Position Overview:
The Business Development Manager, Retail Partnerships is responsible for expanding the company's physical retail presence through strategic partnerships and non-traditional retail placements. This role focuses on identifying, securing, and growing opportunities for machine locations, kiosks, pop-ups, and short-term retail installations within big-box retailers, small and independent retailers, shopping centers, entertainment venues, and other high-traffic destinations. The ideal candidate is a strong relationship builder and dealmaker who can take an opportunity from initial prospecting through executed agreement while developing partnerships that can scale from a single placement into multi-location or national programs.
Key Responsibilities:
Business Development & Partnerships Identify and pursue new placement opportunities with big-box and national retailers, regional chains, independent retailers, malls, entertainment venues, and other high-traffic locations. Develop relationships with retailers, landlords, property managers, mall operators, venue operators, and other strategic partners. Prospect and pitch potential partners through direct outreach, networking, referrals, industry relationships, and market research. Present partnership concepts and demonstrate how machines, kiosks, and other installations can complement the host location and customer experience. Develop single-location opportunities into multi-location, regional, or master partnership agreements when appropriate. Retail Placement & Deal Negotiation Secure locations for individual machines, machine banks, kiosks, and other retail installations. Negotiate business terms including rent, revenue share, percentage rent, license fees, placement terms, operating requirements, utilities, access, and agreement length. Coordinate license agreements, short-term leases, pop-up agreements, and other occupancy structures with internal teams and partners. Evaluate proposed locations based on visibility, traffic, customer demographics, complementary uses, accessibility, and overall sales potential. Maintain a pipeline of prospective locations and partnerships from initial contact through signed agreement and opening. Pop-Ups & Short-Term Retail Identify opportunities for temporary retail activations, seasonal pop-ups, and short-term installations. Secure temporary space within existing retailers, shopping centers, and other venues. Develop partnerships that allow the company to test new markets or concepts before committing to longer-term placements. Coordinate with internal teams to ensure approved locations can be delivered within required timelines. Portfolio Growth Build a scalable network of retail and venue partners. Identify opportunities to expand successful placements into additional locations. Monitor existing partnerships for expansion, relocation, renewal, or additional machine opportunities. Track market activity and identify emerging retail, entertainment, and experiential destinations. About This Company This company brings an interactive capsule‐toy experience to the U.S., offering a constantly refreshed selection of miniature collectibles that encourage repeat visits and social engagement. It operates these machines exclusively in a major U.S. region through a direct partnership that covers product access, merchandising, and machine servicing. The concept works well in high‐traffic environments—from single machines to kiosks and pop‐ups—and is already present in tourist destinations, entertainment venues, sports arenas, and military facilities. With dozens of U.S. locations and many more worldwide, the model continues to expand. This company is focused on growing into large retailers, specialty stores, shopping centers, entertainment venues, and other busy areas through scalable partnerships, bringing the capsule‐toy experience wherever people shop, play, and gather.
Qualifications:
Experience in business development, retail partnerships, leasing, real estate, account development, or a related field. Demonstrated ability to prospect, develop relationships, and negotiate business agreements. Experience working with retailers, shopping centers, landlords, entertainment venues, or multi-location operators preferred. Strong negotiation, presentation, and relationship-management skills. Ability to independently manage a business development pipeline and multiple active negotiations. Comfortable working with both large corporate organizations and independent business owners. Ability to identify opportunities that can scale from individual placements into larger portfolio partnerships. Strong understanding of retail environments, customer traffic, merchandising, and location strategy is preferred. Success in This Role Success will be measured by the ability to consistently generate new placement opportunities, execute profitable agreements, and expand relationships over time. Key performance indicators may include new partnerships established, new machine and kiosk locations secured, signed agreements, pipeline value, speed from prospect to opening, and expansion of individual placements into multi-location partnerships.
