Director Of Business Development

Company Summary:

Orfium is a fast-growing music technology company representing some of the largest music companies and broadcasters in the world. We are looking for talented, hard working people to join our team who are passionate about protecting the value of music. We are a global company, headquartered in Malibu, California with offices in Athens, London, Sri Lanka, Seoul and Tokyo. Some of our clients include: Warner Music Group, Sony Music Group, BBC, Warner Bros Discovery, Disney (ABC, ESPN, Disney+ & Walt Disney Studios), Universal Music Publishing, Extreme Music and many more.

We operate a number of products and services for the broadcast industry, following our acquisition of Soundmouse, the market leader in tracking and reporting against the use of music in TV, Film and Radio production. We work with a number of the broadcasters and studios to help facilitate their licensing and reporting of music use to rights owners and collection societies. We are looking to expand our client footprint in the US, by hiring a leader in business development, to lead the sales of our products in this area.

Position Summary: The Director of Business Development is responsible for planning and executing new sales/marketing efforts, driving business growth with existing and new clients, 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.

Duties/Responsibilities:

• Increase ORFIUM revenue through sales with new & existing clients.
• Develop a new business pipeline by connecting with new prospects.
• Maintain account relationships with selected clients, with regular check ins. Lead Annual Business Reviews with selected clients, including strategy, deck preparation and presentation.
• Develop quickly an expert understanding of all ORFIUM products & services and continuously stay aware and knowledgeable on product / service changes.
• Work closely with business strategy & product teams to feedback on customer problems and needs, to help define future product strategy.
• 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.
• 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).
• 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.
• Review pricing models for existing and new business lines with operations and finance, to ensure that we are profitable.
• Ensure correct hand-off of all new deals to the relevant functions.

Requirements

Experience Requirements:

• 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.
• Preferred 5+ years of experience in sales, business development or marketing, 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.

Qualifications:

• Competency in researching sales leads, presenting proposals, and negotiating deals.
• Exhibits highly professional demeanor and sound judgment.
• Excellent presentation skills, with the ability to create sales materials and present both in-person and remotely
• Strong interpersonal and relationship development skills.
• Experience in identifying profitable business opportunities and potential clients.
• Excellent typing and computer skills, including in Word, Excel and Google Suite.
• Preferred BA or BS degree in business, marketing or related field.
• 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.
• Proficiency in integrated business management and CRM software, including ProWorkflow and SalesForce.
• Excellent verbal and written communication skills; extremely detail-oriented.

Supervisory Responsibilities:

This position may directly supervise.

Essential Work & Physical Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk and hear.

• Available to attend work related events outside of normal business hours
• Able to travel domestically and internationally as needed, potentially 30+ days/year.
• Prolonged periods of sitting at a desk and working on a computer.
• Available to work a minimum of 40 hours per week and a minimum of 5 days per week.
• Ability to travel (fly) to meet partners
• Must be able to lift up to 15 pounds at times.

Orfium is an Equal Opportunity Employer.

Benefits

Salary range: $90,000-$120,000

• Life Insurance
• Vision Insurance
• Dental Insurance
• Health Insurance
• Unlimited PTO
• EAP (Employee Assistance Program)
• Simple IRA Match
• Stock Options