Business Development Manager, Licensing

FoodStory Brands, LLC; Phoenix (AZ); On-site; USD 77,000 - 102,000; Full time

Benefits offered by this job

Medical

Dental

Vision

401(k) profit sharing

Vacation

Holidays

Floating Holidays

Company-paid LTD and life insurance

Sick leave

Job summary

FoodStory Brands, LLC is seeking a Business Development Manager, Licensing in Phoenix, AZ to drive growth in the licensed portfolio. You will identify opportunities, negotiate terms, and manage the pipeline from prospecting through signed agreements and product launches.

The role reports to the VP of Business Development and requires about 20% travel. The ideal candidate has 5+ years in licensing/BD within the CPG sector, strong deal-making skills, and the ability to partner with Marketing,

Qualifications

• Bachelor's degree in Business, Marketing, or related field.
• 5+ years in business development, licensing, or strategic partnerships in CPG, preferably food & beverage.
• Proven track record negotiating licensing agreements including royalties, minimum guarantees, and approval terms.
• Experience identifying manufacturing or co-manufacturing partners is a plus.
• Proficient in Microsoft Office and CRM tools.

Responsibilities

• Identify, source, evaluate, and prioritize new in-licensing opportunities, brand collaborations, and strategic partnerships.
• Deliver against annual growth targets for new licensing programs.
• Develop and finance business cases and models for opportunities, including royalty rates and minimum guarantees.
• Lead deal negotiations with licensors and partners and coordinate with legal for final agreements.
• Own the licensing pipeline from prospecting to signed agreement and product launch.

Skills

Negotiation

Relationship building

Strategic partnerships

Prospecting

Education

Bachelor's degree in Business, Marketing, or related field

Tools

CRM tools

Microsoft Office

Job description

Job Title: Business Development Manager, Licensing

Location: Phoenix, Arizona

Employment Type: Full Time

Reports To: VP of Business Development

Travel: 20%

Work Schedule: Mon-Friday 8AM-5PM

Pay Range: 76,500k-102,000k per year

Incentive Pay: Quarterly performance bonus

Benefits Summary: Medical, Dental, Vision, 401(k) profit sharing, Vacation, Holidays, Floating Holidays, Company-paid LTD and life insurance, and Sick leave

POSITION SUMMARY

The Business Development Manager, Licensing will play a pivotal role growing FoodStory Brands’ licensed portfolio by identifying, negotiating, and launching new licensing programs. Reporting to the VP of Business Development, this role delivers against annual growth targets and manages the licensing pipeline from prospecting through signed agreement and product launch. The role builds the business case for each deal, leads negotiations within parameters set by the VP, manages relationships with licensors, retailers, and manufacturer supplier partners, and identifies new business growth.

ESSENTIAL DUTIES AND RESPONSIBILITIES

The following duties are essential to successful performance in this position. Other duties may be assigned.

New Business Development

• Identify, source, evaluate, and prioritize new in-licensing opportunities, brand collaborations, and strategic partnerships, against FSB’s portfolio strategy
• Deliver against annual growth targets for new licensing programs
• Build the business case and financial model for each opportunity, including royalty rates, minimum guarantees, projected volume, and margin, and present recommendations for approval
• Develop and execute outreach strategies to identify potential manufacturing and supply partners for new licensing programs
• Build and maintain relationships with licensors and manufacturer supplier partners, and join retailer calls as needed

Licensing Pipeline and Deal Execution

• Own the licensing pipeline from prospecting through signed agreement and product launch, maintaining accurate tracking and pipeline launch updates
• Partner with VP of Business Development to lead deal negotiations with licensors and partners and partner with legal counsel on final agreements
• Execute the business development plan to expand FoodStory’s licensed footprint across priority channels and categories
• Report pipeline activity, deal progress, forecasting, and market insights to the VP of Business Development weekly
• Build the annual licensing forecast and contribute to FSB’s annual planning process

Licensor, Retailer, and Partner Relationship Management

• Serve as the primary point of contact for licensors, retailers, and manufacturer supplier partners on licensed programs, managing day-to-day relationships, and renewals
• Partner with internal team on licensor approval process for product, packaging, and marketing materials, keeping launches on schedule

Cross-Functional Collaboration and Go-to-Market

• Partner with Marketing, and Category Insights build go-to-market plans for new licensed programs
• Develop pitch decks, presentations, and sell-in materials for new opportunities
• Partner with internal teams to assess white-space opportunities and inform new product development
• Lead the cross-functional handoff from signed agreement to launch, including timelines, owners, and licensor milestones

Market Intelligence and License Compliance

• Monitor licensing, industry, and competitive trends, and bring new IP and partnership opportunities to the VP of Business Development
• Support Accounting with royalty calculation, reporting, and payment, and track license agreement obligations, including minimum guarantees and reporting deadlines
• Maintain confidentiality and use discretion when working with licensors, partners, and deal structures
• Adheres to and promotes the FoodStory Brands Mission, Vision, and Values while acting as a role model for others
• Other duties as assigned

SUPERVISORY RESPONSIBILITIES

This position has no direct supervisory responsibilities.

EDUCATION AND EXPERIENCE

• Bachelor's degree in Business, Marketing, or a related field
• 5+ years of experience in business development, licensing, or strategic partnerships within the CPG industry, preferably food and beverage
• Proven track record of managing multiple relations and driving business development from ideation to new product launch
• Direct experience negotiating licensing agreements, including royalty rates, minimum guarantees, and approval terms
• Experience identifying manufacturing or co-manufacturing partners a plus
• Proficient in Microsoft Office and CRM tools

KNOWLEDGE, SKILLS, AND ABILITIES

To perform this position successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

• Strong negotiation, presentation, and relationship-building skills
• Working knowledge of licensing deal structures, licensor approval processes, and royalty reporting
• Deep understanding of retail dynamics, category management, and product commercialization
• Financial acumen, with the ability to evaluate deal economics and build a business case
• Highly organized, with the ability to manage multiple deals, partners, and timelines at the same time
• Ability to work with Marketing, Product, Quality, Accounting, and Legal teams, and with NPE
• Ability to use discretion and maintain confidentiality
• Entrepreneurial mindset with a passion for innovation and high growth
• Demonstrated commitment to FoodStory Brands’ entrepreneurial culture — thinking dynamically, acting with transparency, and committing to shared success and mutual growth

Hiring Process

Our process may include application review, interviews, assessments, reference checks, and a conditional offer.

Equal Opportunity Employer Statement

The Company is an Equal Opportunity Employer and does not discriminate on the basis of any legally protected status.

Accommodation Statement

Applicants needing accommodation during the hiring process may contact human resources @ [e-mail].

Work Authorization

Employment is contingent upon the ability to work lawfully in the United States and completion of employment eligibility verification after hire.

Background Check / Drug Testing

Employment offers may be contingent upon job-related screening, where permitted by law.

At Will Employment

Employment with FoodStory Brands is at-will, meaning either the employee or the company may end the employment relationship at any time, with or without cause or notice, unless otherwise required by applicable law.

This job postings not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the role. The company reserves the right to modify this description at any time.