Director of Licensing

🏢 About FOCO

Team Beans/Forever Collectibles (FOCO) is a global leader in officially licensed sports and entertainment merchandise. In North America, FOCO proudly holds licenses across all major professional sports leagues, including the NFL, MLB, NBA, NHL, MLS, and NCAA, along with leading entertainment brands, including Hello Kitty, Sanrio, Peanuts, Nickelodeon and more.

Our diverse consumer product portfolio spans apparel, headwear, accessories, footwear, home goods, collectibles, and novelty products—distributed across retail, wholesale, and direct-to-consumer channels. Backed by a robust global supply chain and strong retail partnerships, FOCO continues to expand its footprint across North America, Europe, and the Global Marketplace.

🎯 The Opportunity

FOCO is seeking a Director of Licensing to lead and evolve our global licensing strategy, manage high-value licensor relationships, and drive revenue growth across our licensed product portfolio.

This role is responsible for overseeing the full lifecycle of licensing partnerships — from contract negotiation and renewal strategy to product approvals, royalty management, and long-term portfolio expansion. The Director will serve as a senior leader within the organization, partnering cross-functionally with Product Development, Sales, Finance, Legal, Operations, and Executive Leadership to maximize licensed business performance.

This is a high-impact leadership role ideal for a seasoned licensing executive with deep expertise in North American sports licensing and experience navigating character or entertainment brand ecosystems.

📊 What You’ll Do

🎾 North America Licensing Strategy

• Develop and execute FOCO’s North American and Global licensing strategy across major sports leagues and entertainment brands
• Drive revenue growth, profitability, and portfolio expansion across the U.S., Canada, and Mexico.
• Identify new category opportunities, retail expansion strategies, and market white space
• Align regional licensing plans with corporate growth objectives
• Support strategic diversification into lifestyle, character, and pop culture licensing categories

🤝 Senior League & Team Relationship Management

• Own executive-level relationships with major North American leagues, conferences, and teams
• Serve as primary contact for high-value licensing stakeholders
• Ensure alignment with brand guidelines, contractual requirements, and long-term partnership objectives
• Represent FOCO at league meetings, licensing summits, and industry events

📝 Contract Negotiation & Royalty Oversight

• Lead negotiation and renewal of North American licensing agreements
• Structure commercial terms including royalty rates, guarantees, and performance clauses
• Oversee royalty forecasting, reporting, and compliance in partnership with Finance
• Ensure accurate and timely payments and reporting obligations

📈 Business Performance & Analytics

• Monitor licensed product performance across retail, wholesale, and DTC channels
• Analyze sales trends, category performance, and competitive landscape
• Develop data-driven recommendations to improve sell-through and margin performance
• Partner with Sales and Product teams to optimize launch strategies

👥 Leadership & Cross-Functional Influence

• Lead and develop the North America Licensing team
• Mentor Licensing Managers and Associates
• Streamline approval workflows and cross-functional coordination
• Drive accountability across licensing operations

✅ What You’ll Bring

Required

• Bachelor’s degree in Business, Marketing, Sports Management, or related field
• 10 years of experience in sports, entertainment, or consumer products licensing
• Proven track record negotiating and managing high-value league or brand agreements
• Deep understanding of royalty structures, guarantees, and licensing compliance
• Strong financial acumen and forecasting expertise
• Executive-level communication and negotiation skills

Preferred

• Direct experience working with major U.S. sports leagues (NFL, MLB, NBA, NHL, MLS, NCAA)
• Experience managing entertainment, character, or lifestyle brands (e.g., global character IP, heritage properties, youth-driven brands)
• Established licensing industry network across sports and entertainment
• Experience leading and developing high-performing teams

🧠 Key Competencies

• Strategic leadership
• Commercial negotiation
• Relationship management
• Financial & analytical expertise
• Cross-functional collaboration
• Decisive leadership in fast-paced environments

🌟 Why FOCO?

• Work with premier North American and EU sports leagues and expanding entertainment partners
• Shape the future of diversified licensed consumer products
• Lead regional growth strategy in a high-impact role
• Collaborate with senior leadership across Product, Sales, Finance, and Operations
• Competitive benefits including medical, dental, vision, 401(k), PTO, and employee merchandise discounts

🎉 Tryouts are open at FOCO!

If you’re ready to lead North American licensing strategy and drive growth across major U.S. sports leagues, we’d love to hear from you.

Apply now.