Application: Please send a CV and covering letter outlining how you meet the criteria for the role to sarah.sweetnam@imro.ie
Salary: Negotiable
Permanent Position
Deadline for applications is 5pm Friday 18th January 2019.
1. Purpose of Job
To co-ordinate, enforce, defend and grow new sources of revenue in existing Public Performance accounts (both PPI and IMRO). This will involve the use of digital technologies to enable business improvements like enhancing customer experience, streamlining operations, creating new business models as well as increasing market penetration and introducing a programme of tariff simplification.
2. Principal Accountabilities
The Commercial Director Public Performance is responsible for:
- Developing and implementing commercial strategies according to company goals and objectives with the aim of accelerating growth. This involves setting and meeting revenue targets within budgeted cost base approved by the board as part of the annual budget process.
- Conducting market research and analysis to create detailed business plans on commercial opportunities and new developments.
- Understanding the requirements of existing customers to ensure their needs are being met.
- Acting to acquire new customers and managing existing client relationships.
- Directing, leading, engaging, developing and motivating individuals and their teams in the delivery of business and personal objectives in line with IMRO values. This involves collaborating with and coordinating diverse teams (marketing, sales etc.) and individuals.
- Building and maintaining profitable partnerships with key stakeholders.
- Monitoring the performance of commercial activities using key metrics.
- Comprehensive market penetration across all music use in the Irish market.
- Creation of seamless and personalised customer experiences using technology and customer touch-points to achieve organisational goals.
- Overseeing the future development and maintenance of IMRO’s online licensing tools for prospective and current licences and proposing enhancements and improvements to help make service and processes more effective.
- Enforcement of licensing schemes and associated tariffs via successful debt collection, enforcement and copyright infringement proceedings.
- Developing new or replacements tariffs / schemes to maximise revenues while ensuring a strong defence in case of a referral to the Controller of Patents, Designs and Trademarks.
- Effectively representing the interests of the organisation with all Public Performance customers and / or their representative organisations to exploit maximum revenue potential.
- Overseeing and influencing communications and marketing initiatives directly relevant to licensing activity.
- Contribution as part of the senior management team to ongoing strategy formulation to ensure IMRO attains its key objectives.
3. Requirements
The role of Commercial Director Public Performance will require the following skills:
- Proven experience in sales and / or marketing and managing high-value complex negotiation and relationships with key clients and stakeholders.
- Demonstrated ability to work collaboratively, tactfully and determinedly at senior management level and Board level and to build consensus with key stakeholders with different perspectives and priorities.
- Proven experience of the commercial aspects of media, entertainment and / or music industry.
- In-depth understanding of market research methods and analysis and demonstrated insight into the rapid evolving commercial uses of music in the market.
- Solid knowledge of performance reporting and financial / budgeting processes.
- Commercial awareness partnered with a strategic mindset.
- First class business and analytical skills and associated experience of delivering effective commercial strategies in a fast-moving environment.
- Strong communication and interpersonal skills.
- Business or related degrees (could include finance, legal, economics or other related disciplines).
- IP knowledge and enforcement.