Director, Sales & Business Development - Amazon

Job Description

Division Overview

Warner Bros. Consumer Products (WBCP), a Warner Bros. Entertainment Company, extends the Studio's powerful portfolio of entertainment brands and franchises into the lives of fans around the world. WBCP partners with best-in-class licensees globally on an award-winning range of toys, fashion, home décor, and publishing inspired by franchises and properties such as DC, Looney Tunes and Hanna-Barbera.

The division's successful global themed entertainment business includes groundbreaking experiences such as The Wizarding World of Harry Potter and Warner Bros. World Abu Dhabi. With innovative global licensing and merchandising programs, retail initiatives, promotional partnerships, and themed experiences, WBCP is one of the leading licensing and retail merchandising organizations in the world.

To be successful at WBCP, you must have a willingness to model our values and behaviors, champion diversity and inclusion, leverage data and insights to maximize the legacy of our deep brands and franchises while maintaining a commitment to fostering best-in-class talent.

The Job

The Director of Sales & Retail Business Development is in charge of driving sustainable consumer products revenue growth on Amazon US and Canada

The Director defines Warner Bros. Consumer Products retail sales growth initiatives, develops, sells in, executes and activates key domestic retail strategies that align with Warner Bros. Studio's strategic marketing, sales, brands and franchise portfolio initiatives. The Director will act as a Sales & Retail Business Development Retail Leader, Brand Ambassador, Change Agent, and Influencer leveraging Amazon, Licensee's and Warner Bros.'s organizations. The Director will be a cross-functional leader with focus on collaboration across the WBCP enterprise, responsible for annual sales and growth targets across key lines of business – Toys, Collectibles, Fashion, Home, Hardlines, Publishing, Food, Health & Beauty

The Daily

This position will be responsible for:

Strategic and Account Planning
• Develops an account plan to WB's business on Amazon to grow significantly year over year
• Develops operating plan, priorities and requirements for product assortment, digital experience, marketing and advertising to support growth plans
• Incorporates Amazon strategy into NA Sales/Retail strategies, plans and execution across all key franchises
• Warner Media Cross-divisional Amazon planning lead for Tentpole events
• Responsible for meeting annual financial targets; quarterly forecasting and gap analysis
• Builds and drives development of account plan, long-range plan, retail strategies and revenue goal; executes plan flawlessly
• Establishes and owns key retail Vendor Manager, Marketing & Licensee relationships to meet and exceed revenue targets and growth objectives
• Determines Amazon initiatives against advertising publicity trade spend to drive sales of retail programs in collaboration with Marketing team
• Manages T&E budget

Sales
• Responsible for having strong knowledge of Amazon corporate strategies, initiatives, growth drivers and industry trends
• Identifies and prioritizes new business opportunities with Amazon; develops relationships and initial pitches; develops new business strategies outside of traditional licensing categories with an entrepreneurial & innovative approach
• Leads development and execution of studio swing presentations, monthly category updates and licensee updates
• Leads and plans Amazon Top to Top, Joint Business Planning meetings, Quarterly business reviews
• Leads engagement with Category, Creative, PD teams to identify merchandise assortment and tiering for Amazon
• Aligns and collaborates with Franchise, Creative, Product Development, Marketing and Category for Amazon initiatives and strategies
• Collaborates with the Retail Marketing team to develop comprehensive eCommerce marketing plans against priority programs at Amazon
• Proactively shares best practices and results across WBCP NA 3P eCommerce and Amazon global teams
• Monitors competitive programs for insights
• Presents & develops high quality retail presentations leveraging franchise strategies, consumer insights and market trends that support the Warner Bros. brand and franchises

Customer Experience
• Negotiates retailer marketing programs for WB to participate
• Works with partners to install best practices and digital guidance for improving conversion on PDPs
• Develops methods for optimizing for Amazon internal SEO, monitoring, tracking, working with partners to increase relevance
• Responsible for driving a clean marketplace experience

Retail Analytics
• Integrates Amazon reporting solution
• Uses data analytics to regularly track and report on performance; identifies and activates upon opportunities

Success Measurement
• Sales / Sell Thru
• Market Share Growth
• PDP Conversion
• SEO Performance and Discovery
• Clean Marketplace
• Best Practices and X-team engagement across Global Amazon and eCommerce Retail
• Sales program innovation and success

The Essentials

Work Experience
• Minimum 10 years experience in retail-related buying, product development and/or sales at a manufacturer, retailer or licensor.
• Minimum 10 years sales and marketing experience in the toys, softlines, hardlines, consumables or e-commerce industries
• Demonstrated team personnel management experience

Education, Professional Training, Technical Training or Certification

BA/BS degree required

Knowledge/Skills
• Strong knowledge of eCommerce, retail industry, solution selling and marketing principals
• Strong strategic, digital and analytical skills
• Strong understanding of social media marketing and eCommerce trends
• Strong sales & solution selling skills: relationship building, presentations, influencing skills
• Proven financial acumen
• Proven and effective interpersonal skills and ability to develop relationships with personnel at all levels of retail organization
• Excellent collaborator and working with cross functional teams
• Ability to navigate and work through a matrix structure to deliver the end solution
• Respectful role model, leader, resilient, tenacious, diplomatic and problem solver
• Proven and effective written and oral communication skills
• Working knowledge of creative and product development
• Proven ability to drive business independently, demonstrates leadership and management skills
• Computer Skills: MS Word, Excel, and PowerPoint
• Must have the ability to communicate effectively with all levels of personnel
• Must have the ability to pay close attention to detail
• Must have the ability to organize and schedule work effectively
• Must have the ability to guide and direct team
• Must have the ability to work well under time constraints
• Must have the ability to handle multiple tasks
• Must be able to work independently and meet deadlines
• Must demonstrate flexibility and effectiveness when faced with changing schedules or priorities
• Some travel required

Management has the right to add or change duties and job requirements at any time

Jobcode: Reference SBJ-d97o09-52-14-22-250-42 in your application.