KATHERINE DREW
Chigwell,
Summary
Results-driven Licensing Sales Manager with talent for building high-performance teams and driving revenue growth.
Expert in creating and executing strategic sales plans, leading to increased market share, driving results and improving ways of working. Known for fostering long-term client relationships and delivering on business objectives.
Overview
22
22
years of professional experience
9
9
years of post-secondary education
Work history
Senior Licensing Sales Manager
The Walt Disney Company
2019.01 - Current
- Set category/licensee strategy & AOP for EMEA region, approx $14.9m ER (Jakks/Dress Up & Party categories)
- Pitch out business, negotiate licensee trading terms and agree business plans/minimum guarantees
- Co ordinate with Legal teams to draft licensee contracts and commercial terms
- Work in partnership with Product Development team to identify category trends, white space & build product ranges across new content & evergreen franchises
- Complete project management of new nurturing baby doll, Disney Darlings from concept to on shelf at retail
- Manage licensee relationships, including: product development, joint business plans, marketing activations & tracking financials vs AOP
- Ensure in market & retail teams are aligned with category/licensee strategy & financial deliverables
- Advocate Doll/Dress Up & Party categories, collaborating with marketing teams to maximise licensee involvement in corporate Disney marketing campaigns
- Align with Global Commercial teams on Jakks Global priorities
Commercial Manager, Integrated Retail Sales
The Walt Disney Company
2015.06 - 2019.01
- Account management for Sainsbury’s and Argos within Home Entertainment and Publishing categories managing £9.5 million AOP.
- Supported trading terms negotiations with Sainsbury’s Home Entertainment team, securing 2 year agreement until December 2019.
- Collaborated with Sainsbury’s team to develop the trading calendar that maximised Disney tent pole releases and national campaigns to drive retail sales.
Head of Category Planning, Media & Entertainment
Tesco
2014.01 - 2015.06
- Accountability for Category Planning/Trade Planning/Marketing & Web Trading teams, managing 7 Direct reports & team of 19
- Ownership of financials & category strategy delivering £1.2bn sales across all channels annually
- Management of Multichannel Category Trade Plan
Merchandise Planning Manager, Media & Entertainment
Tesco
2012.09 - 2013.12
- Build annual sales, margin and stock targets for Home Entertainment categories
- Ensuring launching new product with excellence in store, maintaining availability & maximising sales working within OTB/stock parameters
- Manage team of 4 Merch Planners and 6 Assistant Merch Planners
Merchandise Planning Manager – Trade Planning, Home Entertainment
Tesco
2012.03 - 2012.09
- Build and execute category trade plan, providing clear targets for each promotional event in line with category budgets
- Develop, coordinate and interpret promotional analysis to advise which promotions will best achieve sales and margin targets taking into consideration current trade for the business, category and market
- Work closely with Central Trade Planning and Store Format teams to secure space in store for category events
Merchandise Planner, DVD & Music
Tesco
2010.06 - 2012.03
- Support MPM to build WSSI sales, margin targets & OTB to drive down stocks YOY whilst maintaining availability to critical path timelines
- Manage 4 AMPs, supporting their development, streamlining to do lists, encouraging them to take ownership for their charts, WSSI line flows and build strong relationships with their Suppliers
International Assistant Merchandiser, Lingerie
Marks & Spencer Plc
2006.01 - 2010.06
- Responsible for the business introduction of International Range Planner (IRP) & work with Supply Chain team to drive volume of Direct Deliveries to reduce costs
- Completed 8 week secondment in Singapore to better understand local market range needs, challenge current buying processes & reset Buying & Merchandising processes
Distributor
Rubicon Retail Ltd (Principles)
2004.05 - 2006.01
- Managed product allocation of stock to store
Education
BA Hons - Language Studies & Business
University of Brighton
2001.10 - 2004.05
A Level - Economics, English Language & French
St Edwards Church of England Comp VI Form
1999.09 - 2001.05
10 GCSE Passes -
St Angela’s Ursuline Convent School
1994.09 - 1999.05
Skills
- Contract negotiation
- Financial budgeting, forecasting, reporting & analysis
- Product lifecycle understanding
- Account Management & client relationship building
- Product launch expertise
- Presentation to clients
- Team leadership
Interests
I am a keen runner and for many years have run to raise money for charity. I have a passion to travel to Disney parks and have taken part in many Run Disney events in the parks.
Timeline
Senior Licensing Sales Manager
The Walt Disney Company
2019.01 - Current
Commercial Manager, Integrated Retail Sales
The Walt Disney Company
2015.06 - 2019.01
Head of Category Planning, Media & Entertainment
Tesco
2014.01 - 2015.06
Merchandise Planning Manager, Media & Entertainment
Tesco
2012.09 - 2013.12
Merchandise Planning Manager – Trade Planning, Home Entertainment
Tesco
2012.03 - 2012.09
Merchandise Planner, DVD & Music
Tesco
2010.06 - 2012.03
International Assistant Merchandiser, Lingerie
Marks & Spencer Plc
2006.01 - 2010.06
Distributor
Rubicon Retail Ltd (Principles)
2004.05 - 2006.01
BA Hons - Language Studies & Business
University of Brighton
2001.10 - 2004.05
A Level - Economics, English Language & French
St Edwards Church of England Comp VI Form
1999.09 - 2001.05
10 GCSE Passes -
St Angela’s Ursuline Convent School
1994.09 - 1999.05