Senior Vice President, Sales

This is a Full Time Job

Overview

The Senior Vice President, Sales is responsible and accountable for leading the commercial strategy, sales and all revenue-generating efforts for the label in digital and physical platforms across multiple regions. As the most senior-level revenue-generating executive, this role is responsible for leading, planning and implementing artists' release strategies, as well as be accountable for the commercial performance for the label and its globally-visible artists.

This position will work closely with the Executive Vice President/General Manager, Sales at Sony Music Entertainment, as well as the General Manager of the Label Group in positioning the label, and its world-class artists, for optimum performance. Requirements include knowledge of the changing landscape of music consumption and digital technologies, with an emphasis on a depth of understanding of streaming content, digital download, physical retail, direct-to-consumer, managing accounts, as well as voice-activated, in-home platforms and other emerging platforms.

Responsibilities

• Maintain a market-leading and category-influencing position for the label. Champion growth initiatives among the current client base on behalf of the label's artists.
• Lead all digital sales and business development strategy, and drive new business initiatives, including new platforms / channels and new business models. Maintain a leading position in the industry, staying at the forefront in new ways to distribute music digitally, enhance the growth of streaming and electronic-sell-through transactions and develop new revenue models that capitalize changing technological advances and audience consumption of digital content.
• Establish sales channels and manage ongoing revenue streams among all channels of music content, particularly with digital music services, including (but not limited to): Amazon Prime Music & Amazon Music Unlimited, Spotify, Apple Music, Pandora, YouTube and others.
• Expand upon go-to-market strategy by conceptualizing the digital-direct model and developing the value proposition for consumers and distributors, with an emphasis on digital streaming and transactional services.
• Lead and manage all phases of the sales process, from prospecting and presenting, pricing, packaging, messaging and go-to-market strategies, negotiating and closing, for new and existing accounts.
• Develop, mentor and motivate the sales team to assist them in meeting their client and revenue responsibilities, providing strong and effective leadership to support the company's continued growth. Build, lead and motivate a best-in-class sales team that is engaged, results-oriented and will achieve revenue objectives.
• Serve as the primary liaison for the Label's sales department for all sales information with label senior management, artist management, SME, GDB, customers and trade organizations. Optimize relationships within the company and stay at the forefront of developments in digital music to maximize revenue and opportunities.
• Review performance against budget and strategy, and report on performance and developments.

What Success Looks Like
• Able to thrive in a high-performance culture, with high expectations from management and artists. Must be able to handle, and enjoy, the responsibility of working with high-profile, globally renowned, artists.
• Recognized commercial leadership and demonstrated success in high-profile releases and launches with major, globally-recognized artists.
• A clear track record in creating the planning and implementation of sales campaigns of high-profile releases across multiple platforms.
• Verifiable experience in developing strategic, commercial initiatives.
• Demonstrated experience in working successfully with major accounts.
• A clearly demonstrated understanding of how different digital platforms work, including streaming, download, direct-to-consumer, voice-activated and other emerging technologies, and how best to utilize those avenues-for both established, world-renowned artists, as well as emerging, developing artists.
• A deep understanding of digital music subscription growth, consumer and content marketing, digital marketing, analytics and reporting, partnership marketing, and industry marketing relationships across different platforms.

Qualifications

• Able to work effectively with high-profile industry talent, including artists and executives, and thrive in that environment. Outstanding oral and written communication and team-working skills.
• A minimum of 10 years' Sales experience, preferably in the music industry as a department head.
• Senior management experience, including and understanding of finance, business affairs, international, production, marketing, digital marketing and new technology.
• Strong product knowledge and advanced understanding of all sales channels and emerging technologies are required. Expertise with technology and digital media issues, trends, and landscape.
• Proven negotiation, drafting, presentation and analytical skills.
• Proven ability to collaborate and contribute to wider organizational strategy.
• Direct sales experience in digital content, preferably having also participated in the creation of new solutions based on market opportunities.
• Documented success in leading a content sales team in a high-growth marketplace, including training, recruitment, coaching, and motivating.
• A proven record of achievement in producing sales volume and profitability, by managing the process of fast response to RFP's and strong closing.
• A positive reputation in the market as an excellent listener, problem solver, and customer advocate.
• Strong contacts with digital platforms.
• Bachelor's required. Master's degree preferred.