Sales/Account Manager (Music Licensing Executive)

Universal Music•Santa Monica, CA

2d•Onsite

About The Position

We are UMG, the Universal Music Group. We are the world’s leading music company. In everything we do, we are committed to artistry, innovation and entrepreneurship. We own and operate a broad array of businesses engaged in recorded music, music publishing, merchandising, and audiovisual content in more than 60 countries. We identify and develop recording artists and songwriters, and we produce, distribute and promote the most critically acclaimed and commercially successful music to delight and entertain fans around the world. Universal Production Music (UPM), a unit of UMPG, one of the world’s most esteemed production music library companies, is seeking a Music Licensing Executive (MLE), who specializes in the Film, TV and SVOD markets, to be based in its Santa Monica, CA office. The MLE’s primary focus is on establishing and retaining business partnerships within various key industries by driving new licensing opportunities, negotiating renewals with existing clientele, and delivering best-in-class customer support for UPM’s business within North America.

Requirements

Expertise in developing and executing sales strategies that align with business goals and client needs.
Excellent negotiation skills and an understanding of how to open, nurture, and close business opportunities in a timely fashion.
Strong computer skills with a working knowledge of Microsoft Office and customer relationship management software (CRM).
Strong organizational skills to manage multiple clients and license deadlines simultaneously.
Strong networking and relationship-building skills are essential.
Goal-oriented and comfortable working independently, while being willing to collaborate and innovate with the larger team.
Should be able to regularly assess assigned book of business and clearly communicate the status of accounts to management.
Superior work ethic and a dynamic, positive attitude.
Position will require a minimum of 3-4 days in office.
Minimum of 5 years of direct sales experience.

Nice To Haves

Knowledge of Salesforce a plus.
Music industry, music licensing, a plus, but not required.
Established contacts in media, entertainment, or corporate brands are a plus.

Responsibilities

License production music to clients, with a focus on the key verticals of Film, TV, and SVOD (e.g., Netflix, Apple+, etc.).
Utilize prospecting and strategic selling skills daily to drive new business opportunities.
Maximize the growth in revenue derived from the existing clientele within an assigned book of business.
Leverage department resources to support new and existing clientele, including liaising with employees in music search, production, tech support, billing, marketing, and licensing support.
Develop skills in the use of the UPM website and any other system tools to assist clients in maximizing their user experience.
Call and follow up on leads that are generated through the UPM website, trade shows, etc. as required by management.
Maintain a clear understanding of market dynamics, including threats to existing business and competitor information.
Utilize the company’s CRM system to document all prospecting and client management activities.
Attend and actively participate in bi-weekly licensing team meetings and off-site team meetings.
Travel to industry trade shows, industry events, and client meetings throughout North America. A limited amount of this travel may occur over weekends and during evenings.
Other periodic requests as assigned by Management.

Benefits

Be part of an entrepreneurial, global organization that values authenticity, drive, creativity, relationships, and a competitive spirit
Comprehensive medical, dental, vision, and FSA options, as well as:
100% coverage for out-patient mental health services
Wellbeing reimbursements for fitness classes, spa treatments, meal services, travel, and so much more (up to $720/year)
A lifetime fertility support allowance of $30,000 to plan participants
Student Loan Repayment Assistance and Tuition Reimbursement
100% immediately vested 401(k) match on the first 5% of your contribution on eligible compensation
Variety of ways to prioritize much-needed time away from work including:
Flexible Paid Time Off (PTO) for exempt employees
3-weeks PTO for non-exempt employees
2-weeks paid Winter Break
10 Company Holidays (including Juneteenth and Wellbeing Day)
Summer Fridays (between Memorial Day and Labor Day)
Generous paid parental leave for every type of parent