Job Description

The Nacelle Company is seeking an experienced, results-driven Sales & Business Development Manager to manage revenue growth for our Los Angeles Consumer Products Division. This role is singularly focused on making the Los Angeles Consumer Products division money through wholesale and retail sales, major retail partnerships, licensing opportunities, distribution deals, and strategic brand expansion. The ideal candidate brings deep relationships within the toy and retail industries, a proven track record of closing large-scale retail deals, and strong experience working with licensors and licensees across major IP.

KEY RESPONSIBILITIES:

Revenue Growth & Sales Leadership

• Drive all revenue generation for the Los Angeles Consumer Products Division, with a primary focus on wholesale and retail sales.

• Develop and execute sales strategies to scale toy lines across mass, specialty, and online retail channels.

• Build, manage, and optimize the retail distribution system, including forecasting, sell-in, sell-through, and reporting.

• Establish pricing, deal structures, and margin strategies to maximize profitability.

Retail & Wholesale Partnerships

• Manage negotiations and close high-value retail deals with major retailers, including specialty toy retailers and regional chains.

• Maintain and expand relationships with wholesale partners and distributors.

• Identify new retail opportunities, exclusives, consignment models, and distribution partnerships.

• Grow and manage independent toy retailer network and services.

New Business Development

• Proactively identify, pursue, and secure new business opportunities across:

o Licensees and licensors

o Retail partnerships and exclusives

o Distribution and consignment partners

o New IP, brands, and product lines

• Source, evaluate, and acquire new brands or toy concepts aligned with The Nacelle Company’s portfolio and growth strategy.

Licensing & IP Management

• Work closely with licensors and licensees to obtain and manage licenses for major IP, including franchises such as major entertainment franchise properties.

• Negotiate licensing terms, royalties, minimum guarantees, and distribution rights.

• Collaborate internally with creative, legal, and production teams to ensure licensed products meet brand and partner expectations.

Industry Presence & Conventions

• Represent The Nacelle Company at key B2B industry events, including Toy Fair, Licensing Expo, and other relevant trade shows.

• Use conventions and industry events to generate leads, strengthen relationships, and secure new deals.

Reporting & Strategy

• Provide regular sales forecasts, performance reports, and market insights to executive leadership.

• Track KPIs related to distribution, revenue, account performance, and new business pipelines.

• Stay current on toy industry trends, retail shifts, and competitive landscape.

QUALIFICATIONS:

• 8+ years of senior sales experience in the toy industry, consumer products, or licensed merchandise.

• Established relationships with major toy retailers, distributors, and licensing partners.

• Proven ability to close large, complex retail and wholesale deals.

• Strong understanding of retail distribution systems, reporting, and forecasting.

• Demonstrated success working with licensed IP and entertainment brands.

• Experience attending and conducting business at Toy Fair, Licensing Expo, or similar events.

• Highly entrepreneurial, deal-oriented, and results-focused.

• Excellent customer service skills.

• Strong presentation and direct negotiation skills. 

• Excellent organization skills. 

• An ability to remain calm under pressure. 

• Willing to travel and work flexibly.

WORK LOCATION

This is an on-site position. Candidates must be able to work from our Burbank office during scheduled work hours.

ABOUT THE NACELLE COMPANY

Founded by Brian Volk Weiss, The Nacelle Company develops, produces, and distributes feature and documentary films as well as TV shows – both scripted and unscripted. Nacelle’s vast array of partnerships include: Netflix, Amazon, Disney +, HBO, Discovery, BET+, A&E Networks, Hulu, Viacom, and many more. The Nacelle Company has produced the hit Netflix docu-series, Down To Earth with Zac Efron, The Movies That Made Us, and The Toys That Made Us, as well as Behind The Attraction for Disney +, Sony’s Mad About You reboot, Netflix’s How To Fix A Drug Scandal, Netflix’s Kevin Hart’s Guide To Black History, All The Way Black for BET+, and Grant for The History Channel.

The job duties listed are typical examples of work performed by positions in this job classification and are not designed to contain or be interpreted as a comprehensive inventory of all duties, tasks, and responsibilities. Employees may also perform other duties as assigned.

We are an Equal Opportunity Employer and committed to Diversity and Inclusion. 

We adhere to the Los Angeles Fair Chance Ordinance.

Job Tags

Similar Jobs