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Description

Role Overview

The Business Development Manager - Route Growth, Eastern U.S. is responsible for identifying, developing, and closing new route-based arcade and family entertainment opportunities across the Western U.S.. This role builds regional density in markets where FEG has existing properties or strategic opportunities, with a focus on creating profitable hub-and-spoke routes that can support dedicated FEG service coverage.

The role targets hotels, resorts, FECs, bowling centers, tourist destinations, high-traffic entertainment venues, and other locations where FEG can design, install, and manage manned or unmanned arcade/FEC operations. The role requires a strong hunter mindset, disciplined prospecting, operational judgment, and the ability to present FEG's value proposition to owners and senior operators.

Eastern U.S. Year 1 Priority Markets

Primary initial focus markets include: Myrtle Beach, SC; Charleston, SC; Mobile, AL; Panama City Beach, FL; Canton, MA; Nashville, TN; Memphis, TN; Baton Rouge, LA; Lafayette, LA; Louisville, KY; Little Rock, AR; Rogers, AR; Jacksonville, FL; Fishers, IN. These markets guide the first-year focus but do not limit the territory.

Core Responsibilities

Market Development & Route Growth

• Develop regional growth strategies that expand FEG's route-based business and build profitable market density.
• Identify priority markets and target prospects that can support an efficient route service model.
• Build target lists of FECs, hotels, resorts, bowling centers, tourist venues, and other prospective partners.
• Recommend market expansion priorities based on opportunity size, route feasibility, operational fit, and growth potential.

Prospecting, Lead Generation & Relationship Building

• Generate new opportunities through cold calling, direct outreach, networking, referrals, local research, and field visits.
• Build relationships with owners, operators, General Managers, developers, asset managers, and hospitality or entertainment leaders.
• Maintain a disciplined pipeline with clear next steps, timing, deal stage, and probability of close.
• Represent FEG professionally in all prospect, partner, and industry interactions.

Opportunity Assessment & Deal Development

• Visit and assess prospective locations for financial, operational, and strategic viability.
• Evaluate space, traffic, guest profile, partner expectations, serviceability, game mix potential, revenue opportunity, and  operational complexity.
• Determine whether opportunities fit an unmanned arcade, manned FEC, route location, or broader FEG-managed model.
• Partner with Operations, Finance, Equipment, Legal, and Field leaders to validate deal economics and execution requirements.
• Presentations, Proposals & Closing
• Present FEG capabilities, operating model, design/install/manage solution, and financial value proposition to prospective partners.
• Use FEG sales decks and live presentations to influence decision-makers and move opportunities forward.
• Prepare proposals, business cases, and deal summaries; support term negotiation in partnership with leadership.
• Ensure each deal is financially sound, operationally executable, and properly handed off for launch.

Cross-Functional Partnership

• Partner closely with Route Operations, Territory Operations, Field Operations, Equipment, Finance, Legal, and Executive Leadership.
• Ensure growth plans align with route staffing, warehouse support, game availability, installation capacity, and service expectations.
• Stay engaged after launch to support partner continuity, issue resolution, and future expansion opportunities.

Requirements

Ideal Candidate Profile

The ideal candidate is a proactive business developer who can open doors, build relationships, assess location economics, and close practical, profitable deals in a field-based environment.

• Strong prospecting, cold calling, networking, and relationship-building skills
• Experience building new markets, territories, routes, or partner channels
• Confidence presenting to owners, operators, GMs, and senior decision-makers
• Good financial judgment, operational instincts, and disciplined follow-through
• Comfort with frequent travel and independent field-based selling

Qualifications

• 5+ years of business development, outside sales, route sales, hospitality, amusement, vending, entertainment, or multi-location growth experience preferred.
• Experience selling managed services, location-based partnerships, route services, vending/amusement solutions, or entertainment concepts preferred.
• Strong communication, negotiation, presentation, organization, and CRM/pipeline management skills.
• Ability to assess location economics, route feasibility, partner fit, and operational readiness.
• Ability to travel regularly throughout assigned territory; valid driver's license and acceptable driving record required.

What Success Looks Like

• Priority markets have active pipelines and qualified prospects.
• New deals are closed in markets where FEG can build route density.
• Opportunities are financially viable, operationally supportable, and properly handed off for launch.
• Partner relationships are strong from first contact through opening and expansion.
• Business development becomes a repeatable growth engine for FEG.

Leadership Expectations (FEG)

The Business Development Manager - Route Growth, Western U.S. is expected to model FEG's values and leadership expectations: Play to Win, Lead with Heart, Make Their Day, and Better Than Yesterday. This role must be accountable for growth outcomes, resilient through long sales cycles, and disciplined in execution and handoff.