Commercial Director в Sony Music Entertainment

Reports to

Managing Director

Department

Sales & Business Development

 

Main purpose of job

To oversee SMER commercial strategy in Russia and CIS (digital sales, physical distribution, Public Performance & Broadcast, Blank Tape Levy and TV channels — both Record business and local Publishing business), to maximize revenues from existing partners, to search new opportunities and sign new deals according to HQ requirements. To make and meet business plans. To make proper commercial analytics in order to support the main goal. To manage Sales & Business Development team in order to maximize SME revenues from and to provide SME partners with qualitative services.

 

Main responsibilities including but not limited to

• Build, implement and update SMER data-driven commercial strategy, as well as the forecast on market development
• Search for new opportunities and close new deals (including receiving approvals from HQ)
• Account management for current key deals (including all negotiations, deals renewals and receiving approvals from HQ)
• Build strong relationships and lines of communication with key contacts at allocated partners and with internal stakeholders
• Represent the interests of SMER to the partner, and seek to develop solutions to perceived problems
• Proactively uncover trends about Sony’s partners that will lead to actionable strategies
• Design needed commercial analytical reports in order to maximize SMER acknowledgment on current deals
• Timely updates on the status of current deals for HQ and senior management
• Prepare and deliver the annual Business Plan
• Accurate and timely forecast and accrue corresponding revenues
• Monitor and analyze revenue forecasts, plans, and actual results. Establish transparency on performance and make recommendations to correct any under-performance.
• Lead Sales & Business Development team to provide proper and uninterrupted processes of document flow, payments, reporting flow through SMER internal systems, proper content delivering to partners
• Manage Business Development Manager and Publishing Manager to maximize SMER revenues
• People management (managing team of 3 people – including timely reviews and annual goals)

 

Skills/Experience

• Fluent English; Russian Speaker
• Experience in digital business, understanding of streaming business model
• Strong spoken, written and presentation skills
• 3-5 years negotiating commercial agreements in either a sales, business development or legal role
• Experience with strategic analysis
• Intermediate to Advanced Microsoft Excel Modelling skills

• Actual legal, contractual experience
• Experience managing people and organizational processes
• Developed expertise with all commercial models within the digital content landscape

 

Personality/Character

• Confident. Comfortable in new situations and new cultures
• Clear thinking and logical. Able to explain complex ideas simply
• Outstanding attention to detail / results driven with a keen eye for data

• Genuine passion for the music industry and growth of digital music sector
• Patient. An interest in teaching others about new digital ideas