Director, Retail Development

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Universal Products & Experiences (UP&E) globally drives the expansion and elevation of NBCUniversal’s iconic collection of brands, intellectual properties, characters, and stories based on the company’s extensive portfolio of properties created by Universal Pictures, Illumination, DreamWorks Animation and NBCUniversal Television and Streaming. The division executes this through innovative physical and digital products, engaging retail and product experiences across our expansive global theme park destinations (for both owned and 3rd party IP), location-based venues, e-commerce product platforms, and retailers around the world. Along with global brand strategy and creative, UP&E’s three lines of business include Consumer Products, Games and Digital Platforms, as well as Theme Parks Products & Retail. UP&E is a division of Universal Destinations & Experiences, part of NBCUniversal, a subsidiary of Comcast Corporation. https://www.universalproductsexperiences.com/

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Reporting to the Vice President, Retail Development, the Director, Retail Development will identify and drive opportunities supporting NBCUniversal brands within the Apparel & Home lines of business at Walmart and Sam’s Club. This Director will partner both internally with our Category, Franchise Strategy, Product Development, and Retail Marketing teams as well as externally with licensee partners, merchants, and Entertainment Council and Entertainment Delegation members to develop, pitch, secure, and implement merchandise and marketing programs that deliver incremental product placement at retail and deliver against annual revenue targets. 

This role is based at our UP&E office in Rogers, Arkansas near Walmart and Sam’s Club Campus/Home Office.  This role is Hybrid but an expectation of three full days (at a minimum) is spent in the office (subject to change).  This role is focused on the Walmart and Sam’s Club North America and Mexico but is open to additional key accounts, regions, and categories/lines of business – as needed.

ROLE EXPECTATIONS:

• Develops annual account plans that drive the maximization of Universal IP product and program placement across the Apparel and Home lines of business.  The account plan must be grounded in data, retail and consumer insights, and driven by UP&E IP prioritization, category and retailer strategies, as well as white space analysis.  Plan includes corresponding revenue deliverables that are tied to annual goal setting and are expected to be met.
• Develops influential relationships with merchants and is the Walmart and Sam’s Club “expert” for UP&E. Is the leading authority on key category, departmental, and corporate strategies for internal teams. Monitors, observes, researches, reports, and recommends action plans to address dynamic business shifts including sales trends, corporate and departmental strategies, the competitive landscape, and categorical changes. Keeps up to date on organizational structure shifts and buyer changes at retailers and communicates those to internal and external partners in a timely manner.
• Proactively and actively owns the Walmart product development calendar for each line of business. Owns and drives quarterly (S1-S4) kick-offs with internal teams and partners outlining IP prioritization, asset and product development needs driven by both Category strategies and retail-led opportunities. Develops retail timing & action calendar that directs internal and external teams to meet all deadlines. Drives each merchant meeting agenda, presentation, and delivers timely recaps for both internal and external partners.
• Develops strong relationships with licensees’ retail account teams to support the sell-in of NBCUniversal IP; Regularly reviews performance of existing licensees and makes recommendations to Category based on buyer feedback, first-hand experience, and program opportunities. Meets with licensees in partnership with Category often and proactively maintains and publishes agendas, key takeaways/notes, and outlines next steps.
• Proactively tracks and prioritizes product placement for marketing program development, completes Master Account Tracker (MAT) documents, and communicates all meeting dates.
• Has an entrepreneurial spirit and thinks about new ways to work or drive new processes, go to market, and thinks big from ideation through to execution.
• Can handle a wide range of tasks or situations, demonstrating a broad skillset and the ability to switch between different roles or activities that show that they are versatile, adaptable, or resilient.
• Monitors travel and entertainment budget within the company budget and files all expense reports in a timely manner.
• Completes additional projects and assignments and manages additional retailers or lines of business responsibility as assigned or as needed for our overall business.
• Must be willing and able to travel, sometimes on short notice.
• Must be willing to work events when needed.
• Must be willing and able to work at the Rogers, AR office location a minimum of three days a week (potentially up to five days a week).

Basic Qualifications:

• 10+ years of National Account sales experience in Apparel, Home, Seasonal, Hardlines, Toys, Consumables, Health & Beauty, or eCommerce.  Walmart and Sam’s Club experience preferred.
• Strong skill set:
  • Solution selling
  • Marketing principles
  • Relationship building, influencing
  • Presentation skills and comfortable presenting to small and large groups
  • Strategic planning, analytical, and project management
  • eCommerce best practices
  • Communication: Timeliness of communication to include meeting agendas and recaps along with outlined next steps
• Deep knowledge of retail business including retail marketing tactics, promotional partnerships/packaged goods partners, home entertainment, and consumer products businesses.
• Ability to collaborate and communicate consistently and effectively with supervisor, UP&E colleagues, and cross-divisional stakeholders.
• eCommerce experience.
• Open to additional projects or account responsibility.
• Ability to engage with retail buyers on a consistent basis.
• Understanding of Luminate, Walmart +, and Walmart Connect (the basics).

Desired Characteristics

• Owner and driver of the business
• Entrepreneurial
• Creative thinker
• Communicator
• Collaborative partner
• Proactive and Resourceful
• Personable, outgoing, and positive personality
• Flexible and adaptable
• Understands the Walmart and Sam’s Club businesses

As part of our selection process, external candidates may be required to attend an in-person interview with an NBCUniversal employee at one of our locations prior to a hiring decision. NBCUniversal's policy is to provide equal employment opportunities to all applicants and employees without regard to race, color, religion, creed, gender, gender identity or expression, age, national origin or ancestry, citizenship, disability, sexual orientation, marital status, pregnancy, veteran status, membership in the uniformed services, genetic information, or any other basis protected by applicable law.

If you are a qualified individual with a disability or a disabled veteran and require support throughout the application and/or recruitment process as a result of your disability, you have the right to request a reasonable accommodation. You can submit your request to [email protected].