At Keywords, we are using our passion for storytelling in games, technology and media to create a global services platform for video games, media and entertainment content and beyond.
We enable leading content creators, distributors, streaming platforms and publishers to leverage our expertise and capacity across the lifecycle of interactive and linear content production and distribution. In so doing, we empower our clients to remain lean and agile, and to focus on creating the most engaging and immersive experiences.
We stand shoulder to shoulder with our clients working as their external partner, providing access to our teams of experts where and when needed.
Keywords is trusted and relied upon by many of the world’s leading content companies to work alongside them during concept, development and live operations by leveraging the breadth and depth of our industry leading service lines every step of the way.
Job Summary
Keywords now has an exciting opportunity for an experienced Head of Business Development specialised in Media & Entertainment and Audio Dev services to be a part of our team. Based in North America, UK or Europe, you are going to be a key member of the team, responsible for managing a team of Business Development Managers working for our Media & Entertainment and Audio Dev services division. In addition, you will also be expected to manage your own portfolio of clients and bring in revenue.
This exciting role will give the successful individual the opportunity to influence and lead a critical element of our Media & Entertainment division which comprises our Audio Dev services for the creation of original audio assets for games (music, sound and VO) and our audio post services, music, sound design, mixing, dubbing, subtitling, audio description, sign language, casting, recording and mastering for linear content, taking us to the next level of our strategic growth plans.
The Head of Business Development (M&E + Audio Dev) will be working in a matrix management setup, reporting directly into the Service Line and into the Global Business Development team. The ideal candidate is an accomplished sales executive with demonstrable success in growing new business for Media & Entertainment and/or Audio services. They will also have proven experience of managing a team of BDMs successfully and meeting team and individual targets. Direct experience of selling services for media & entertainment and/or the video games market is a key requirement. In this role, the primary focus will be on new business generation but some account management of existing and new accounts will be involved as well.
Key Responsibilities and Activities
- Line management of a team of Business Development Managers: distribution of portfolio of clients, task assignment, performance tracking and feedback
- Assisting with the recruitment of new BDMs
- Assisting BDMs in the creation and maintenance of action plans for their client base
- Ensuring that BDMs create and maintain Blue Sheets as required for Large Deals
- Ensuring that BDMs maintain Salesforce as required
- Monitoring BDM activity to ensure that pipeline is constantly fed with new leads/opportunities
- Assisting BDMs in the closing of their deals as and when required
- Primary interfaces are the Managing Director for Media and Entertainment + Audio Dev, heads of studios and Client Partners
- Responsible for managing own portfolio of accounts and generating new revenue
- Develop and execute sales development strategies for these prospective clients.
- Work with the M&E team to qualify leads and manage opportunities throughout their lifecycle.
- Provide customer support, managing client expectations in collaboration with the M&E team.
- Attend qualified trade conferences and provide on stand support where the company is exhibiting.
- Follow the company’s chosen sales methodology and produce all related reports.
- Support the delivery studio in account management where required, managing the relationship with the client, and participating customer review meetings.
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Core Competencies
- Proven experience in generating new business sales to agreed sales targets for Media & Entertainment and/or Audio services;
- Proven track record in delivering on growth strategy;
- Proven experience in managing a team of Business Development Managers;
- Networking and relationship-building with the ability to successfully deal with large multinational clients;
- Ability to work as part of a matrix management setup, reporting into a division and a central function;
- Ability to cooperate with a division and represent a group of studios and services;
- Strong interpersonal and presentation skills, along with the ability to communicate effectively with others at all levels of the organisation, both internally at Keywords and externally with clients;
- Strong negotiating skills
- Energy and stress management;
- Accountability and dependability with the ability to work independently and as part of a team.
Requirements
- 10 or more years’ experience selling localization, accessibility, audio services ideally in media & entertainment and/or video games industry
- Degree or Master in business, marketing, sales or other related field
- Strong understanding of localization, accessibility and audio services, media & entertainment and audio dev market trends, competitor activities, industry dynamics and customer direction
- High attention to detail and ability to deliver under pressure and to deadlines
- Superb written and verbal communication skills
- Willingness to travel as required.
- Must be self-motivated and able to operate in a remote environment
- Must be comfortable working at senior executive contact levels.
- Paid Time Off
- Private Medical and Dental cover
- Group Income Protection
- Group Life Assurance
- Employee Assistance Program (EAP)
- Enhanced Employer Pension Contributions
- Cycle Scheme
- Tech Scheme
- Electric Car Scheme
- Discretionary Bonus Scheme
Role Information: EN
Studio: Keywords Studios
Location: Los Angeles, CA
Area of Work: Media & Entertainment
Service Line: Media & Entertainment + Audio Dev
Employment Type: Full Time, Permanent
Working Pattern: Hybrid, Remote
