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About the Role

The Commercial Department at PRS for Music is the customer-facing and revenue-generating arm of one of the world’s leading music copyright collectives. We are a UK-based team of over 40 individuals generating in excess of £650 million per year for our members through licensing music usage to a wide variety of industries. We are undergoing a Sales Transformation process to deliver in excess of £1 billion a year by 2026 and are looking for talented individuals to help us achieve significant growth by selling the benefits of music into the marketplace. This role aims to maximize revenues from Music Licensing by managing Gold and Silver customer accounts, providing excellent customer service, identifying new license opportunities, and delivering the licensing sales strategy. It also involves leading and motivating a team of up to three individuals.

Responsibilities

Consistently work towards meeting and/or exceeding revenue targets for managed licensing areas, ensuring fair customer treatment and high service levels, while motivating direct reports.
Establish and develop strong working relationships with key customers.
Serve as the point of escalation for direct reports regarding complex licensing issues or compliance matters, such as debt.
Collaborate with licensees to maximize revenue in line with department budget targets.
Work with licensees to improve data accuracy for distributions where appropriate.
Identify licensing leads and convert them into licenses.
Assess broader licensing opportunities and target specific market segments.
Drive and motivate direct reports to exceed KPIs, particularly sales targets.
Support and develop direct reports, identifying training needs and resources for optimal performance and career progression.
Ensure licenses are fit for purpose, advocating for changes or system improvements to grow revenues or increase cost efficiency.
Collaborate effectively with internal and external stakeholders to drive through changes.
Provide commercial insight into the budgeting process, support decision-making, and deliver financial performance and reforecast updates.
Work closely with Finance, Membership, Distribution, and IT to improve processes and maximize operational effectiveness.
Collaborate with internal stakeholders and colleagues (e.g., NMP and PRS operations teams) to ensure efficient, timely, and accurate royalty flow-through and resolve internal queries.
Proactively use CRM daily to manage customer relationships and track leads/opportunities to meet sales targets.
Encourage and set the standard for CRM usage within the team, supporting its adoption.
Act as an ambassador for new ways of working and embody the entrepreneurial culture of the department.
Develop and maintain effective working relationships with relevant trade bodies (e.g., BPI and PACT).
Provide weekly, monthly, and quarterly reporting on revenues against targets and MCPS KPIs.
Use variance reporting to inform decision-making, planning with key accounts, and overall strategy.
Meet with key customers and stakeholders in person a minimum of twice a month.
Provide regular feedback, reporting, and updates to key licensees/customers to identify areas for improvement and growth.
Represent PRS for Music at music industry events (e.g., licensee seminars or trade body conferences).
Present performance and priorities of own area at weekly Manager’s Meetings and monthly Commercial Development & Sales team meetings.

Requirements

Proactive relationship building skills (e.g., cold calling, answering inbound calls, networking at events).
Excellent use of MS Excel and PowerPoint.
Proven success in a sales and/or Key Account Management environment with demonstrable successes in conversion and revenue growth.
Self-motivation, flexibility, and ability to work on own initiative.
Confident 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.
Ability to summarize 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.
Understanding of budget management and motivating a team to exceed targets.
Knowledge of relevant industries and music rights (desirable).
Good working knowledge of copyright law and PRS for Music (desirable).
Experience in the interpretation of complex contracts (desirable).
Experience in problem-solving and time management within a fast-moving environment (desirable).
Experience in leading an effective sales team (desirable).

Skills

Sales
Key Account Management
Revenue Growth
Customer Relationship Management
CRM (Salesforce)
MS Excel
MS PowerPoint
Presentation Skills
Negotiation
Budget Management
Team Motivation
Data Analysis
Reporting
Music Licensing
Copyright Law

Location

London Bridge Hub
Remote

Work Type

Hybrid
Full-time

Experience Level

Management
Sales
Key Account Management

Benefits

Enhanced maternity and paternity leave
Grandparent leave
Fertility support
Reproductive support
Menopause support
25 days holiday entitlement (with option to top up)
Work from anywhere in the world for up to eight weeks per year
Retail discounts
Gym discounts
Season ticket loan
Bicycle loan

About the Company

PRS for Music represents songwriters, composers, and publishers, ensuring they are paid for their work.
We are a world-leading organization with over a century of innovation in the music industry.
Our Commercial Department is the customer-facing and revenue-generating arm, licensing music usage across various industries including major and independent record labels, music festivals, broadcasters, computer game platforms, publishers, and emerging areas like Web3 and the Metaverse.
We are committed to achieving significant growth and delivering over £1 billion annually to our members by 2026.

Equal Opportunity

At PRS we are committed to equity, diversity, inclusion and belonging for all.
We have taken a holistic approach to ensure that no one feels excluded regardless of age, class, sexuality, gender, race, religion, or ability.
We value the needs of everyone in our organisation and strive to build an environment where our employee’s contributions are recognised in order that everyone may thrive.