Director, Retail & Business Development
Company Summary: MGA Entertainment, a consumer entertainment Products Company headquartered in Chatsworth, California, manufactures innovative lines of proprietary products for the toy and consumer electronics market. The company also licenses its IP in such areas as apparel, home décor, stationery, and sporting goods. The MGA family includes award-winning brands such as LOL Surprise, Little Tikes®, Project MC2, and Zapf Creation®. For more information, please visit www.mgae.com.
Mission: The Director of Retail and Business Development is responsible for the sell-in of all categories for Softlines, Hardlines, FHB, Digital, Publishing and LBE’s. The Director will focus on all channels of distribution except Wal-Mart & Target. The Director will be given the goal of meeting or exceeding predetermined revenue targets and growth objectives. 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 category team and other divisions within the MGA organization to deliver common franchise and financial goals.
Key Result Areas Time Utilization
- Retail, Sales, and Marketing 70%
- Finance and Business Planning 30%
RESPONSIBILITIES
Retail, Sales, and Marketing
- You will bring an understanding of selling into and managing a diverse brand portfolio, reporting to the SVP, Global Licensing
- Establish and develop business relationships with MGA Licensing team and MGA licensees to help identify plans that help achieve our sales goals
- Establish and develop excellent relationships with retail buying teams to manage all areas of day-to-day business
- Create, activate and manage retail business development strategies by brand and tier of distribution.
- Manage retail accounts and work with marketing teams and buyers outside of toy
- Synergize with toy sales teams on larger activations.
- Prepare for and conduct regular retail buyer meetings, product/program pitches to ensure that the MGA brands and franchises receive prominent placement and support at assigned retail accounts
- Lead the development of annual and long-term plans to grow retailer business
- Develop programs that promote in-line and out of aisle placement during specific time frames related to content releases and seasons
- Analyze market conditions and consumer data to provide Sales leadership, Licensing and licensees with specific feedback on how to grow business at this account
- Identify trends and opportunities within retailer base
- Work with internal retail/brand marketing department to identify marketing programs and plans reflective of accounts needs to increase sales
- Collaborate with local MGA team members to maximize joint and cross-category placement opportunities
- Consult with Sales Trade Marketing team to define account promotional and marketing plans and ensure licensee participation (Top 10 licensees)
- Develop strong relationships with key retailers to maximize commercial and brand opportunities.
- Development of e-Commerce Strategy to drive DTC and on-line presence on major fashion sites with lead ecommerce licensees.
Product Development:
- Define and plan product development for retailer exclusive products.
- Collaborate with PD and Licensees to develop timeline schedule for key initiatives at retail
Finance and Business Planning:
- Review quarterly performance and devise tactical plans to advance financial performance.
- Submitting and meeting forecasts/budgets requirements (external and internal)
- Working with finance and contracts areas on chasing payments and agreements
EDUCATION/EXPERIENCE:
- Bachelor's degree, 10+ years retail, entertainment, licensing sales, experience in brand/consumer packaged goods
REQUIREMENTS/QUALIFICATIONS:
- Drive for results
- Independent and owner operator
- Relationship builder
- Excellent communication & presentation skills
- Trail blazer
- 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
- Strong Financial Acumen