Senior State Manager developing market strategies for Bacardi's vision in California. Leading sales teams to drive results through distributor management and strategic partnerships.
About the role
- Manager, Inbound Licensing responsible for sourcing and negotiating new licensing partnerships at MGA Entertainment. Driving business growth by securing third-party IP for product lines.
Responsibilities
- Identify, evaluate, and pursue inbound licensing opportunities aligned to MGA’s brand, category, and portfolio strategies.
- Conduct outreach to potential partners and manage early-stage conversations.
- Assess fit, risk, and business potential for new IP partnerships.
- Support the VP in developing category expansion strategies through inbound licensing.
- Lead negotiation of inbound licensing deal terms, including:
- - Royalty structures
- - Guarantees and advances
- - Term length
- - Territory and channels
- - Rights granted
- - Categories and product segments
- Partner with Finance and Category teams to build business cases and revenue projections.
- Ensure deal structures support profitability and portfolio goals.
- Work with Legal to shepherd contracts from term sheet to full execution.
- Ensure all terms are accurately reflected, including rights, timelines, approvals, and financial obligations.
- Track renewals, amendments, expirations, and key contractual milestones.
- Maintain organized contract files and deal records for the department.
- Serve as a primary point of contact for new and existing inbound licensing partners on business-related topics.
- Build strong relationships across partner brand, legal, and licensing teams.
- Represent MGA in discussions around business terms, future opportunities, and portfolio expansions.
- Support ongoing lifecycle management of partners, ensuring mutually beneficial collaboration.
- Monitor industry trends, competitor licensing activity, and emerging IP opportunities.
- Analyze categories, retailers, and consumer behavior to identify whitespace openings.
- Bring forward data-backed recommendations for new inbound licensing targets.
- Track financial performance of inbound licensing deals, including royalties and guarantees.
- Prepare deal summaries, partner scorecards, and business performance updates.
- Support budgeting, forecasting, and long-term planning for the inbound licensing pipeline.
Requirements
- Bachelor’s degree in Business, Licensing, Marketing, or related field.
- 5–7 years of experience in inbound or outbound licensing, partnerships, business development, or deal negotiation.
- Proven track record negotiating licensing or commercial agreements.
- Strong understanding of licensing terms, contracts, and financial modeling.
- Excellent communication and negotiation skills.
- Highly organized with the ability to manage multiple deals at once.
- Experience working with Legal, Finance, and Executive-level stakeholders.
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