Business Development Manager

Business Development Manager – Route Growth, Western U.S.

Role Overview 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.

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.

Western U.S. Year 1 Priority Markets Primary initial focus markets include:
Albuquerque, NM;
Omaha, NE;
Vineyard, UT;
Salt Lake City, UT;
Hillsboro, OR;
Pharr, TX;
Wichita, KS;
El Paso, TX;
Des Moines, IA;
Boise,  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…