Manager, Sales & Retail Business Development

Welcome to Warner Bros. Discovery… the stuff dreams are made of.

Who We Are…

When we say, “the stuff dreams are made of,” we’re not just referring to the world of wizards, dragons and superheroes, or even to the wonders of Planet Earth. Behind WBD’s vast portfolio of iconic content and beloved brands, are the storytellers bringing our characters to life, the creators bringing them to your living rooms and the dreamers creating what’s next…

From brilliant creatives, to technology trailblazers, across the globe, WBD offers career defining opportunities, thoughtfully curated benefits, and the tools to explore and grow into your best selves. Here you are supported, here you are celebrated, here you can thrive.

Your New Role...
The Manager, Sales & Retail Business Development is responsible for elevating Warner Bros. Discovery Global Consumer Products’ (WBDGCP) North America positioning at retail and driving sustainable consumer products revenue growth at Non-Mass Accounts (Grocery, Drug, Value, Off-Price, Specialty)

The Manager will work & report to the Director, Sales & Retail Business Development to assist, develop and execute Warner Bros. Discovery 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 Manager will act as a Sales & Retail Business Development Account Executive, Brand Ambassador, Change Agent, and Influencer leveraging licensees and Warner Bros.’s organizations.

Your Role Accountabilities...

• Works & reports directly with the Director, Sales & Retail Business Development to drive business, develop business plans, strategies and revenue goals at Non-Mass Accounts (Grocery, Drug, Value, Off-Price, Specialty).
• Develops opportunistic sales strategies in collaboration with licensees and retailers
• Identifies white space opportunities to drive incremental revenue
• Partners with Sales RBD Team/Licensees/Category/Franchise/Retail Marketing/Product Development to develop & execute retail strategies & initiatives
• Communicates WBDCP licensing and marketing strategies to retail accounts
• Facilitates collaboration and supports the execution of retail programs
• Analyzes retail pos data, identifies gaps & opportunities to drive to retail
• Works directly and in conjunction with the Director, with appropriate retail personnel (e.g. buyers, marketing, planning)
• Directly manages retail programs focused on specific lines of business & revenue goals
• Manages and maintains weekly team reports, recaps & sales team documents
• Provides internal & external business retail updates
• Manages and executes key account planning, budget & quarterly forecasting in partnership with Category/Licensees/Retailers/Franchise/Finance/Retail Analytics/Marketing
• Assists in Joint Business Plans: Retailers & key licensing partners
• Collaborates and partners with Retail Marketing/Franchise teams driving retail initiatives & activations
• Manages Ad pub budget related to accounts
• Manages T&E budget
• Applies competitive and industry knowledge, trends & data to everyday decision-making
• Acts as decision maker with guidance from Director Sales
• Assists with development and execution of studio swing presentations
• Presents & develops high quality retail presentations leveraging franchise strategies, consumer insights and market trends that support the Warner Bros. brand and franchises

Retail Strategy, Planning & Development

• Responsible for having strong knowledge of corporate strategies, initiatives, eCommerce and industry trends Non-Mass Accounts (Grocery, Drug, Value, Off-Price, Specialty)
• Drives deliverables at retail utilizing knowledge and understanding of Warner Bros. Discovery corporate initiatives, strategic plans, brands, and franchises
• Analyzes WBDGCP-Non-Mass Accounts physical and digital business to develop objectives, growth strategies and market share
• Identifies and develops new business strategies outside of traditional licensing categories with an entrepreneurial approach
• Aligns and collaborates with Director Sales, Franchise, Creative, Product Development, Marketing, Category, Retail Analytics teams for retail go-to-market initiatives and strategies
• Collaborates with the WBDGCP Retail Marketing team to develop comprehensive online-to-offline marketing plans against priority programs at assigned non-mass accounts
• Builds and drives 18-24 month planning calendar for assigned non-mass accounts defining the everyday core business and key merch moments across brands and franchises
• Manages ongoing weekly, monthly, and quarterly merchant, licensee and retailer meetings

Program Selling & Implementation

• Manages and drives account specific retail and eCommerce initiatives, promotions, campaigns and events in partnership with internal stakeholders & licensees to maximize sell-in and sell-through of products

Qualifications & Experience...
Work Experience

• At least 5 years experience in retail-related buying, product development, and/or sales at a manufacturer, retailer, or licensor required
• At least 5 years sales and marketing experience in the toys, softlines, hardlines, consumables, or e-commerce industries required

Education, Professional Training, Technical Training or Certification

• Bachelors degree or equivalent work experience required
• MBA preferred

Knowledge/Skills

• Strong knowledge of retail industry, solution selling and marketing principles
• Strong strategic, digital and analytical skills
• Strong understanding of social media marketing and eCommerce trends
• Strong sales and 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 organizational structure to deliver the end solution
• Respectful role model, leader, resilient, tenacious, diplomatic and problem solver
• Working knowledge of creative and product development
• Proven ability to drive business independently, demonstrates leadership and management skills
• Proficiency using Microsoft Office software (Word, Excel, PowerPoint, and Outlook) required
• Must have the ability to communicate effectively and tactfully (both verbally and in writing) with individuals at all levels of the organization
• Must have the ability to organize, pay close attention to details, schedule work effectively
• Must have the ability to work well under time constraints, meet deadlines, and manage multiple tasks and project elements simultaneously
• Must demonstrate flexibility and effectiveness when faced with changing schedules or priorities
• Must be able to build strong relationships with key retail partners and drive sales initiatives

Other Requirements

• Some travel required

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

How We Get Things Done…

This last bit is probably the most important! Here at WBD, our guiding principles are the core values by which we operate and are central to how we get things done. You can find them at www.wbd.com/guiding-principles/ along with some insights from the team on what they mean and how they show up in their day to day. We hope they resonate with you and look forward to discussing them during your interview.

Championing Inclusion at WBD

Warner Bros. Discovery embraces the opportunity to build a workforce that reflects a wide array of perspectives, backgrounds and experiences. Being an equal opportunity employer means that we take seriously our responsibility to consider qualified candidates on the basis of merit, without regard to race, color, religion, national origin, gender, sexual orientation, gender identity or expression, age, mental or physical disability, and genetic information, marital status, citizenship status, military status, protected veteran status or any other category protected by law.

If you’re a qualified candidate with a disability and you require adjustments or accommodations during the job application and/or recruitment process, please visit our accessibility page for instructions to submit your request.

In compliance with local law, we are disclosing the compensation, or a range thereof, for roles in locations where legally required. Actual salaries will vary based on several factors, including but not limited to external market data, internal equity, location, skill set, experience, and/or performance. Base pay is just one component of Warner Bros. Discovery’s total compensation package for employees. Pay Range: $95,690.00 - $177,710.00 salary per year. Other rewards may include annual bonuses, short- and long-term incentives, and program-specific awards. In addition, Warner Bros. Discovery provides a variety of benefits to employees, including health insurance coverage, an employee wellness program, life and disability insurance, a retirement savings plan, paid holidays and sick time and vacation.

If you’re a qualified candidate with an arrest or conviction record, please know that your application will be considered in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.