Senior Director, Business Development Entertainment- LATAM

What You’ll Do

As Sr. Director,  Business Development Entertainment , you’ll drive Authentic’s Greater Latin America Entertainment business. In this critical role, you’ll report directly to the EVP of Latin America and source deals live in-region.  You’ll work with corporate leadership to execute a strategy focused on increasing Authentic’s Entertainment brand presence through Endorsements, Events, Experiences & Media, focused on the Greater LATAM market. We’re seeking a driven leader with extensive knowledge of brand partnerships who can manage excellent relationships outside of traditional licensing.

The Sr. Director will have overall responsibility for Authentic’s Entertainment businesses in Greater LATAM, including business development goals, current licensee royalty streams, licensee management, execution of marketing initiatives, and managing administrative costs.

What You’ll Be Working On

Lead Authentic’s Greater LATAM - Entertainment Strategy

• Work in partnership with the EVP of LATAM to develop and execute a multi-million-dollar business, including planning, revenue forecasting, business analysis and conducting due diligence on evolution of the respective landscapes
• Lead relationship with key blue chip companies, retailers, real estate companies, etc. in the region to leverage strategic growth with existing and new brand presence
• Work collaboratively with licensees to develop and execute critical action plans, including product initiatives, wholesale, retail, and digital marketplace distribution efforts
• Maximize supply chain connectivity within the region to ensure price and product propositions are consistent and competitive in the respective markets

Co-Lead Business Development

• Identify new endorsement + licensing partners that map to the entertainment portfolio and meet Authentic’s partner qualifications
• Build, lead and direct the business development for Greater LATAM to formulate a development strategy that generates new business pipeline; incorporate regional and categorical nuances into the sales strategy
• Identify target contacts and decision makers inside target companies and establish contact via cold calling, email outreach, and other means, as necessary
• Take a hands-on approach to business development; work closely with the business development team to drive sales activity, develop a high-volume of leads, and close deals
• Leverage your network of contacts to schedule discussions and meetings with target endorsement, licensing and retail prospects; assist Business Development in establishing contact with target prospects in the market
• Drive royalty overages through proactive and bespoke brand and marketing tactics to achieve and exceed revenue targets

Drive the Licensing Deal to Close

• Work in partnership with Business Development and Brand Management Leadership teams to develop business plans and formulate 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 (Salesforce) consistently and accurately
• Manage productive and goal-oriented deal processes
• Prepare accurate sales forecasts per Authentic’s sales reporting process
• Prepare reports and presentations of sales performance as needed
• Responsible for quota attainment in assigned business pillar
• Confidently and independently develop and sell brand ideas internally to balance revenue goals with brand DNA

Must Haves

• Fluency in Spanish & English
• Hire must be locally-based in Panama, Chile or Peru
• Bachelor’s degree, MBA preferred
• Have 15 or more years’ experience in celebrity & entertainment, or events space with a specific focus on the Greater LATAM market
• Be a driven self-starter with executive-level leadership qualities
• Have extensive hands-on experience leading all aspects of a business operation, including business development and sales, brand management and marketing, and P&L management
• Be a decisive problem solver with the ability to assess situations quickly, consider options, and choose a path forward
• Have experience working independently and exhibit excellent communication skills
• Have extensive hands-on experience with the mechanics of the licensing business model
• Possess an extensive network of contacts in the licensing and retail sectors
• Must be willing and able to travel occasionally as the role requires (minimum 25%)

Target Deliverables and Metrics

• New Business Development (in-year and total deal value)
• Gross Minimum Royalty (GMR) for territory
• Royalty Overages
• Profit & Loss Performance
• Royalty Payment/Collections