Business Development Manager, Entertainment

What You’ll Do

As the Business Development Manager, Entertainment, you’ll be responsible for driving new business through proactive outreach and relationship-building. This role is heavily focused on cold outreach — identifying, contacting, and pitching prospective partners to expand Authentic’s base of licensing deals. You’ll develop and execute strategies to grow the footprint of our entertainment brands and deliver top-line revenue for the organization.

You’ll take the lead on sourcing, pitching, selling, negotiating, and closing new licensing deals, often initiating contact where no prior relationship exists. This requires at least 2 years of experience structuring out-licensing deals that deal with creating physical product through partnerships with manufacturers, distributors, and designers of goods. 

Note: This role will not be focused on licensing music catalogs, film & television content, or similar media.

If you're a sales-driven, strategic thinker with a creative spirit who thrives on the thrill of building something from scratch, we’d love to meet you. We’re proud to offer our BD team members an unlimited commission and are excited to welcome eager sellers to our team.

What You’ll Be Working On

Generate Qualified Leads:

• Learn and understand Authentic’s brand strategies and the process of out-licensing IP. 
• Identify target contacts and decision makers inside target companies and establish contact via cold calling, email outreach, and other means, as necessary. 
• Research the market and identify new licensing partners that map to your brand portfolio and meet Authentic’s partner qualifications. 

Build and Manage Sales Pipeline: 

• Continually drive prospects into leads through high-volume outbound sales activity.
• Utilize detailed discovery to learn about the prospect’s interests and capabilities. 
• Partner with Business Development leadership and Brand Marketing to develop pitch techniques that clearly align the brand value proposition with the prospect’s interests and capabilities.  

Drive the Licensing Deal to Close:

• Work in partnership with Brand Management and Business Development Leadership teams to develop business plans and formulate product licensing proposals.  
• Lead and manage efficient and productive negotiations of deal terms, taking full ownership of the deal process. 
• Assemble detailed term sheets with concise business terms. Work closely with legal counsel to draft licensing agreements. 

Sales Management:

• Track sales activity in CRM consistently and accurately. 
• Responsible for quota attainment in assigned business pillar.
• Manage productive and goal-oriented deal processes. 
• Prepare accurate sales forecasts per Authentic’s sales reporting process. 

Compensation:

Sales Executives are eligible for Authentic's Uncapped Commission Plan. Commission is paid to Business Development Executives (after recouping draw) as royalty payments are received from the licensees with whom they closed deals – usually quarterly over the duration of the agreement.

Must Haves:

• 2-5 years of experience in new business development out - licensing brands and IP that fall in the entertainment, sports, fashion, and media categories, including that of estates and publishers.
• 3+ years of experience in full-cycle sales from lead generation through closing the deal.
• Have knowledge and understanding of licensees and product categories.
• Possess an eager demeanor with a fearless and professional drive to win; substantial cold calling and other forms of outreach are required.
• Success at negotiating licensing contracts, creatively developing new business ideas.
• Able to partner closely with licensees to understand their business needs and explore opportunities for growth.
• Understand licensing sales successes and challenges, key retail accounts, development plans and strategy.
• Understand best practices for Licensees.
• Has a bachelor’s degree.
• Must be willing and able to travel occasionally as the role requires.

Primary Location Salary Range:

$80,000 - $100,000