Retail Business Development & Distribution Manager (Global Licensed Merchandise)

Why PlayStation?

PlayStation isn’t just the Best Place to Play — it’s also the Best Place to Work. Today, we’re recognized as a global leader in entertainment producing The PlayStation family of products and services including PlayStation®5, PlayStation®4, PlayStation®VR, PlayStation®Plus, acclaimed PlayStation software titles from PlayStation Studios, and more.

PlayStation also strives to create an inclusive environment that empowers employees and embraces diversity. We welcome and encourage everyone who has a passion and curiosity for innovation, technology, and play to explore our open positions and join our growing global team.

The PlayStation brand falls under Sony Interactive Entertainment, a wholly-owned subsidiary of Sony Corporation.

Job Title: Retail Business Development & Distribution Manager

Location: San Mateo, CA / Hybrid / Remote 

*PlayStation offers a global hybrid office/remote working model — Flex Modes — which aims to combine the flexibility of remote working with the magic of in-person collaboration. The model is built upon the principle of working together in-person as work requires, with the freedom to work remotely otherwise. We will consider fully remote candidates who are able to come in for 'Moments that Matter'. 

We are seeking a dynamic and strategic Manager of Retail Business Development & Distribution to drive the growth of PlayStation License Merchandise team across US, Canada and LATAM. This role will involve close collaboration with local cross-functional teams to ensure that our consumer products enhance IP brand campaigns and deliver exceptional fan experiences. If you’re passionate about retail, gaming and entertainment and thrive in an innovative environment, we’d love to hear from you.

Responsibilities:

• Retail Development Ownership: Solicit and manage retail business development efforts across mass & specialty distribution channels for key categories (e.g., toys, collectibles, apparel, consumables, food & beverage) by fostering relationships with retailers, including buyers, marketers, and other key stakeholders.
• Contract Negotiations: In partnership with licensing lead DTR deal negotiations
• Retail Strategy Advocacy: Champion our retail strategy by articulating the opportunity, vision, pitch, and messaging to all partners.
• Go-to-Market Planning: Create and execute go-to-market plans (consumer, trade, and retail marketing) with an audience-first approach to drive strong demand for licensed products in the U.S. and LATAM markets.
• Cross-Functional Collaboration: Understand the priorities and challenges of cross-functional teams (e.g., content, marketing, PR) and align Licensed Merchandise to support and enhance their efforts.
• Partner Communication: Respond to business needs and engage with retail partners, agents, and licensees via email, phone, or in-person meeting
• Content Review: Collaborate with the licensing, brand leads and studios to gain insights into upcoming opportunities and develop pitch materials for meetings
• Identify Market opportunities: Have a good understanding of market trends and identify key opportunities to activate PS brand and software IP moments
• Legal and Finance Partnerships: Partner with legal and finance when soliciting and signing on a new partner
• Internal Meetings: Participate in title brand and brand partnerships meetings to build internal relationships and gain regional expertise
• Agency Collaboration: Work with agency partners to ensure that consumer product programs are innovative and aligned with local marketing priorities.
• Performance Analysis: Partner with analytical teams to review performance metrics, analyze trends, and recommend successful consumer-facing initiatives.
• Feedback Integration: Gather and act on feedback from local teams responsible for implementing retail activations.

Qualifications: 

• Experience: 8+ years of experience managing end-to-end retail functions at a reputable entertainment (studio, gaming, agency) brand with established retail relationships
• Passion: A strong interest in retail, design, trends, and content.
• Skills: Highly organized, excellent communicator, and adept at thriving in a fast-paced environment.
• Attributes: Goal-oriented, flexible, driven, and enthusiastic about tackling challenges.
• Affinity: A genuine passion for pop culture and entertainment
• International Experience: Experience in LATAM is a plus
• Engagement: Ability to work with diverse stakeholders to achieve optimal outcomes for PlayStation

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At SIE, we consider several factors when setting each role’s base pay range, including the competitive benchmarking data for the market and geographic location.

Please note that the base pay range may vary in line with our hybrid working policy and individual base pay will be determined based on job-related factors which may include knowledge, skills, experience, and location. 

In addition, this role is eligible for SIE’s top-tier benefits package that includes medical, dental, vision, matching 401(k), paid time off, wellness program and coveted employee discounts for Sony products. This role also may be eligible for a bonus package. Click here to learn more.

Equal Opportunity Statement:

Sony is an Equal Opportunity Employer. All persons will receive consideration for employment without regard to gender (including gender identity, gender expression and gender reassignment), race (including colour, nationality, ethnic or national origin), religion or belief, marital or civil partnership status, disability, age, sexual orientation, pregnancy or maternity, trade union membership or membership in any other legally protected category.

We strive to create an inclusive environment, empower employees and embrace diversity. We encourage everyone to respond.

PlayStation is a Fair Chance employer and qualified applicants with arrest and conviction records will be considered for employment.