Sales Manager, Licensing
Sales Manager, Licensing
Smithsonian Licensing is seeking a Sales Manager, Licensing to develop, prospect, and sell Smithsonian licensing opportunities to qualified companies, manufacturers and retailers in the commercial marketplace. The Sales Manager, Licensing works independently to close assigned deals, and supports the Senior Director, Global Licensing with larger more complex licensing deals across multiple category initiatives. The Sales Manager, Licensing also ensures these licensed programs are based on or inspired by the Smithsonian's educational mission and the brand’s core attributes, and that they adhere to the quality standards and reputation of the Institution. Responsibilities are undertaken within a broad range of merchandise and promotional categories and require the Sales Manager, Licensing to collaborate within Smithsonian Enterprises, across the Smithsonian, and in the commercial marketplace in order to devise and sell licensing initiatives that fit the Smithsonian brand and increase royalty income.
Duties and Responsibilities:
- Identifies and develops new licensing opportunities across standard categories, with a specific focus on leveraging core brand attributes (not just assets), and suggests new areas for licensing that fit criteria.
- Executes the sales process for basic category opportunities from end-to-end, including: develops and assembles sales material necessary to fully outline the licensing opportunity; sells the opportunity to the qualified licensing prospects; solicits and secures business proposals from the candidates through the appropriate competitive procedures; and closes licensing deals independently.
- Responsible for multiple licensing categories and stays abreast of domestic and foreign market trends that affect the licensing business.
- Maintains an active sales pipeline of potential licensees who may do business with the Smithsonian brand, using the strategy provided by the supervisor as the guide for key categories and objectives.
- Evaluates licensing proposals for brand and financial appropriateness, market feasibility, and reliability of the company and coordinates the selection of the best company through the appropriate competitive procedures goals.
- Takes the lead on contract negotiations for assigned contracts, in collaboration with senior management, Office of Contracting, and Office of General Counsel to ensure beneficial terms for the Smithsonian. Researches and identifies appropriate commercial prospects to execute new opportunities: identifies solid resources by reviewing candidate’s history for financial stability, product quality, reliability, breadth of distribution, and marketing strength. Researches market through catalogs, trade magazines, trade shows, and discussions with manufacturer’s representatives.
- Ensures development of commercially-viable licensing programs that support the Smithsonian’s mission and may also be offered for sale through other Smithsonian channels of distribution. The Sales Manager, Licensing becomes familiar with the brand, the museums, and collections, and develops working relationships with curatorial and museum staff members.
- The Sales Manager, Licensing has numerous projects under development at any given time and each requires sensitivity to the museum’s perspective and close coordination with staff, curators, and licensees.
Education and Experience:
- Bachelor’s degree (B.A. or B.S.) required. with a minimum of five (5) years related experience selling licensed programs that are based on core brand equities; lifestyle brand licensing experience preferred.
- A demonstrable work record of initiating, negotiating and closing successful brand-based licensing deals with manufacturers and/or retailers for a non-profit, entertainment, trademark, educational, or similar brand.
- Demonstrated ability to sell and close sustainable deals with substantial minimum guarantees and at terms favorable to the licensor.
- Experience with customary licensing deal terms, business skills and contracting experience necessary to negotiate contracts independently. Copyright and trademark experience a plus.
- Knowledge of retail market, licensing and industry(ies) sufficient to identify licensing opportunities and monitor company performance in the marketplace.
- Must have the inter-personal and research skills necessary to develop a familiarity with Smithsonian brand.
- Excellent written and verbal communication skills.
- Previous work experience successfully developing, promoting and selling licensing concepts or opportunities to prospective licensees and;
- Must have working knowledge of business and accounting procedures, as well as licensing revenue recognition procedures under Sarbanes-Oxley.
- Strong sales focus, service oriented, sound problem solving skills, excellent interpersonal skills and ability to work well with diverse range of people.
To apply, please email resume and cover letter, including current salary requirements/history, to email@example.com. (Please include job title in subject line)
Application materials received without salary information will not be considered.
No phone calls, please.
Local candidates preferred; relocation expenses are not paid.
Final candidate selection will be subject to the applicant’s successful completion of a pre-employment background check and subsequent background investigation. Selectee will be required to serve a one year probationary period.
Excellent Benefit programs including Health, Life, and Dental/Vision Insurance, Transit/Commuter Benefits, Accidental Death and Dismemberment Insurance, Annual and Sick Leave, Family Friendly Leave, Tax Deferred Savings Plan with Employer Contribution, Smithsonian Discounts,
Flexible Spending Account (Health & Dependent Care)
This is not a Federal Service position. Candidates must be U.S. employment eligible.