Senior Director, Global Licensing (m/f)

Smithsonian Enterprises
Washington, DC
Mar 14, 2018
Mar 15, 2018
Executive, Director
Full Time
We offer great benefits including:Health, Dental & Vision Insurance, Life Insurance, Transit/Commuter Benefits, Accidental Death and Dismemberment Insurance, Annual and Sick Leave, Family Friendly Leave, 403b Retirement Plan, Discounts for Smithsonian Memberships, Museum Stores and Restaurants, Credit Union, Smithsonian Early Enrichment Center (Child Care), Flexible Spending Account (Health & Dependent Care) Smithsonian Enterprises (SE) is a division of the Smithsonian Institution, the worldA cents € (TM) s largest museum and research organization. SE operates retail, media, product development, licensing and other services which promote the Smithsonian mission while generating an essential source of unrestricted funding for the Institution. The Smithsonian Institution values and seeks a diverse workforce. Join us in "Inspiring Generations through Knowledge and Discovery."EOE Job Description Smithsonian EnterprisesA cents € (TM) Licensing Division is seeking a Senior Director, Global Licensing to manage the licensing sales team (2-4 direct reports) and spearhead the licensing sales efforts for assigned product categories, under the guidance of the VP, Education and Consumer Products. The incumbent will be responsible for initiating, researching, articulating and executing a licensing sales strategy for assigned categories, in consort with the VP, Education and Consumer Products, and for assisting the VP in developing an international expansion strategy. DUTIES:Develop and build a short-term and a long-term licensing sales strategy for the Smithsonian Institution and individual museums within assigned categories, which takes into account both revenue goals as well as the mission objectives of the Institution. Present such strategy to the VP, Consumer and Education Products, and work with the VP to refine and update as necessary. Assist the VP, Consumer and Education Products in developing a sales strategy and/or agent strategy to expand the Smithsonian brand into international territories, which works in concert with the domestic sales strategy. Develop a deep understanding of the Smithsonian brand, assets, and individual museums. With the VP, Consumer and Education Products, develop relationships with key museum personnel as needed in order to effectively align the sales strategy and efforts to museum goals. Accountable for personal sales targets, as well as the revenue goals of the sales team, while minimizing both financial risks and risks to the Smithsonian brand. Manage licensing sales and prospecting staff. Provide mentorship for successful sales techniques, and provide guidance and support for their sales, tracking, and negotiation efforts as needed. Develop and manage a sales pipeline that will ensure continued revenue growth. Manage the sales team in their efforts to track, follow-up, and adhere to the sales strategy and revenue targets for their assigned categories. Develop persuasive and targeted sales materials to pitch to potential licensees and retailers. Identify new sales channels and strategic partners to expand distribution and increase profitability. Solicit and secure business proposals from the candidates through the appropriate competitive procedures.Negotiate favorable licensing agreements with licensees while operating under the InstitutionA cents € (TM) s policies and procedures for revenue generating contracts. Ensure contracts are correctly prepared for approval by all internal stake holders and signature by SmithsonianA cents € (TM) s Contracting Officer. Research and identify the appropriate commercial prospects to execute each opportunity: identify solid resources by reviewing candidateA cents € (TM) s history for financial stability, product quality, reliability, breadth of distribution, and marketing strength. Work in consort with SEL staff to coordinate with appropriate curators for support of proposed concepts. Work with SEL and/or museum staff to resolve any constraints and/or specifications required for success, and adjust contract requirements accordingly to accommodate. Job Requirements BachelorA cents € (TM) s degree (BA or BS) required. Experience in licensing outbound sales for both domestic and international markets required with at least 10+ years of applicable work experience with high profile brand(s). Demonstrated ability to create and execute against effective licensing sales strategies which result in increased revenues while remaining true to core brand equities. Demonstrated ability to initiate, negotiate, and close impactful deals which generate significant revenue. Must possess the business skills necessary to develop familiarity with SmithsonianA cents € (TM) s unique contract terms, restrictions, copyright and trademark regulations sufficient to negotiate and facilitate preparation of contracts. Excellent negotiation skills, with the ability to solve problems with tact and A cents € oebig pictureA cents € perspective, while securing the best possible financial return. Solid understanding of the licensing industry and best practices, including GAAP principles of revenue recognition, general deal terms, licensing sales processes and a variety of licensing deal structures. A proven history of achieving and exceeding revenue targets and managing large and/or high profile brands. Must possess the acumen to take the SmithsonianA cents € (TM) s larger mission, and SELA cents € (TM) s overall strategy into account when choosing potential partners, and negotiating key terms. Bring expertise and contacts/prospects applicable to a broad range of licensed product categories A cents € " including but not limited to promotions, educational products, digital games, experiences, and publishing. Possess an understanding of both domestic and foreign market trends that affect the licensing business. Previous experience supervising at least one sales manager as a direct report. Strong quantitative and qualitative abilities. Skill in preparing summaries of complex information for presentation to diverse audiences. Ability to read, analyze and interpret the most complex documents. 15-25% travel required. Salary Commensurate with Experience How to Apply To apply, please send a resume and cover letter (including salary requirements) to: . No phone calls please. Relocation expenses are not paid. Applicants must be eligible to work in the US. Final candidate selection will be contingent on the candidate's successful completion of a pre-appointment background screening and subsequent background investigation.