The global licensing community is powered by an incredible group of professionals whose diverse backgrounds and creative energy drive innovation and excellence. Each week we profile one of these professionals in this ongoing series.

How did you get into licensing (or how did licensing find you)?
After several years in FMCG marketing, I was hired by Hasbro as Marketing Director, Boys Toys for Europe and started working on Batman on the licensee side. A few years later, Warner Bros. offered me to open their consumer products office in Germany to run their German-speaking licensing business, so I moved to the licensor’s side. I worked for WBCP for 20 years and finished my career as Senior Vice President Marketing, Sales & Business Development for the EMEA region.

What’s a “typical” day in your current position?                                                                            
I usually split my day in three parts. Chronologically, the first part is business knowledge, which is about reading professional press to follow new deals, new launches, and new ideas; the second and biggest part of my day is working on my clients’ assignments; and the third part is business management and administration.

What’s your biggest personal or professional accomplishment?
By far my biggest accomplishment is personal—my wife for 35 years and my three kids. Professionally, it was the time at WBCP and the variety of positions I was lucky to have from Country Manager to SVP Marketing, Sales & Business Development for the whole EMEA region.

What are the most significant trends or changes that you’ve seen in the business in recent years?                                                                                                                                        
The first big change I’ve been noticing and experiencing is the catching up of sports licensing. When I started my agency, I was expecting to have a mixed client base made of entertainment, corporate, and sport IPs. In reality, 90% of my work is with sport IPs as they are beginning to realize the role and the business potential of licensing and merchandising.

What keeps you up at night? What’s your biggest challenge these days?
Fortunately, I sleep well naturally, but there are challenges when your revenues depend on decisions beyond your control. The biggest challenge is time. Many of my clients take time to make investment decisions, but then want quick implementation, so the key words are flexibility and anticipation.

In your opinion, what is the top skill every licensing executive should have in order to succeed?   
The great thing about the licensing business is that it is a fantastic training ground where you deal with many topics—legal, finance, sales, brand management, product development, promotion and advertising—and have the opportunity to learn and improve many skills. It is a business driven by product offers and, for me, the most important skill is creativity.

What’s the best piece of advice you’ve ever received, or what’s your favorite quote?
The more assets, the more business!

What is your favorite licensing deal of all time? (It doesn’t have to be one that was signed by you.)
Winning the tender to become the licensing agent for UEFA EUROS in 2004, then again in 2008, and again in 2012 was both an external and internal challenge as we had to convince UEFA that an entertainment company could manage sport IPs successfully and we had to convince our U.S. headquarters that it was a good business opportunity.

If you weren’t in licensing, what would you be doing now?                                                            
I’d probably still be in FMCG marketing, selling yogurts or soft drinks!

The last licensed product I bought was…
A Paris 2024 cap.