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Fanatics

China-based licensed sports merchandise retailer

Senior Growth Manager - Generosity & Flowthrough

Growth MarketingUpdated on Nov 14
Full-time$118k - $136kIn-person

About the Job

Requirements

  • At least 5 years of experience in a growth, customer relationship management (CRM), or commercial strategy role, ideally in iGaming, iCasino, or a highly regulated digital business.
  • Strong financial modeling skills and the ability to build and defend investment cases with Finance stakeholders.
  • Advanced proficiency with SQL, Excel or Google Sheets, and business intelligence tools such as Tableau or Looker to analyze cohort and promotional performance.
  • Experience designing or managing bonusing or generosity frameworks and measuring their return on investment.
  • Strong stakeholder management skills across Finance, CRM, Product, and Analytics.

Responsibilities

  • Own the framework for allocating generosity budgets across player cohorts and promotional mechanics, directing spend toward the greatest incremental value.
  • Continuously monitor and improve Return to Customer (RTC) efficiency across the player base, identify where generosity is under- or over-indexed, and adjust strategy accordingly.
  • Build and maintain a flow-through model connecting promotional spend to downstream player value, including cross-sell economics between Casino and online sportsbook (OSB).
  • Serve as the primary interface with Finance for generosity and promotional spend, building data-backed investment cases for new mechanics, budget changes, or strategic tests.
  • Partner with Analytics to track cohort and mechanic performance and continually refine generosity strategy across the player base.
  • Work with CRM, Product, and Finance to align generosity and flow-through strategy with broader growth objectives.

Desired Qualifications

  • Experience with RTC or Return-to-Player modeling in an iCasino context.
  • Background in pricing, revenue management, or promotional economics.
  • Exposure to cross-sell strategy between casino and sportsbook products.

About the Company

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Fanatics

China-based licensed sports merchandise retailer

Fanatics China is a joint venture between Fanatics Inc. and Hillhouse Capital that localizes and scales licensed sports merchandise for China. It designs, manufactures, and markets fan gear for Chinese consumers, operating a multi-channel model that includes building and running e-commerce sites for global leagues and teams, exploring online marketplaces, and developing physical retail concepts. Its product workflow combines technology, data, and on-demand manufacturing to manage the entire supply chain, enabling fast response to demand. The company differentiates itself through a China-focused approach backed by Hillhouse’s network and investments, its end-to-end vertical commerce model, and partnerships with hundreds of sports organizations, which together help it navigate China’s complex retail landscape. The goal is to satisfy a previously underserved Chinese market for licensed sports merchandise by creating localized products and channels that connect fans with official gear.

Company size
10,001+
Company stage
Growth Equity (Venture Capital)
Total funding
$5.2B
Headquarters
Huangpu, China
Founded
1995

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