Development Manager: Further Education

3 weeks ago

London, UK, United Kingdom Copyright Licensing Agency Full time

The Copyright Licensing Agency Ltd (CLA) is at the forefront of the rapidly developing fields of intellectual property and electronic rights management. We licence organisations for photocopying, scanning and digital reuse of articles and extracts from print and digital publications. This includes books, magazines, journals, electronic and online publications, as well as press cuttings or documents supplied by a licensed third party.


“Our mission is to help customers legally access, copy and share the published content they need, while also making sure that copyright owners are paid fair royalties for the use of their work.”


Where does the money go?

We are non-profit making so all the money we collect in licence fees is distributed to the copyright owners after our costs have been deducted. During any financial year, our licence fees are distributed to our partner organisations; ALCS, PLS, DACS, PICSEL and international reproduction rights organisations for onward payment to writers, publishers and visual artists including illustrators and photographers.


Role Summary:


This role is the key lead for the Further Education sector across the UK regions, facilitating excellent communication and relationships with our customers and the wider sector and advocating for copyright and IP and the benefits of CLA’s products and services. As the Account Manager for customers within the sector, you will ensure effective and timely engagement, as well as ensuring a smooth renewal process, maintaining and growing the licence revenue within the sector. Working closely with other teams around the CLA, this role provides in depth knowledge of customer needs, the sector and the challenges and opportunities faced to develop new products and service.


Our values are:


We support creativity

Our knowledge is our strength

We find solutions

We connect creative communities

We are ambitious

Our people make us who we are


The purpose of the job description is to indicate the general level of responsibility of the position. The duties may vary from time to time without changing their general character or level of responsibility.


Main Responsibilities/Key Tasks:

Account Management

Build, maintain and manage relationships with key customers and organisations within the Further Education sector. Key clients will be identified through segmentation and deep understanding of the sector.

To ensure the timely renewal of licences, and engage with customers to ensure that they remain in licence.

To lead negotiations to secure new agreements.

To proactively source, develop and target new licensing opportunities

To ensure the flow of data between the clients and our operations and data team is not interrupted.

Ensure your sector is aware of any increases in fees and work with accounts to help resolve any outstanding invoices, ensuring that any queries from your clients are dealt with swiftly.

To work with the Head of Education and Public Sector to draw up an account engagement plan and implement agreed plan.

Providing support for sector through responses to queries from customers, timely updates and communications and training as required.

Support CLA Credit Control in securing any overdue invoices or amounts outstanding.


Sector Expertise and Product Development

Taking the lead role and working with Product and Marketing, you will conduct forums, focus groups, and facilitate sector expert panels whose aim is to give feedback to product development and the wider business, what our customers' needs are, and how we might meet those needs.

Through your proactive approach, you will identify products and services which is disrupting your sector and provide insight into these to the product team and wider business.

Developing an in-depth knowledge of your sector and your customers' needs will, in turn, allow you to highlight any threats or opportunities for the sector.

Working with the Product Development team to ensure that product developed are in line with the agreed Education Strategy for Further Education.

Working with the Head of Data and Insight and the Head of Marketing to inform programme of research required to support strategic goals and priorities.


Advocacy and Awareness

Acting as an ambassador for CLA you will seek to champion CLA licences by speaking/presenting at conferences, tradeshows and panels.

Work with marketing to develop up with a programme of promotional activities for your sector, which drives brand awareness, helps support current revenue and creates future opportunities.


Systems and Data Management

Ensure CLA customer information and any communication you have had with the customer is logged, maintained and updated in Salesforce as appropriate.

Ensure customer data and licence information is maintained and monitored for accuracy

Raise any technical issues or discrepancies promptly with relevant CLA staff


Other activities

As may reasonably be deemed necessary by the Head of Education and Public Sector.


Person Specification


Core skills and attributes needed to fulfil this position are:


Well organised, self-starter and team player with excellent written and oral communication skills; comfortable working both collaboratively and on own initiative

Able to think and perform at a high level both intellectually and commercially in a complex environment with a broad range of stakeholders, strategic thinker and problem solver

Personable, outgoing, analytical, and creative in their approach with excellent attention detail

Excellent knowledge and understanding of the education sector.

To be comfortable speaking at conferences and trade shows.

Has previous experience of negotiating agreements.

Proven account management experience and skills.

Able to support an environment for open dialogue, work within and across teams

Able to prioritise in a rapidly changing environment

Good understanding of and capacity to undertake research and analysis

Knowledge of IP/Creative industries and their relevance within the Education sectors.

High level of skills in MSWord, Excel, PowerPoint and other relevant software

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