Business Development Manager

Description

Role Overview

The Business Development Manager – Route Growth, Eastern U.S. is responsible for identifying, developing, and closing new route-based arcade and family entertainment opportunities across the Western U.S.. This role builds regional density in markets where FEG has existing properties or strategic opportunities, with a focus on creating profitable hub-and-spoke routes that can support dedicated FEG service coverage.

The role targets hotels, resorts, FECs, bowling centers, tourist destinations, high-traffic entertainment venues, and other locations where FEG can design, install, and manage manned or unmanned arcade/FEC operations. The role requires a strong hunter mindset, disciplined prospecting, operational judgment, and the ability to present FEG’s value proposition to owners and senior operators.

Eastern U.S. Year 1 Priority Markets

Primary initial focus markets include: Myrtle Beach, SC; Charleston, SC; Mobile, AL; Panama City Beach, FL; Canton, MA; Nashville, TN; Memphis, TN; Baton Rouge, LA; Lafayette, LA; Louisville, KY; Little Rock, AR; Rogers, AR; Jacksonville, FL; Fishers, IN. These markets guide the first-year focus but do not limit the territory.

Core Responsibilities

Market Development & Route Growth

• Develop regional growth strategies that expand FEG’s route-based business and build profitable market density.
• Identify priority markets and target prospects that can support an efficient route service model.
• Build target lists of FECs, hotels, resorts, bowling centers, tourist venues, and other prospective partners.
• Recommend market expansion priorities based on opportunity size, route feasibility, operational fit, and growth potential.

Prospecting, Lead Generation & Relationship Building

• Generate new opportunities through cold calling, direct outreach, networking, referrals, local research, and field visits.
• Build relationships with owners, operators, General Managers, developers, asset managers, and hospitality or entertainment leaders.
• Maintain a disciplined pipeline with clear next steps, timing, deal stage, and probability of close.
• Represent FEG professionally in all prospect, partner, and industry interactions.

Opportunity Assessment & Deal Development

• Visit and assess prospective locations for financial, operational, and strategic viability.
• Evaluate space, traffic, guest profile, partner expectations, serviceability, game mix potential, revenue opportunity, and  operational complexity.
• Determine whether opportunities fit an unmanned arcade, manned FEC, route location, or broader FEG-managed model.
• Partner with Operations, Finance, Equipment, Legal, and Field leaders to validate deal economics and execution requirements.
• Presentations, Proposals & Closing
• Present FEG capabilities, operating model, design/install/manage solution, and financial value proposition to prospective partners.
• Use FEG sales decks and live presentations to influence decision-makers and move opportunities forward.
• Prepare proposals, business cases, and deal summaries; support term negotiation in partnership with leadership.
• Ensure each deal is financially sound, operationally executable, and properly handed off for launch.

Cross-Functional Partnership

• Partner closely with Route Operations, Territory Operations, Field Operations, Equipment, Finance, Legal, and Executive Leadership.
• Ensure growth plans align with route staffing, warehouse support, game availability, installation capacity, and service expectations.
• Stay engaged after launch to support partner continuity, issue resolution, and future expansion opportunities.

Requirements

Ideal Candidate Profile

The ideal candidate is a proactive business developer who can open doors, build relationships, assess location economics, and close practical, profitable deals in a field-based environment.

• Strong prospecting, cold calling, networking, and relationship-building skills
• Experience building new markets, territories, routes, or partner channels
• Confidence presenting to owners, operators, GMs, and senior decision-makers
• Good financial judgment, operational instincts, and disciplined follow-through
• Comfort with frequent travel and independent field-based selling

Qualifications

• 5+ years of business development, outside sales, route sales, hospitality, amusement, vending, entertainment, or multi-location growth experience preferred.
• Experie