Director of Licensing
FOCO, Piscataway, NJ, United States
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
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
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
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
Strategic leadership
Relationship management
Financial & analytical expertise
Cross‑functional collaboration
Decisive leadership in fast‑paced environments
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.
#J-18808-Ljbffr
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
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
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
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
Strategic leadership
Relationship management
Financial & analytical expertise
Cross‑functional collaboration
Decisive leadership in fast‑paced environments
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.
#J-18808-Ljbffr