics against franchise portfolio to inform both buyers and licensee sales counterparts.
o Partner with licensees on all critical sales meetings providing franchise support in the sell in process and ensure appropriate follow-ups post meeting until orders are secured.
o Liaise with Sales Trade Marketing team to define account promotional and marketing plans and ensure licensee participation (Top 10 licensees).
o Be informed of retailer strategic plans and tactics, competitive landscape and general points of success.
o Review and track quarterly performance and devise tactical plans to advance financial performance.
o Monitor and assess weekly POS sales performance of licensed products.
o In conjunction with / support of the Franchise team:
Provide any licensee /product information in support of marketing and brand plans that benefit key account.
Help define and integrate licensees within wider brand and marketing plans that benefit retail account.
o Acts as ambassador for the category and maintains current knowledge of industry trends, competitors, business opportunities, threats and dynamics.
o Strategize and develop new business opportunities. Analyze account business performance and develop growth objectives that are aligned with MGA initiatives.
o Develop and implement product strategies, merchandising and marketing plans to ensure that sales are maximized and marketing objectives met.
o Builds strong team-oriented relationships with other key business units and regional partners that result in new business and/or cross-promotional opportunities.
Proven retail sales experience preferably with a top tier licensor
Demonstrated ability to manage large budgets
Excellent communication & presentation skills
Excellent sales/negotiation skills
Comprehensive knowledge of licensees' production and creative capabilities/limitations
Ability to drive a vision with commercial results
Ability to lead change