Territory Manager

Fanatics Collect is a technology company dedicated to revolutionizing the world of collectibles. Every single day our team of experienced product leaders, engineers, creative thinkers, and operators obsesses over how to create the ultimate collector experience - from developing the most fun and entertaining live shopping experience with Fanatics Live, to building the most trusted and dynamic collector focused marketplace with PWCC (acquired in May 2023). 

We have the unique advantage of being backed by Fanatics - the world’s largest sports merchandiser, with more than 900 global sports relationships, 90+ million reachable fans, and exclusive licensing deals with the MLB, NFL, and NBA among many others - but we’re a small, nimble, ambitious team building products from the ground up. 

If you're passionate about building world class products and share our love for sports fans and collectors, Fanatics Collect offers an exciting opportunity to be part of a dynamic team creating the future of collecting. 

This role combines GM-level responsibility with hands-on execution. You will: 

• Define and deliver the UK market strategy 
• Grow a high-performing network of sellers, creators, and partners 
• Lead commercial, operational, and programming initiatives 
• Be the voice of the UK markets within the global organization 
• Build the systems, metrics, and processes required for scalable growth 

This is a role for a high-impact commercial operator with strong analytical capability, deep cross-functional leadership experience, and a passion for the creator and collector economy. 

Key Responsibilities 

Own UK Market Performance & Commercial Strategy:

• Own full UK P&L-style metrics: GMV, revenue contribution, seller growth, retention, and margin 
• Develop and execute the strategic plan for the UK, grounded in market mapping, data analysis, seller insights, and category dynamics. 
• Build and maintain strong relationships with top sellers, providing strategic support to foster loyalty and enhance their business performance 
• Lead contract negotiation, renewals, and performance planning with top sellers and partners. 
• Define and manage seller incentive budgets, optimising for ROI and strategic outcomes. 
• Manage and develop the UK commercial team; act as a player-coach able to operate at all levels. 

Build & Scale the UK Seller and Creator Ecosystem: 

• Identify, attract, onboard, and scale high-potential sellers, breakers, and creators. 
• Deliver consultative, data-backed business coaching to top sellers, improving show performance, consistency, buyer engagement, and operational excellence. 
• Collaborate with the marketing team and partner with creators, influencers, agencies, and communities to grow reach and strengthen the live ecosystem. 
• Build long-term relationships with category-defining partners. 

Work cross-functionally to achieve UK growth: 

• Collaborate closely with marketing team on defining the global market calendar, with a focus on ensuring a smooth execution of the commercial and marketing campaigns like Topps NBA release campaign or Black Friday 
• Work closely with the broader Fanatics ecosystem (Topps, Commerce, London 
• Retail, partners) to unlock unique collaboration opportunities beyond the strict 
• Live environment (WWE Tour, Live from UFC, Lives with athletes…) 
• Lead cross-functional projects that address structural growth unlocks (category dynamics, operational improvements, product gaps, system/process changes). 

Lead Market-Level Programming & Execution: 

• Collaborate with central Marketing to adapt global calendars for UK audiences and build locally relevant campaigns.. 
• Lead UK programming execution: tentpole events, releases (e.g., Topps), partnerships, community activations, and seasonal campaigns. 
• Ensure high-quality execution across shows, partnerships, and events, online and offline. 
• Support logistics for offline events and fairs, ensuring smooth execution in partnership with sellers 

The statements herein are intended to describe the general nature and level of work being performed by employees, and are not to be construed as an exhaustive list of responsibilities, duties, and skills required by personnel so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the Company. 

Qualifications 

Experience & Background 

• 7+ years in strategy, commercial strategy, marketplace operations, partnerships, category management, or a fast-paced tech environment. 
• Demonstrated experience owning commercial outcomes with clear results ● Strong track record of building and scaling partner ecosystems or seller networks. 
• Experience operating in high-growth environments with cross-functional complexity. 
• Experience managing and developing teams (formal or dotted-line). 

Skills & Competencies 

• Strategic operator: Able to define strategy and execute it hands-on. 
• Deeply analytical: Strong with data, dashboards, and metrics. 
• Commercially sharp: Understands incentives, portfolio management, and growth drivers. ● Exceptional communicator: Clear, structured, and persuasive across audiences. 
• Relationship leader: Strong interpersonal skills; trusted partner to sellers, creators, agencies, and internal teams. 
• Operationally rigorous: Builds processes, identifies blockers, and drives accountability. 
• Player-coach mindset: Comfortable leading from the front; no job too small. 
• Bias for action: Moves fast, solves problems, and embraces ambiguity. 

Nice to Have 

• Experience with two-sided marketplaces or live commerce. 
• Experience as a seller, breaker, creator, or operator in the collectibles or creator economy. 
• Proficiency with [SQL, Salesforce, Sigma, Tableau, or similar tools]. 
• Passion for sports, culture, collecting, or community-driven commerce. 

The above list of job duties is not exclusive or exhaustive and the post holder will be required to undertake such tasks as may reasonably be expected within the scope and grading of the post. 

Subject to applicable laws, Fanatics Collectibles may choose to run a background check.

Ensure your Fanatics job offer is legitimate and don’t fall victim to fraud.  Fanatics never seeks payment from job applicants. Feel free to ask your recruiter for a phone call or other type of communication for interview, and ensure your communication is coming from a Fanatics email address (including @collectfanatics.com).  For added security, where possible, apply through our company website at www.fanaticsinc.com/careers.