Senior Commercial Manager

Commercial Artist Strategy Kings Cross, London Req. UMG-5921


Job title: Senior Commercial Manager
Responsible to: Head of eCommerce & Physical Sales
Department: Marketing & Commercial, Polydor
Location of work: 4 Pancras Square, Kings Cross


Music is Universal

It’s the passionate and dedicated team at Universal Music who help make us the world’s leading music company. From A&R to finance, legal to digital, sales to marketing, Universal Music is the place to grow and develop your career within a truly commercial and innovative business that leads in everything it does.

Everyone is welcome to apply for our roles, and we are determined to ensure that no applicant or employee receives less favourable treatment because of gender, race, disability, sexual orientation, religion, belief, age, marital status, background, pregnancy or caring responsibilities. We also recognise the importance of diversity of thought within our teams and are fully committed to embracing the talents of people with autism, dyslexia, ADHD and other forms of neurocognitive variation.

We will always seek to make appropriate adjustments to recruitment, workplaces, and work processes to be fully inclusive to people with different needs and working styles. If you need us to make any reasonable adjustments for you from application onwards, including alternatives to the online form or to disclose a neurocognitive condition, please email [email protected] 

The A Side: A Day in The Life

This role is unique in that it has commercial, creative, and operations elements. Day to day is varied, fast paced, and often high pressure but always rooted in smart commercial strategy, exceptional fan experience authentic to our artists, and clear communication. There is an always-on approach and play-to-win ethos.

You’ll be running point on all physical sales initiatives, working hand-in-hand with the central sales & eCommerce teams to execute the physical sales strategy across all key releases.  In addition, you’ll be working with Marketing, Digital Marketing and CRM to optimise marketing for sales & eCommerce initiatives with the support of the wider sales & eCommerce teams.


The B Side: Skills & Experience

Be Strategic

  • Support Head of eCommerce & Physical Sales in all physical commercial strategy
  • Help to devise & execute physical sales strategy for all key album releases – across traditional physical retail, indies/instores & D2C
  • Help come up with new & exciting ways to engage fanbases in physical products & sales initiatives to drive sales & revenue
  • Conduct constant competitor analysis and communicate those strategies back to the teams
  • Be a true advocate for physical product & sales and communicate the benefits and mechanics of specific campaign strategies and how they can work for each artist

Be Operational

  • Run point on all frontline release physical sales campaigns executing the agreed strategy across physical retail, indies/instores and D2C – with support from those teams
  • Work with central sales team to ensure all releases are effectively sold into to traditional physical retail – Amazon, HMV & others
  • Work with indies sales team, marketing and artist managers to devise & execute indies outstore tours on the appropriate projects
  • Work with central eCommerce teams to ensure smooth execution of eCommerce strategy & rollout for frontline releases
  • Work closely with marketing, digital and CRM to optimise ROI on all sales initiatives
  • Communicate sales strategies & associated artist commitments and asks with artist management
  • Chart compliance in all physical sales campaigns - comprehensive understanding of OCC rules in order to ensure chart eligibility and workarounds if necessary
  • Work with marketing to ensure all ticketing opportunities are taken and optimised in line with artist campaign
  • Work with the rest of the team alongside marketing and the central sales team to ensure the right pricing strategy is implemented across all campaigns/releases to maximise both revenue and chart

Be Analytical

  • Accountable for campaign successes and pitfalls - reporting of sales trends, identifying pitfalls and sharing learnings for future campaigns
  • Regular reporting of pre-orders & sales back to marketing/digital/CRM and also wider teams including artist management
  • Chart analysis & forecasting – analyse pre-orders, chart markets & market activity to help forecast sales & chart success for frontline releases

Person Specification

  • Previous experience working in a physical-led commercial role in a record label
  • Understanding of the nuances of the physical commercial market in the music industry
  • Passionate about physical product & sales strategy and a desire to innovate in this area
  • Commercial acumen with a creative side, good communicator and problem solver
  • Passionate about music or the entertainment industry
  • Proven ability to deliver the following in current or previous roles:
    • Excellent ability to develop relationships, communicate and influence others
    • Well organised with the ability to plan and deliver to tight deadlines
    • Excellent attention to detail
    • Ability to interpret analytical data
    • Experience of working on own as well as part of a team, and with colleagues at all
    • Excellent IT skills; must be proficient in Word and Excel


Bonus Tracks: Your Benefits

  • Group Personal Pension Scheme (between 3% and 9%)
  • Private Medical Insurance
  • 25 paid days of annual leave
  • Interest Free Season Ticket Loan
  • Holiday Purchase scheme
  • Dental and Travel Insurance options
  • Cycle to Work Scheme
  • Salary Sacrifice Cars
  • Subsidised Gym Membership
  • Employee Discounts (Reward Gateway)

Just So You Know…

The company presents this job description as a guide to the major areas and duties for which the jobholder is accountable. However, the business operates in an environment that demands change and the jobholder's specific responsibilities and activities will vary and develop. Therefore, the job description should be indicative and not as a permanent, definitive and exhaustive statement.