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About the Role
The Key Account Manager will maximize revenues from Music Licensing by managing Gold and Silver customer accounts for PRS and/or MCPS licensing schemes. This role involves providing excellent customer service, managing relationships, identifying new license opportunities, and executing the licensing sales strategy. The position also includes leadership responsibilities for a team of up to three individuals.
Responsibilities
- Consistently meet and/or exceed revenue targets for managed licensing areas while ensuring fair customer treatment and high service levels.
- Motivate direct reports to meet and/or exceed revenue targets and identify new licensing opportunities.
- Establish and develop strong working relationships with key customers.
- Serve as the point of escalation for direct reports on complex licensing issues or compliance matters.
- Collaborate with licensees to maximize revenue in line with department budget targets.
- Work with licensees to improve data accuracy for distributions.
- 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.
- Ensure licenses are fit for purpose and advocate for changes or system improvements to grow revenues or increase efficiency.
- Collaborate effectively with internal and external stakeholders to implement changes.
- Provide commercial insight into the budgeting process and support decision-making.
- Deliver regular financial performance and reforecast updates.
- Work closely with Finance, Membership, Distribution, and IT teams to improve processes and operational effectiveness.
- Ensure efficient, timely, and accurate flow-through of royalties and resolve internal queries related to own accounts.
- 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 contribute to the department's entrepreneurial culture.
- Develop and maintain effective working relationships with relevant trade bodies.
- Provide weekly, monthly, and quarterly reporting on revenues against targets and KPIs.
- Use variance reporting to inform decision-making and planning for 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.
- Represent PRS for Music at music industry events.
- Present performance and priorities at weekly Manager’s Meetings and monthly Commercial Development & Sales team meetings.
Requirements
- Proven success in a sales and/or Key Account Management environment with demonstrable success in conversion and revenue growth.
- Self-motivation, flexibility, and the ability to work on own initiative.
- Confidence in using a CRM, such as 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.
- Comfortable with proactive relationship building, including cold calling, answering inbound calls, and networking at events.
- Excellent use of MS Excel and PowerPoint, as well as presentation skills.
- Understanding of budget management and team motivation to exceed targets.
- Experience in interpreting complex contracts.
- Experience in problem-solving and time management in a fast-moving environment.
- Experience in leading an effective sales team.
Skills
- Sales
- Key Account Management
- CRM (Salesforce)
- People Management
- Communication
- Relationship Management
- Negotiation
- Data Analysis
- Presentation
- Budget Management
- Team Motivation
- Contract Interpretation
- Problem Solving
- Time Management
- MS Excel
- MS PowerPoint
Location
- UK
Work Type
- Full-time
Experience Level
- Management
- Sales
- Key Account Management
About the Company
- Music wouldn't exist without the work of songwriters, composers and publishers.
- We 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.