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Account Director – NBA Licensed Merchandise… at Bensussen… · Kissing
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Job Description
Most companies claim to have the best people. We say to them, "Keep dreaming." Our people are second to none. They set us apart with their entrepreneurial spirit and ambition. They come to us from the likes of Amazon, Microsoft, Nordstrom, Starbucks and the sports world, bringing energy, bold ideas and a willingness to dive into the unfamiliar. It's our people that make BDA the top global Merchandise Agency to work for. Role Summary
The Account Director will lead commercial strategy, sales execution, and account development for NBA‑licensed non‑apparel merchandise across Europe. This role manages relationships with major big‑box retailers (e.g., Kaufland, Carrefour, El Corte Inglés) and specialist retailers (e.g., TAASS, Basketzone). The position is responsible for driving revenue growth, expanding distribution, and strengthening NBA brand presence through strategic account management, product leadership, and retail activation.
Key Responsibilities
Commercial Strategy & Revenue Growth
- Develop and execute the European sales strategy for NBA‑licensed non‑apparel categories, including bags, accessories, home goods, and fan merchandise.
- Achieve annual revenue, margin, and distribution targets across assigned accounts.
- Identify new retail opportunities, category expansion areas, and market gaps across Europe.
Account Management
- Serve as the primary commercial lead for big‑box retailers such as Kaufland, Carrefour, and MediaMarkt.
- Manage specialist accounts including TAASS, Hoopshop, and other basketball‑focused or collectibles retailers.
- Lead joint business planning, quarterly business reviews, and long‑range planning with each account.
- Negotiate pricing, terms, promotions, and distribution agreements to maximize profitability and brand visibility.
Category & Product Leadership
- Collaborate with product development and licensing teams to influence assortments tailored to European markets.
- Provide insights on consumer trends, competitor activity, and category performance.
- Guide forecasting, demand planning, and inventory management to ensure strong in‑stock performance.
Retail Activation & Marketing
- Work with marketing teams to develop retailer‑specific activation plans, including in‑store displays, digital campaigns, and seasonal promotions.
- Ensure consistent NBA brand representation across all retail touchpoints.
- Support sell‑through via product launches, fan‑engagement initiatives, and cross‑category promotions.
Cross ‑Functional Leadership
- Partner with operations, logistics, finance, and licensing teams to ensure seamless execution.
- Provide leadership and mentorship to regional sales managers or account executives (if applicable).
- Represent the company at trade shows, distributor meetings, and NBA‑related events across Europe.
Qualifications & Experience
- 7–10+ years of commercial experience in consumer products, licensing, sporting goods, toys/collectibles, or related categories.
- Proven success managing major European retailers, including Amazon, big‑box and specialist accounts.
- Experience working with licensed brands or entertainment IP strongly preferred.
- Strong negotiation skills and a track record of delivering revenue and margin growth.
- Deep understanding of European retail landscapes and consumer behaviour.
- Ability to travel across Europe as required.
Skills & Competencies
- Strategic thinker with strong commercial instincts.
- Excellent relationship‑builder with senior retail stakeholders.
- Data‑driven decision‑maker with strong analytical skills.
- Entrepreneurial mindset with the ability to identify and capitalize on new opportunities.
- Strong communication, presentation, and influencing skills.
- Passion for basketball, sports culture, or entertainment licensing is a plus.
Success Measures
- Revenue and margin growth across assigned accounts.
- Expansion of NBA product distribution across Europe.
- Improved sell‑through and category performance at key retailers.
- Strengthened retailer partnerships and increased NBA brand visibility.
- Effective execution of product launches and retail activation programs.
We are pleased to share the base salary range for this position is €65,000 to €75,000. If you are hired at BDA, your compensation will be determined by factors such as skills, education, and experience, while also taking internal equity and pay fairness into account. In the spirit of transparency, the range listed represents the full base salary range for the role, with starting salaries typically set within this range to allow room for growth over time. Certain revenue-generating positions may be eligible for incentive compensation.
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