Director of Business Developmement

Publisher Services, Inc; Minneapolis (MN); On-site; USD 120,000 - 190,000; Full time

Job summary

Publisher Services, Inc. seeks an experienced Director of Business Development to identify, develop, and win new brand and retail partnerships across toys, games, publishing, gift, and consumer products.

You will lead strategic partnerships, negotiate deals, and build a robust pipeline with founders, retailers, and industry partners, translating market insights into growth opportunities for PSi.

Qualifications

• 5+ years of progressive experience in business development, outside sales, account management, retail, or consumer products.
• Experience building and managing a meaningful new-business pipeline.
• Experience negotiating pricing, margins, contracts, service models, distribution agreements, and other commercial terms.
• Strong financial and commercial acumen with an understanding of revenue, margin, costing, and profitability.
• Ability and willingness to travel regularly for customer meetings, trade shows, industry events, and partner engagements.

Responsibilities

• Identify, prospect, develop, and close new business opportunities across toys, games, publishing, gift, and related consumer product categories.
• Build and actively manage a strong pipeline of prospective brands, retailers, and strategic partners.
• Develop relationships with founders, executives, sales leaders, retailers, and other key industry decision-makers.
• Lead capabilities presentations, sales meetings, business reviews, and strategic partnership discussions.
• Identify opportunities to expand partnerships across new retailers, channels, categories, territories, and services.

Skills

New business development

Outside sales

Account management

Retail knowledge

Commercial negotiation

Education

Business-related bachelor's degree

Job description

Director of Business Development – Toys & Games

Reports to: Vice President of Business Development

Role Overview

PSi is seeking an experienced Director of Business Development to identify, develop, and win new brand and retail partnerships across the toy, game, publishing, gift, and consumer products industries.

This is a highly visible, growth-focused role for a proven business development professional who loves building relationships, finding opportunities, and turning great products and brands into meaningful commercial partnerships.

You will represent PSi across the industry meeting with brands, manufacturers, retailers, and other partners; attending major trade shows and industry events; identifying emerging products and trends; and developing partnerships that create long-term growth for PSi and our brand partners.

The ideal candidate brings a strong combination of new business development, outside sales, account management, retail knowledge, and commercial negotiation experience. You understand how products move from brands to retailers to consumers and can connect marketplace insights with compelling business opportunities.

If you are a natural connector and hunter who enjoys being in the market, developing relationships, negotiating deals, and finding the next big opportunity, this role offers the chance to make a significant impact on PSi's continued growth.

What You'll Do

Drive New Business & Revenue Growth

• Identify, prospect, develop, and close new business opportunities across toys, games, publishing, gift, and related consumer product categories
• Build and actively manage a strong pipeline of prospective brands, retailers, and strategic partners
• Develop relationships with founders, executives, sales leaders, retailers, and other key industry decision-makers
• Lead capabilities presentations, sales meetings, business reviews, and strategic partnership discussions
• Identify opportunities to expand partnerships across new retailers, channels, categories, territories, and services
• Represent PSi at major trade shows, licensing events, retailer meetings, industry conferences, and customer presentations
• Consistently convert industry relationships and marketplace insights into incremental revenue opportunities

Build Strategic Partnerships

• Develop trusted, long-term relationships with prospective and existing brand partners
• Understand each partner's products, objectives, challenges, retail strategy, and growth ambitions
• Develop compelling solutions that connect partner needs with PSi's capabilities and retail relationships
• Deliver exceptional partner service through proactive communication, responsiveness, and solution-oriented thinking
• Collaborate with Sales, Brand Management, Marketing, Operations, Finance, and leadership to develop and execute new partnerships
• Ensure successful transitions from signed partnership through onboarding and ongoing account management

Negotiate & Structure Commercial Deals

• Lead negotiations involving pricing, margins, service models, distribution rights, territories, and other commercial terms
• Develop business cases and financial models to evaluate revenue potential, profitability, investment requirements, and long-term opportunity
• Balance prospective partner needs with PSi's financial, operational, and strategic objectives
• Partner with Finance, Legal, Operations, and leadership to structure and finalize agreements
• Identify opportunities to expand and strengthen existing commercial relationships

Identify What's Next

• Stay deeply connected to developments across the toy, game, licensing, retail, and consumer products industries
• Identify emerging brands, products, licenses, categories, and consumer trends
• Build relationships throughout the industry that position PSi to identify opportunities early
• Monitor retailer strategies, competitive activity, consumer behavior, and category trends
• Serve as PSi's "eyes and ears" in the marketplace and translate insights into actionable business opportunities
• Develop recommendations for new partnerships, products, channels, categories, and growth strategies

Bring Strong Retail & Consumer Products Expertise

• Maintain a strong understanding of mass, specialty, ecommerce, club, grocery, book, hobby, international, and independent retail channels
• Understand retailer category reviews, assortment planning, promotional calendars, seasonal selling dynamics, and product launch cycles
• Build and maintain relationships with retail buyers, merchants, category managers, brands, manufacturers, and other industry stakeholders
• Understand retailer purchasing decisions, including margin expectations, inventory productivity, consumer demand, assortment strategy, and shelf placement
• Use retailer and consumer insights to strengthen partner pitches and go-to-market strategies

What We're Looking For

• 5+ years of progressive experience in business development, outside sales, account management, strategic partnerships, retail, or consumer products
• Proven success prospecting, developing, and closing new business
• Experience building and managing a meaningful new-business pipeline
• Strong understanding of the toy, game, book, consumer products, gift, or related industries preferred
• Experience working with major retailers and understanding retail planning, category reviews, assortment strategies, promotional programs, and product launches
• Experience negotiating pricing, margins, contracts, service models, distribution agreements, and other commercial terms
• Strong financial and commercial acumen with an understanding of revenue, margin, costing, and profitability
• Exceptional relationship-building, networking, communication, and presentation skills
• Ability to establish credibility and build relationships with founders, executives, buyers, and other senior stakeholders
• Entrepreneurial, self-motivated approach with the ability to independently identify and pursue opportunities
• Strong strategic thinking, problem-solving, and negotiation skills
• Bachelor's degree in Business, Marketing, Sales, or a related field preferred
• Ability and willingness to travel regularly for customer meetings, trade shows, industry events, and partner engagements

You’ll Thrive in This Role If You...

• Are a hunter and relationship builder who gets energy from meeting people and creating opportunities
• Have a strong network, or know how to quickly build one, across toys, games, retail, or consumer products
• Enjoy being in front of customers more than sitting behind a desk
• Naturally notice emerging brands, products, consumer behaviors, and market trends
• Can walk a trade show floor and quickly identify the brands and products worth pursuing
• Understand both sides of a partnership and know how to structure deals that create sustainable value
• Are comfortable moving between strategic conversations, financial negotiations, and hands‑on follow‑up
• Know how to read a room, build trust, ask great questions, and move opportunities forward
• Want to play a meaningful role in growing a business and shaping where it goes next