Director, Licensing

Overview

The MLS Consumer Products team is seeking a Director of Licensing. MLS Consumer Products is responsible for the licensing business, e-commerce, and retailer relationships, supporting on-field equipment needs for MLS clubs and the relationship with Electronic Arts. Video gaming and emerging digital products related to AR, VR, Blockchain and non-fungible tokens (NFTs) represent key growth opportunities for the league. 

The candidate will work closely with the VP of Consumer Products in a highly collaborative role including business development and execution of the League’s licensees of consumer products strategy. As part of these responsibilities, the Director will drive the identification, execution, and license management to meet the strategic, commercial, and fan engagement objectives. The Director will play a key role in shaping MLS’s next phase of growth—driving strategic partnerships, implementing best-in-class practices, and ensuring the organization is ready to seize the opportunities of the 2026 FIFA World Cup and beyond. The ideal candidate will have significant experience evaluating category opportunities, identifying soft and hard goods licensees, deep understanding of deal terms, ability to drive the deal execution including acquiring internal buy in and managing partners post execution. This is an exciting opportunity to support one of MLS’s key business units and work with stakeholders, partners, and clubs across the league.

The Director is responsible for managing aspects of licensing relationships including communicating consumer product strategy, directing product development process, and supporting retail placement and promotions in conjunction with SUM CP’s Retail Development Team. The Director will manage our Fanatics Brands relationship, while closely partnering with the Fanatics Business Development team.

Responsibilities

• Manage and deliver financial targets to the agreed budget.
• Manage and mentor licensing team developing brand and business skill sets, partnership relations and growth opportunities.
• Support development of consumer products aligned with league strategy. Focused deliverables on soft and hard goods across multiple product categories.
• Proactively identify and execute business development opportunities across existing partners.
• Partner with licensees to develop and grow partnership with the goal of driving revenue increasing engagement across key fan segments (e.g., avid, casual, youth) and working across the organization to activate the league wide partnership deliverables.
• Work closely with licensees to develop and achieve financial plans and KPIs while driving growth strategies for the partnership.
• Support Club opportunities including product innovation and strategy in conjunction with licensees and retail development.
• Build and maintain a deep professional network with companies, investors, industry experts and other stakeholders in the soft goods, sports, fashion space.
• Manage the relationship between key licensees and team management as applicable by property. Facilitating and monitoring all club requirements.
• Build strategic and tactical changes that drive business strategy and promote licensee efficiency.
• Demonstrated experience with direct licensee product development process.
• Be a partner to the Finance team to guarantee royalty reporting and financial payments are received in a timely manner.
• Sound understanding of retail systems and practices.
• Demonstrated understanding of the dynamics and needs of licensing.

Additional Responsibilities

• Additional responsibilities as assigned.

Qualifications

• 8+ years of prior work experience, with at least 4-6 years of experience in licensing or a related sector.
• Strong professional network within the licensing, manufacturing, consumer products and retail.

Required Skills

• Strategic mindset to building business cases for taking calculated risks to grow consumer products, understanding of business dynamics, and analysis of competitive marketplace.
• Understanding of product trends and business drivers in licensing and sports culture, including key players, aspirational and accessible products, and retail landscape.
• Analytical skillset and data-driven approach to decision making.
• Sound understanding of retail systems and practices.
• Demonstrated understanding of the dynamics and needs of licensing.
• High-energy and ability to work in a fast-paced environment.
• Ability to operate and communicate effectively in a team-oriented and collaborative environment.
• Demonstrated ability to deliver aggressive KPIs in defined timeframes.
• Strong analytical, r