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Senior Licensing Sales Manager - Beauty

The Walt Disney Company
Hammersmith and Fulham, London (Greater)
Closing date
19 Apr 2024

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Sales & Business Development
Senior Manager
Contract Type
Full Time

The role is responsible for a series of key commercial licensing partnerships with industry leading EMEA retailers and suppliers. Covering a wide portfolio of health & beauty categories, implement and execute a long term and fiscal year strategies to maximise each product category to reach all consumer demographics and maximise sales and earned revenue.  

Relationships are key to the success of this role, both internally and externally. You will be required to actively manage and cultivate the engagement, partnership, and joint business planning with these partners, to negotiate contracts and ultimately drive and deliver strategic growth in licensing sales on behalf of the EMEA business.


Apply creativity, commerciality and expertise in relevant category product development and utilise knowledge of digital, social and bricks and mortar marketing alongside key trends and consumer insight to develop and drive succinct strategies, cross company and departmentally. Be agile in order to capitalise on the moment and identify new opportunities and act with pace and agility to maximise the business potential.




  • In line with the regional strategy, develop, set and execute strategies for the relevant category in conjunction with relevant stakeholders including plans for new business for each sub-category and franchise
  • Manage the annual operating plan and quarterly forecasting process, developing licensee objectives and initiatives to drive growth, working with franchise, marketing, product development and finance
  • Actively manage and cultivate the relationship engagement, partnership and joint business planning as appropriate with each licensee, new and existing
  • Evaluate licensee base and drive an optimisation plan to ensure effective and focused business management and strategic planning to support growth across categories
  • Conduct or be involved in contract negotiations with licensees and distributors as appropriate to maximise Disney royalty revenue and appropriately inform all key stakeholders with the relevant information (global, EMEA and local as required)
  • Work closely with the regional creative teams, product approvers, franchise and marketing teams to support the sale of the product as required by licensee/retailer
  • Communicate the International Labour Standards (ILS) process and be the conduit between the supplier and The Walt Disney Company (TWDC) ILS team
  • Identify, pitch and secure new licensees that enhance the category growth in a substantial manner
  • Collaborate and develop strong relationships with Disney market teams providing information and regular strategy and franchise updates as well as understanding and satisfying local market needs and differences. Utilise these relationships to share best practise
  • Establish a good working relationship with US counterparts to ensure regular communication flow on latest initiatives and ongoing liaison regarding joint/global licensees where relevant
  • Work closely with the other managers within the regional licensing sales team to coordinate ranges and launches with licensees across categories
  • In conjunction with legal team, deal with any legal issues affecting the country/region


Training and Professional Development

  • Operate with integrity, champion change and be a good ambassador for The Walt Disney Company
  • Operate as part of an effective and inclusive team by demonstrating an awareness of others; welcoming and valuing unique perspectives and ideas; offering support, sharing knowledge and best practices in order to contribute to overall departmental commitments
  • Take ownership of your professional development through regular career conversations with your line manager and utilising available resources through D Learn, the OTS (organisation and talent solutions) online hub, instructor-led courses and on-the-job learning
  • Proactively suggest ways to improve departmental performance and processes, leveraging technological tools where applicable
  • Build links with other TWDC functions to develop broader knowledge of the business
  • Promote and maintain an inclusive workplace, championing diversity and inclusion and make use of available resources to extend knowledge and best practice
  • Manage the training and development of all direct reports ensuring commitments are set, regularly reviewed, and feedback shared where applicable
  • Contribute to maintaining and enhancing the standard of training and development, encouraging participation so that everyone has the tools and resources to do their role effectively and efficiently


Areas of Accountability

  • Accountable to Licensing Sales Director
  • Accountable for delivering against annually agreed performance commitments and KPIs
  • Accountable for delivering against relevant financial royalty revenue annually
  • Accountable for management of the annual operating plan and quarterly forecasting process
  • Accountable for relationship engagement, partnership and joint business planning with each EMEA account
  • Accountable for operating with a sense of urgency
  • Accountable for the effective management of team where applicable


Experience and Professional Qualifications Required

  • A background in buying and product development, merchandising or commercial health & beauty sales is required
  • Excellent knowledge of health and beauty industry and retail landscape, with strong existing contacts within the market
  • Degree level education in a related field or equivalent work experience
  • Experience within consumer products management
  • Proven experience of building effective relationships, leading and managing change and collaboration across departments to achieve financial targets and joint goals


Skills Required

  • Ability to analyse data, construct practical conclusions and implement recommendations to achieve business targets
  • An ability to be agile in order to capitalise on the moment and identify new opportunities and target partners
  • Computer literate including MS Word, Excel and Keynote
  • Strong written and spoken English for business use, essential; professional proficiency in other European languages, beneficial
  • A good eye for digital, social and brick and mortar marketing
  • Excellent commercial and strategic approaches to problem solving and innovation
  • Exceptional planning and organisation skills
  • Strong influencing skills with the ability to achieve buy-in at all levels
  • Confident in presenting to a broad audience, across various stakeholder levels both internally and externally
  • Cultural sensitivity


Additional Information

  • Based in our Hammersmith office 4 days per week
  • Flexibility for occasional UK, European or international travel may be required
  • Contribution to ad-hoc projects as the business requires
  • Flexible hours may be required to meet business needs

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