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Specialist, Merchandise

United States, Indiana, IndianapolisMarketing

Job description

The challenge

You’ll be instrumental in delivering revenue growth through two key channels:

  • Licensing programs – Indy Car / US based

You will take responsibility for the day to day operational fulfilment and marketing activations of key Licensees within the McLaren Racing Indy Car Licensing portfolio.

You will be required to proactively drive the licensing program forward across all aspects of contractual terms enabling licensees to leverage their relationship with Arrow McLaren to deliver maximum return and revenue growth to the business working closely with Partnership Development.


  • B2B Sales – end to end sales process for all North American Racing Series activations

You will take responsibility for the day to day sales and operational fulfilment of Arrow McLaren partner orders and assist the B2B Sr Manager in growing and servicing other Racing Series (predominantly F1) partner sales with North America Partners.


You will be responsible for proactively developing and managing key accounts along with all related Sales and Marketing promotion with our partners, across our eCommerce platform and physical at event retail.

In this role you’ll deliver excellent account management ensuring we are set up for success, driving partner engagement and be results focused against revenue targets and brand KPIs.


Your team

  • You’ll join the Licensing and Merchandise team and report into both the Licensing Manager and the B2B Manager in the UK, with a dotted line into Indy Car Team Head of Marketing, also based in the US Indianapolis office.
  • While you’ll have a focus on Indy Car and US based activities, you’ll also collaborate with those working on other series and regions to drive innovation, learning, sustainable integration and broader development.


Your day-to-day

You’ll spend your time:

Licensee Responsibilities

  • Manage Indy Car US based commercial licensing partners and programs.
  • Develop a deep understanding of partner’s business strategies, objectives, target growth markets, competitors and KPI’s / metrics that resonate when evaluating success.
  • Develop a deep understanding of McLaren Racings Fanbase segments as a basis for product and marketing targeting and growth opportunities.
  • Support in developing and fulfilling licensee business plans (strategy, 360 activation, engagement and measurement) to ensure there is a clear framework for success.
  • Manage eCommerce and physical retail launches and promotional activations surrounding IndyCar.
  • Execute process for design, development and production reviews, sign offs and onward process.
  • Support Head of Marketing with Indy Car Team Kit data collection, kit management and distribution.


B2B Responsibilities

  • Proactively seek out and drive merchandise sales to our partners.
  • Manage day to day communications with Indy Car partners for all merchandise enquiries and orders.
  • Support B2B Sr Manager with F1 US based partners and merchandise sales.
  • Manage all aspects of the sales and order fulfilment process working closely with relevant internal teams.
  • Work with B2B Sr Manager to evaluate and establish relevant product offering and pricing structures for all partner sales focused on servicing US markets.
  • Manage US based suppliers of product, co-branding and logistics to enable on time and correct to spec delivery of orders.
  • Work with USA based racetracks on team retail and grandstand merchandise programs for relevant Indy and F1 races.


General Responsibilities

  • Commercially minded creating and converting commercial and brand opportunities.
  • Set best practices for project and fiscal management along with strong client and internal communication.
  • Develop and maintain strong, collaborative relationships with key stakeholders both internally and within the partners organisations.
  • This role requires race travel within the US and repeated business travel both within the US and internationally.
  • Flexibility in working hours will be required.

Job requirements

Your story

To join our race for performance, you’ll need:

  • Ability to prioritize workload and manage critical paths and projects on time.
  • Proven planning and organisation skills capable of dealing with several concurrent workstreams resolving problems before they happen.
  • Experience across sales account management and brand management ideal.
  • General understanding of go to market strategy and marketing principles.
  • Knowledge of, and passion for licensing, product, marketing and sports entertainment.
  • Driven – you are motivated with a successful track record of getting things done.
  • Presentation skills (both writing and delivery), internally and to partners / suppliers.
  • Excellent communication skills – verbal and written.
  • High level of attention to detail required.
  • Confident in dealing with challenging situations and relationships.
  • Thoughtful decision maker who can operate under intense pressure.
  • Good working knowledge of IT packages (e.g. MS Office suite).
  • Fluent in spoken and written English (Spanish would be an advantage).
  • Competencies required: Strategic; Commercial: Collaborative; Creative thinking; Leadership; Organisation; Influencing others.


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