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Business Development Manager, Licensed Stores Business


market development manager, licensed store business development
Starbucks - Sales and Account Management
Job Summary and Mission
The Starbucks Mission: to inspire and nurture the human spirit one person, one cup and one neighborhood at a time. Being a Starbucks partner means having the opportunity to be something more than an employee (#tobeapartner). Starbucks is consistently recognized for the strength of our brand, our social responsibility and partner care, all while serving over 95M customers every week.
  • 5th Most Admired on Fortune s Most Admired Companies in the World ,2017
  • No. 1 retailer in comprehensive benefits for part-time and full-time employees according to the Aon study
  • Most Ethical Company 10 years in a row by Ethisphere Institute
  • 100% Rating on the Corporate Equality Index in 2018 by the Human Rights Campaign Foundation
  • One of the Top 10 Military Spouse-Friendly Employers by Victory Media in 2017
  • 100% Rating on the Disability Equality Index in 2017
Starbucks Licensed Stores is a strategic business unit that brings the Starbucks Experience to where our customers live, work, and play. We are focused on driving creative and profitable solutions for the company and our business partners. The Business Development team works directly with strategic business partners to enhance the Starbucks brand. The team is known for thought leadership and cross-functional collaboration that address unique market opportunities. LS Business development partners (employees) operate as general managers and have ownership of account strategy, business development, negotiations, relationship management and program adoption.
Summary of Core Responsibilities
Strategic Sales & Account Management
  • Develops comprehensive strategy to develop integrated market plan for our Licensed Store portfolio in concert with their Company Operated peers
  • Selects and is responsible for brand-accretive, new and base business development of a portfolio of licensed stores across multiple states and channels including, but not limited to, universities, hotels, hospitals, offices, and military communities
  • Collects, researches, and analyzes external and internal information in order to form insights and strategic plan to grow, develop and retain key partnerships across market
  • Thrives in competitive conditions, acting with confidence and poise
Market Planning & Portfolio Management
  • Manages market planning process, managing all aspects of Licensed Store market development, touring new markets, touring existing markets with anticipated renewals, remodels, requested expansions or potential closures and develops strategic plan
  • Manages active relationship with Licensee
  • Actively cultivates, develops and executes a sales pipeline
  • Manage an industry diverse portfolio generating a minimum of $100M annually in sales
  • Identifies captive environments ripe for brand activation and/or expansion
  • Tracks and meets performance goals
  • Accurately prepares management and pipeline reports and business plans
  • Participates in post analysis report and other special reporting
  • Coordinates design and construction issues with internal partners and with Licensee
  • Collaborates internally across multiple functions to effectively develop markets in line with company mission, values, and strategy
  • Drives and steers projects to implementation
Sales Leadership & Team Collaboration
  • Works cross functionally with all team members in Licensed Store Business Development and Strategy organization. In addition, forges and nurtures a respectful, trusting and collaborative relationship with the Licensed Store Operations team of a region
  • Has a strong desire to help others succeed and live Starbucks mission and values
  • Self-motivated, has a growth mindset, operates autonomously, and delivers results without supervision
Summary of Requirements
Ideal Candidate will have
  • 4-year Bachelor s degree
  • Master of Business Administration (MBA) degree (preferred)
  • Direct outside B2B sales or business development experience (5-7 years)
  • Direct experience negotiating complex agreements and contracts with executives (5-7 years)
  • Experience in franchising and/or licensing in beverage or food preferred (5-7 years)
  • Advanced understanding of business strategy and strategic planning skills
  • Deep industry knowledge of key segments to include, but not limited to: Business & Industry, College & University, Healthcare, Hospitality, Military
  • Functional knowledge of marketing, operations, finance, and competitive strategy
  • Ability to adapt strategies, plans and thrive in ambiguous environment
  • Expertise at simplifying complicated material to communicate in a concise and effective way


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