B2B Account Manager

Location: Woking, GB

Contract Duration: 12 months fixed term

Purpose of the Role:

McLaren Racing is looking for a B2B Sales & Special Projects Manager to join the Licensing team based at the headquarters in Woking. The team operates the product and licensing activities across the McLaren Group, developing and sourcing product propositions aligned to the brand and Formula 1 team’s fan-base.

These product propositions are marketed globally both direct to consumer via channels such as e-commerce and retail, and business-to-business (B2B) to sponsor partners, licensees, McLaren Group companies and distribution partners.

The primary role of the B2B Sales & Special Projects Manager is to identify creative ways for partners and B2B customers to leverage their relationship with McLaren through product-led activation, and service these relationships in such a way as to deliver revenue growth to the business.

The successful candidate will be highly organised and articulate, with an eye for detail, a strong commercial mindset, and exceptional customer relationship skills.

Principal Accountabilities:

Sales & Account Management:

  • Identify opportunities for customers to increase engagement across licensing merchandise.
  • Respond to day-to-day enquiries and information requests from partners and contacts within the McLaren Group.
  • Create sales presentations linked to bespoke, relevant and appealing sales propositions.


  • Daily liaison with key contacts at all levels of seniority across marketing and brand teams, agencies and suppliers.
  • Coordinate the B2B Communications Plan ensuring a regular flow of relevant information to customers.
  • Create and distribute partner activation case studies and new product announcements.
  • Develop and maintain the McLaren Partner Store platform, product catalogues and contacts database

Product Development:

  • Support and help shape a range of products to maximise sales and margin.
  • Develop unique B2B product concepts relevant to individual partners.
  • Liaise with the Supply Chain team, fulfilment team, and manufacturers to ensure on-time delivery to customers.

Special Projects:

  • As McLaren establish new associations where brand extension opportunities present themselves, this part the role will include working closely with management connected to maximising sales and revenue opportunities through, licensing out, licensee management and retailer pitching.

Promotional Licensing:

  • Identified as a new area of business growth, initially working jointly with management to agree appropriate brand collaborations, then leading the end to end process including product development to launch and post analysis reporting.

Knowledge, Skills and Experience:


  • Proven experience delivering exceptional service in a client facing role.
  • Understanding of licensing and sponsorship practices, and ideally sales promotions.
  • Highly numerate with the ability to accurately devise profitable sales packages.
  • Excellent written and verbal communication skills with strong attention to detail.
  • Highly organised with the ability to prioritise, manage and escalate where necessary.
  • Positive and proactive attitude.
  • Advanced level skills in MS-office suite (i.e. Excel, PowerPoint)
  • A recognition of the high standards representative of the McLaren Brand


  • Degree educated – ideally Business / Marketing
  • Photoshop and Adobe Illustrator skills would be an advantage
  • Understanding of the sponsorship or sales promotions industry preferred

Personal Attributes:

Results focused -

  • Sets clear and challenging but achievable targets.
  • A proven winner, someone who is driven; who comes with an outstanding work ethic and expects the best from him or herself and the people they work with.
  • Has a track record of getting things done. Vision is not enough; you must be able to drive change yet flexible enough to react to the uncertain marketplace.
  • Ability to analyse problems and develop practical solutions

Innovative and creative -

  • Asks questions to better understand the business and the needs of the business
  • Tries out new ideas and ways of working

Personal ownership –

  • Demonstrates personal ownership for delivering their role, their learning and their career by proactively managing each.
  • Ability to manage time in a multi-tasking environment
  • The ability to work to tight deadlines and operate in a highly-pressurised environment

Adapts to change –

  • Demonstrates that they can be flexible and are quick to adapt their thinking and approach as is needed by the circumstances.

Collaborates with others -

  • Champions a culture that motivates and inspires others to take personal responsibility
  • The ability to communicate clearly and confidently

Manages relationships –

  • Is a role model and champion’s best practice in diversity and inclusion.
  • Can clearly demonstrate that they know who their key stakeholders are for their role and how to best communicate / interact with them.
  • Can clearly describe and address the needs of internal and/ or external stakeholders that they work with.
  • Regularly requests feedback and measurement on how well they are meeting stakeholder needs, including peers.

All employees must ensure compliance with the Company Health and Safety Policy, and all relevant other statutory Health and Safety legislation.

This job description may not detail some less major duties allocated to the post holder, nor cover duties of a similar nature, commensurate with the role, which may from time to time be reasonably required by the relevant manager.

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