Senior Manager, Licensing - Business Development

IMG•New York, NY

About The Position

The Role and What You’ll Do: New Business Development / Sales: Prospecting: Identify new category / products opportunities for key clients across IMG’s vast client portfolio of brands and conduct research to populate potential new licensee prospecting lists. Sales Outreach / Deal Closure: Conduct outreach to potential licensees and engage in sales conversations with support from team members with goal of bringing deals to a close. Sales Prep: Manage sales materials to ensure they are kept up to date and ready for pitch meetings. Licensee Management: Responsible for ensuring that licensees are activating their license rights, actively designing, producing, distributing and marketing Licensed Products. Working closely with licensees daily for product development, keeping to their critical paths and managing the product approval process with the clients. Providing licensees with design ideas and style guide support for the respective brands to help give direction on how the brands can be applied on products in a wide variety of categories: apparel & fashion accessories, gift & home, outdoor & sport. Royalty report analysis to ensure that licensees are actively selling into territories and to retailers within their license agreement. Client Management: Act as the client’s first point or call for general requests and/or updates. Prepare materials for monthly client updates to support overall program development/growth. Financial Reporting & Analysis: Responsible for ensuring that licensees report their royalties on a timely basis. Work closely with the finance team to keep on top of slow reporting/paying licensees. Quarterly finance reports and client/licensee records to monitor performance success/failures. Legal Administration: Management of contract generation with the legal team for new license agreements. Working with the legal team to input deal terms through CRM platforms for the negotiated commercial terms that need to be drafted into the contract. Review of contracts drafted by the legal team to make sure that all commercial terms have been accurately written before distributing contracts for signature. Keep up to date excel spreadsheets of contract summaries for each of the brands which acts as a quick and easy to read source of all live contract commercial terms.

Requirements

Known Closer: Substantive experience, and proven-success in a fast-paced, proactive sales environment
Entrepreneurial spirit and competitive attitude
Team player who wants to win!
Highly organised, detailed, and adaptable
Ability to manage workload and switch between brands and licensees is essential
A quick learner and able to find solutions to problems
Personality, attitude and enthusiasm are key in order to build trusting relationships with clients, licensees, prospective licensees and colleagues
Attention to Detail: the individual accomplishes tasks thoroughly and efficiently and has strong organizational skills
Communication: the individual has the ability to express thoughts and ideas clearly and effectively (verbally and in writing), and ability to converse effectively
Problem Solving: the individual identifies and resolves problems in a timely manner, gathers and analyzes information skillfully, and maintains confidentiality
Interpersonal Skills: the individual maintains confidentiality and remains open to others’ ideas
Attitude: the individual must always be willing to put the client first and foremost with a positive and friendly customer service attitude

Responsibilities

Identify new category / products opportunities for key clients across IMG’s vast client portfolio of brands
Conduct research to populate potential new licensee prospecting lists
Conduct outreach to potential licensees and engage in sales conversations with support from team members with goal of bringing deals to a close
Manage sales materials to ensure they are kept up to date and ready for pitch meetings
Responsible for ensuring that licensees are activating their license rights, actively designing, producing, distributing and marketing Licensed Products
Work closely with licensees daily for product development, keeping to their critical paths and managing the product approval process with the clients
Provide licensees with design ideas and style guide support for the respective brands to help give direction on how the brands can be applied on products in a wide variety of categories: apparel & fashion accessories, gift & home, outdoor & sport
Royalty report analysis to ensure that licensees are actively selling into territories and to retailers within their license agreement
Act as the client’s first point or call for general requests and/or updates
Prepare materials for monthly client updates to support overall program development/growth
Responsible for ensuring that licensees report their royalties on a timely basis
Work closely with the finance team to keep on top of slow reporting/paying licensees
Keep up to date excel spreadsheets of contract summaries for each of the brands which acts as a quick and easy to read source of all live contract commercial terms
Management of contract generation with the legal team for new license agreements
Work with the legal team to input deal terms through CRM platforms for the negotiated commercial terms that need to be drafted into the contract
Review of contracts drafted by the legal team to make sure that all commercial terms have been accurately written before distributing contracts for signature