The Commercial Sales Executive is responsible for driving sales into our larger enterprise accounts. This will include executing new sales/marketing efforts, driving business growth with existing and new major clients, renegotiating agreements, researching strategies to identify new opportunities, and developing sales strategies for new products and services.
The Soundmouse product is the leading solution to help broadcasters, studios and producers generate and track cue sheets and report on music use effectively. The primary function of this role is to develop sales relationships with new US networks and studio partners, whilst providing internal recommendations to ensure the company is best serving its clients, is profitable and growing within the industry.
Salary Range: $162,000 base salary per year, with an On-Target Earnings (OTE) potential up to 40% base salary per year.
A few things about ORFIUM
Orfium is the global technology leader solving the entertainment industry’s biggest challenges around digital music and broadcast rights management, cue sheets, data, and reporting.
We’re transforming the entertainment ecosystem with industry-leading software and music reporting solutions so that whenever music is played in the world, Orfium is working behind the scenes to support its customers to track it, deliver the data, and help creators, rights holders, and media companies report and monetize the usage.
Orfium works with some of the largest music and entertainment companies in the world including Warner Music Group, Sony Music Entertainment, Sony Music Publishing, Warner Chappell Music Publishing, Universal Music Publishing Group, Ingrooves, Red Bull, and many more! Our team of 700+ operates from locations including LA, London, Dublin, Sofia, Tokyo and Athens.
We’re music lovers, developers, data scientists and designers - all working together to improve the entertainment industry for everyone. Our people are passionate, dedicated and constantly innovating. We’re committed to creating a fair and transparent working environment where everyone can thrive and be themselves.
We are looking for talented people to join our team who are passionate about making a difference!
Requirements
Duties/Responsibilities:
- Increase ORFIUM revenue through sales with new & existing major clients
- Lead sales initiatives with major enterprise clients, upselling products and cross selling across their organizations
- Renegotiate existing deals with major partners
- Develop new business pipeline by connecting with new prospects
- Meet with clients & prospects across the US to identify sales opportunities, pitch products & services, negotiate terms and draft deals & RFPs through to closure.
- Manage internal sales pipelines, ensuring up to date information is maintained on CRM, backed up with internal reporting and communication.
- Maintain account relationships with selected clients, with regular check ins. Lead Annual Business Reviews with selected clients, including strategy, deck preparation and presentation.
- Review pricing models for existing and new business lines with operations and finance, to ensure that we are profitable.
- Work closely with business strategy & product teams to feedback on customer problems and needs, to help define future product strategy.
- Work alongside our marketing department to develop sales strategies, and create, update and maintain sales & marketing collateral including pitch decks, data sheets and visual aids (promo videos, social media).
- Ensure correct hand-off of all new deals to the relevant functions.
- Develop quickly an expert understanding of all ORFIUM products & services and continuously stay aware and knowledgeable on product / service changes.
- Develop an awareness and understanding of competitor offerings in the marketplace and report such insights back internally.
- Attend industry and client events to research and develop relationships with prospective clients.
Experience Requirements:
- Preferred 8+ years of experience in sales, ideally within a broadcast or production environment
- Knowledge of the music industry, the right owners, and the relationships between media companies and collective right organizations such as ASCAP, BMI and SESAC.
- Good knowledge of the licensing and use of music in content production, as well as production processes and data delivery requirements for TV, Film, streaming and Radio broadcast.
Qualifications:
- Strong interpersonal and relationship development skills.
- Excellent verbal and written communication skills; extremely detail-oriented.
- Exhibits highly professional demeanor and sound judgment.
- Self-starter, who takes initiative and is resourceful; takes ownership of tasks and projects; works well under pressure.
- Advanced knowledge of business development and sales strategies.
- Experience in identifying profitable business opportunities and potential clients.
- Competency in researching sales leads, presenting proposals, and negotiating deals.
- Proficiency in integrated business management and CRM software, including ProWorkflow and SalesForce.
- Excellent presentation skills, with the ability to create sales materials and present both in-person and remotely
- Excellent typing and computer skills, including in Word, Excel and Google Suite.
- Preferred BA or BS degree in business, marketing or related field.
- Ability to travel (fly) to meet partners
- Available to attend work related events outside of normal business hours
- Able to travel domestically and internationally as needed, potentially 30+ days/year.
Benefits
🚀 You'll get to work into one of the up-and-coming tech companies in the Music Industry.
🏠 Hybrid work model
💰 Competitive salary & Stock Options plan.
🏥 Private Health & Life Insurance.
🌴 Extra Days Off.
💻 Latest tech equipment.
ORFIUM is proud to be an equal opportunity workplace. We are committed to equal employment opportunities without unlawful regard to race, color, ancestry, religion, gender, national origin, sexual orientation, age, citizenship, marital status, disability, veteran status, or any other local legally protected characteristic.
