SUMMARY
The Business Development Manager - Brand Licensing and Value Solutions, will lead our efforts to license our brands as a trustmark and develop partnerships and sales channels for Microban product protection solutions. This person is a hunter and will collaborate with customers to support their product differentiation through our existing technologies and products, as well as R&D partnerships and joint developments. This role is focused on new business acquisition and requires a seasoned sales leader with expertise in value-based B2B selling, negotiating licensing agreements, and articulating the intangible value of our brand and technical capabilities to drive customer success. The ideal candidate will have a proven track record in industries where brand licensing and innovation are critical to sales.
Manages up to $10MM in business revenue.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
- Develop and Execute Licensing Strategy: Lead the development and execution of strategic licensing programs, positioning our brands as a trusted mark that validates customer claims and enhances their product offerings.
- Drive Value-Based Sales: Sell high-value specialty chemical solutions and licensing agreements to B2B customers, emphasizing the intangible benefits of our brands, R&D support, and technical expertise.
- Build Strategic Partnerships: Cultivate and maintain long-term relationships with key customers across various industries such as building materials, CASE, automotive, electronics, agriculture, or personal care, acting as a trusted advisor to support customer differentiation goals.
- Collaborate with R&D Teams: Partner with internal R&D teams to align technical solutions with customer needs, ensuring our offerings enable innovative product development and market differentiation.
- Articulate Complex Value Propositions: Translate the technical and brand value of our solutions into compelling business cases, effectively communicating how our licensing and chemical solutions drive customer success.
- Negotiate Licensing Agreements: Lead the negotiation of brand licensing and supply agreements, ensuring mutually beneficial terms that enhance customer trust and market positioning.
- Market and Competitive Analysis: Monitor industry trends, customer needs, and competitive landscapes to identify new opportunities for licensing and value-added solutions.
- Lead Sales Initiatives: Develop and implement sales strategies to achieve revenue targets, leveraging data-driven insights to optimize performance and customer engagement.
Qualifications
- Experience: 8+ years of B2B sales experience, with at least 3-5 years in brand licensing, IP licensing, or value-based selling in industries.
- Proven Track Record: Demonstrated success in negotiating licensing agreements and selling complex, high-value solutions that emphasize brand trust, innovation, or technical differentiation.
- Technical Acumen: Ability to understand and communicate technical concepts related to specialty chemicals or R&D-driven solutions, with experience collaborating with technical teams to meet customer needs.
- Relationship Building: Exceptional skills in building and maintaining long-term B2B relationships, with a consultative approach to understanding customer challenges and goals.
- Strategic Thinking: Ability to develop and execute strategic sales and licensing plans, adapting to diverse industries and customer needs.
- Communication Skills: Outstanding verbal and written communication skills, with the ability to articulate intangible value (e.g., brand trust, IP) to diverse stakeholders.
- Education: Bachelor’s degree in Business, Chemistry, Engineering, or a related field; MBA or advanced degree preferred.
- Industry Knowledge: Experience in target industries with broad network of contacts and knowledge of value chain, sales channels, and go to market strategies highly desirable.
Preferred Skills
- Experience licensing brands or IP as a trustmark to validate customer claims or enhance product differentiation.
- Familiarity with specialty chemicals or regulatory-intensive markets a plus.
- Proficiency in managing long, complex B2B sales cycles and negotiating high-value contracts.
- Ability to work cross-functionally with R&D, marketing, and legal teams to deliver integrated customer solutions.
Why Join Us?
- Impactful Role: Lead a critical function in driving our company’s growth by empowering customers to differentiate their products through our trusted brand and innovative solutions.
- Innovative Environment: Collaborate with world-class R&D teams to deliver cutting-edge chemical solutions and licensing opportunities.
- Global Reach: Work with customers across diverse industries worldwide, shaping the future of specialty chemicals and brand licensing.
- Competitive Compensation: Enjoy a competitive salary, performance-based incentives, and comprehensive benefits package.
This job description reflects management’s assignment of essential functions; it was not meant to be all-inclusive of the tasks that may be assigned.
