Key Account Manager

Overview

Music wouldn't exist without the work of songwriters, composers and publishers. We're here to represent them and ensure that they are rewarded for their creations. Over a century in the making, we are a global leader in the industry and always take centre stage

The Role

The Key Account Manager will be responsible maximising revenues from Music Licensing by managing the accounts of Gold and Silver customers for PRS and/or MCPS licensing schemes. Providing excellent customer service and relationship management, whilst identifying new licence opportunities and delivering the licensing sales strategy. They will be proactive in finding new business opportunities, by either finding new customers, cross or up selling, with a view to hitting both personal and team sales targets.

The Key Account Manager will also provide leadership to up to three individuals, motivating and incentivising them to maximise revenues and identifying new licensing opportunities.

Responsibilities

As our Key Account Manager, you will perform the following as part of your day to day duties:

• Consistently working towards meeting and/or exceeding the revenue targets for the areas of licensing managed, while ensuring that customers are treated fairly with consistently high levels of service, as well as motivating direct reports to do the same.
• Establish and develop strong working relationships with key customers. Be the point of escalation for DRs for more complex licensing issues or issues relating to compliance with licence terms e.g. debt issues.
• Work with licensees to maximise revenue in line with department budget targets
• Where appropriate, work with licensees to improve the accuracy of the data shared in order to inform distributions
• Work with team to identify licensing leads and convert these into licences. Assess broader licensing opportunities and undertake work to target specific market segments.
• Drive and motivate direct reports to exceed KPIs, particular with regards to sales targets
• Support and develop direct reports, identifying training needs and resources that may be required to assist them with delivering optimal performance and career progression opportunities.
• Ensure that the licences are fit for purpose making the case for changes or system improvements where this presents opportunities to grow revenues, or to be more cost efficient. Collaborate effectively with internal and external stakeholders to drive through changes.
• Provide commercial insight into the budgeting process, supporting decision-making and delivering regular financial performance and reforecast updates.
• Work closely with our Finance, Membership, Distribution and IT teams to improve processes and maximise operational effectiveness.
• Work closely with internal stakeholders & colleagues to ensure efficient, timely and accurate flow-through of royalties and resolve internal queries (including member-initiated queries) in relation to own accounts
• Proactive, daily use of CRM to both manage customer relationships, as well as tracking leads & opportunities in order to hit sales targets
• Encourage, and be the ‘gold standard’ for CRM usage within the team, supporting its adoption where necessary. Be an ambassador for new ways of working, and embody the entrepreneurial culture of the department e.g. contributing to the knowledge hub, embedding skills training etc
• Develop and maintain effective working relationships with relevant trade bodies.
• Provide weekly, monthly and quarterly reporting on revenues against targets, and KPIs. Use of variance reporting to inform decision making / planning with key accounts, as well as overall strategy
• Meet with key customers & stakeholders in person a minimum of twice a month
• Provide regular feedback, reporting and updates to key licensees / customers as appropriate, with a view to identifying areas for improvement and growth
• Represent PRS for Music at music industry events e.g. licensee seminars or trade body conferences.
• Present at weekly Manager’s Meetings, and monthly Commercial Development & Sales team meetings on the performance and priorities of own area
  
  

About You

At PRS for Music, we want you to bring the best version of yourself to work every day. Along with being whoever you want to be, you will have:

• Proven success in a sales and / or Key Account Management environment with demonstrable successes in conversion, revenue growth etc
• Self-motivation, flexibility and the ability to work on own initiative
• Confidence in using a CRM e.g. Salesforce with proven results
• Excellent people management, motivational and communication skills
• History of effective relationship management within a commercially focused sector
• Effective negotiation skills
• Highly numerate and literate with excellent attention to detail and the ability to summarise and present complex data clearly and concisely for different audiences
• Experience leading and driving through change to deliver a better customer experience and increased revenues
• Comfortable with proactive relationship building e.g. cold calling, answering inbound calls, networking at events
• Excellent use of MS Excel and Power Point, as well as presentation skills
• Understanding how to manage a budget, and how to motivate a team to exceed targets
• Experience in the interpretation of complex contracts
• Experience in problem solving and time management within fast moving environment
• Experience in leading an effective sales team