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, ID. 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.
