Key Account Manager

Overview
Music wouldn't exist without the work of songwriters, composers and publishers. We're here to represent them and make sure that they are paid for their work. After more than a century in the industry, we continue to innovate as a world-leading organisation.

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 who currently generate in excess of £650 million per year for our members through licensing music usage to a wide variety of industries, including; major and independent record labels, music festivals, broadcasters, computer game platforms and publishers and increasingly Web3 and the Metaverse.

We are currently undergoing a dynamic and exciting Sales Transformation process that will result in us delivering in excess of £1 billion a year to our members by 2026 and we are looking for new colleagues to help us reach our goals. We love our music and we love the challenge and responsibilities that go with delivering what is due to UK songwriters, composers and music publishers and we want to bring in talented individuals who can help us achieve significant growth by selling the benefits of music into the marketplace.

To maximise revenues from Music Licensing by managing the accounts of Gold and Silver customers for PRS and / or MCPS licensing schemes. Provides excellent customer service and relationship management, whilst identifying new licence opportunities and delivering the licensing sales strategy. To 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.

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, some of your day to day duties will include…

• 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 Finance, Membership, Distribution and IT to improve processes and maximise operational effectiveness.
• Work closely with internal stakeholders & colleagues (e.g. NMP and PRS operations teams) 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 such as the BPI and PACT.
• Provide weekly, monthly and quarterly reporting on revenues against targets, and MCPS 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 Meeting, and monthly Commercial Development & Sales team meeting the performance and priorities of own area

For a full list of duties, please email the recruitment team and request a copy of the job description.

About You
At PRS for Music, we want you to bring the best version of yourself to work. We believe that celebrating individuality promotes a culture of acceptance and openness. Along with being whoever you want to be, in an ideal world you will also have:

• 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
• 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
• 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 and the ability to summarise and present complex data clearly and concisely for different audiences
• Understands how to manage a budget, and how to motivate a team to exceed targets
• Knowledge of relevant industries and music rights, including good working knowledge of copyright law and PRS for Music
• Experience in problem solving and time management within fast moving environment
• Experience in the interpretation of complex contracts
• Experience in leading an effective sales team

What's in it for you?
Here are just a few things that set PRS for Music apart from the crowd:

• We trust, value, and support our people to make the difference
• We believe that diversity of thought and experience provides the platform for innovation and creativity
• We are consciously inclusive and have eight Affinity Groups which you can join and make an impact
• We invest in the development of our people to drive our ambitions forward
• We offer a range of family friendly leave including enhanced maternity and paternity, grandparent, fertility, reproductive and menopause support.
• We know time to rest and recharge is important which is why we offer 25 days holiday entitlement with the option to top up twice annually up to a maximum of 30 days
• Employees can work from anywhere in the world for up to eight weeks of the year
• Plus a whole range of other benefits, including retail discounts, gym discounts, season ticket or bicycle loan.

The Process
Our Interview Process For This Role Is Simple

• First stage interview will take place virtually on MS Teams.
• Second stage interview will take place in person at our London Bridge Hub.

We use competency-based questions within our interviews. This allows you to provide examples of situations where you have had to demonstrate the required skills relevant to the role you are applying for. To assist your preparation for interview, research the STAR method to aid bringing your examples to life.

Location
We offer a hybrid working model, allowing employees to work from home up to three days a week.

To ensure the health and safety of all our employees, if you wish to work from home for more than 2.5 days per week, we will conduct a quick and easy remote-working assessment.

If you sound like you could be the right person for the job, apply now.
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.