Licensing Operations MD: Growth, Strategy & Partnerships

Motorsport Media Ltd; Charlotte (NC); On-site; USD 160,000 - 230,000; Full time

Job summary

NASCAR is seeking an experienced Managing Director, Licensing Operations and Business Planning to lead the licensing portfolio and build scalable infrastructure in Charlotte, NC. You will drive revenue, profitability, and operational excellence while guiding strategy across categories and licensees.

The role requires a proven track record in licensing, partnerships, and financial discipline, with up to 20% travel and a strong capability to develop high-performing teams and negotiate major

Qualifications

• Bachelor's degree from a four-year college or university.
• A minimum of 10 years’ progressive experience in licensing, consumer products, retail, or a closely related commercial business; or equivalent combination of education and experience.
• Ability to travel up to 20%, including weekends, as business needs require.
• Ability to effectively present information to top management, public groups, and/or boards of directors.
• Proficient with company-provided hardware and software.
• Strong executive communication and presentation skills.
• Significant experience managing licensing portfolios, commercial partnerships, or consumer products operations.
• Demonstrated financial acumen, including budgeting, forecasting, revenue analysis, and business planning.
• Experience leading teams and developing managers and emerging leaders.
• Proven ability to manage complex cross-functional initiatives and improve operating processes.
• Experience working with major sports properties, entertainment brands, consumer products companies, or licensing agencies is preferred.
• Familiarity with royalty structures, licensing agreements, approvals, and intellectual property management is preferred.
• Experience with retail analytics, e-commerce, or merchandise operations is preferred.

Responsibilities

• Lead the operational and financial performance of NASCAR's licensing business, including revenue growth, forecasting, budgeting, and business planning.
• Provide strategic oversight of assigned licensing categories and guide category and account management teams through clear objectives, accountability, and performance expectations.
• Manage and strengthen licensee relationships, including business performance reviews, contract renewals, compliance, and issue resolution.
• Partner with the Strategic Licensing & Growth team to transition new opportunities into scalable, long-term business partnerships.
• Develop revenue projections, royalty forecasts, and business performance reporting to support informed decision-making.
• Analyze performance against plan, identify risks and opportunities, and recommend actions to improve results.
• Establish and maintain operating rhythms, including business reviews, forecasting updates, performance evaluations, and cross-functional planning processes.
• Evaluate and improve licensing systems, reporting tools, workflows, and operational processes to support scalability and efficiency.
• Lead, coach, and develop directors and account management personnel while building organizational capabilities through succession planning and professional development.
• Partner closely with Finance, Legal, Brand, Marketing, and other business functions to align priorities and drive business outcomes.
• Translate long-term licensing strategies into actionable operational plans and support major negotiations, contract renewals, and enterprise initiatives.
• Directly supervise assigned staff, including hiring, development, performance management, and employee engagement.

Skills

Licensing management

Financial forecasting

Operational leadership

Stakeholder management

Contract negotiations

Revenue forecasting

Team development

Cross-functional collaboration

Strategic planning

Performance analysis

Education

Bachelor's degree

Tools

ERP systems

Job description

NASCAR is seeking an experienced Managing Director, Licensing Operations and Business Planning to lead the licensing portfolio and build scalable infrastructure in Charlotte, NC. You will drive revenue, profitability, and operational excellence while guiding strategy across categories and licensees.

The role requires a proven track record in licensing, partnerships, and financial discipline, with up to 20% travel and a strong capability to develop high-performing teams and negotiate major