Business Development Manager

About the role

The Business Development Manager – Route Growth, Western 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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• Partner closely with Route Operations, Territory Operations, Field Operations, Equipment, Finance, Legal, and Executive Leadership.
• Stay engaged after launch to support partner continuity, issue resolution, and future expansion opportunities.

Requirements

• 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.

Qualifications

• Strong prospecting, cold calling, networking, and relationship-building skills.
• 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.

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)

• Model FEG’s values and leadership expectations: Play to Win, Lead with Heart, Make Their Day, and Better Than Yesterday.
• Be accountable for growth outcomes, resilient through long sales cycles, and disciplined in execution and handoff.

Pay

$90,000 - $115,000 Annually