Retail Business Development Manager - Channel Sales

Sanrio, Inc.; Torrance (CA); Hybrid; USD 110,000 - 120,000; Full time

Job summary

A global lifestyle brand is seeking a Retail Business Development Manager to expand its character brands into mass market retailers. Responsibilities include managing retailer relationships, analyzing sales data, and leading marketing initiatives. The ideal candidate has a Bachelor's degree, strong presentation skills, and at least 3 years of relevant experience. This is a hybrid position based in Southern California, with a salary range of $110k - $120k.

Qualifications

• Minimum 3 years of Consumer Product Licensing or retail experience; 5+ years preferred.
• Strong communication and relationship-building skills necessary.
• Ability to analyze sales data and provide actionable insights.

Responsibilities

• Build and manage relationships with retailers and vendors.
• Support Licensing Sales and Retail Business Development.
• Compile and update retail/licensee lists and activity trackers.
• Contribute to business development and trend research.
• Monitor industry trends and communicate findings to the internal team.

Skills

Entrepreneurial spirit

PowerPoint presentation skills

Project management

Trend analysis

Education

Bachelor’s degree in Business Administration or Marketing

Job description

Retail Business Development Manager - Channel Sales

🎀 Welcome to Sanrio! 🎀
Sanrio is the global lifestyle brand best known for pop icon Hello Kitty. We’re also home to an endearing cast of characters, including the newly crowned #1 favorite Pompompurin, alongside Cinnamoroll, Pochacco, Kuromi, and many more. Since 1960, our “small gift, big smile” philosophy has inspired a World of delight—where even the tiniest token can spark happiness and an enduring connection.
🎯 Are you a dealmaker with an eye for Kawaii design? Sanrio is seeking a dynamic Retail Business Development Manager to expand our beloved character brands into mass market retailers like Walmart & Target. The Retail Business Development team at Sanrio, Inc. is responsible for driving everyday placement and building unique programs at retailers for all character properties. We develop cross-category retail programs that include all lines of business such as Apparel, Accessories, Beauty, Home Goods, Toys, Collectibles, Food & Beverage and Tech categories. Our strategic planning helps drive product placement, marketing, engagement, and sales. Retail Business Development liaises with all departments within the Sanrio ecosystem.

We are searching for a dynamic Retail Business Development leader who has personality plus, is polished and professional. Essential attributes for this role include:

• A passion for product, entertainment, trends, fashion, and culture
• Entrepreneurial spirit and the ability to contribute sharp insight and creative ideas to build programs
• Capable of captivating an audience with the creation and expert delivery of exciting PowerPoint presentations
• A keen eye for detail and project management expertise that will help drive business

Principal Responsibility:

Provide support to Licensing Sales and Retail Business Development team. Serve as the key liaison with retailers / vendors.

The Day-to-Day - what will you be doing here?

• Build and manage relationships, field requests and keep key retailers informed on marketing initiatives, business opportunities, and overall brand strategy.
• Field requests from and provide updates to all key internal teams (Licensing, Creative, Marketing) on an ongoing basis.
• Build and lead all team documents and calendars, placement grids and program tracking documents
• Route retail marketing elements for internal approval.
• Work with marketing for approval and promotion of retail marketing elements, including instore and online promotions.
• Routinely follow-up on requests with retailers and business partners on various requests, including business updates, quarterly forecasts and program initiatives.
• Compile and update retail/licensee lists for internal reference including retail account activity department tracker.
• Work with Head of Retail, Licensing partners, and retailers to pitch and sell in cross category retail programs.
• Build targeted presentations to pitch to retailers and provide business updates.
• Contribute to new business development recruitment: Blue sky ideation, incremental business.
• Opportunity identification, trend research, and overall market analysis.
• Assist with planning and coordinating meetings, trade shows, and retail activations.
• Support Retail Business Development by analyzing and interpreting sales data & recommending changes to current sales techniques, or promotional efforts based on market research and new trends.
• Constant, timely and consistent communication with licensees to ensure they have the latest retail placement and upcoming program information.
• Monitor industry trends (read trade publications, attend trade shows, etc.), competitive franchises and current economic conditions that may affect sales and industry competitiveness. Communicates trend information to Sanrio, Inc. internal team.
• Visit stores every month – report observations, opportunities, and competitive landscape.
• Attendance of trade shows and social industry functions where applicable.
• Perform other duties as assigned.

What do you bring to the table (AKA: Experience, Skillset & Personal Attributes)

• 🎓 Bachelor’s degree in Business Administration, Marketing, or a related field (preferred).
• 💼 Minimum 3 years of Consumer Product Licensing, corporate retail, and/or channel sales experience required; 5+ years preferred.

*Even though this is a hybrid position, candidates must live in Southern California, and be able to travel to our office in Torrance at least two days per week. Out-of-state and/or remote candidates will not be considered.

Salary Range: $110k - $120k base

Seniority level: Mid‑Senior level. Employment type: Full‑time. Job function: Sales and Business Development. Industries: Manufacturing.