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Position: Sales Representative
City and State: Santa Monica, CA
Job Description: The Fontana Indie Sales & Marketing Rep is based in Los Angeles, and is the point person for setting up Fontana titles with all key independent accounts across the country. The Indie Sales & Marketing Rep’s primary goal is to use relationships, knowledge and creativity to help our labels sell more records at the independent accounts, by providing great communication, advice and opportunities for labels and accounts. Overview: • Primary liaison for all sales, marketing, advertising, online and general promotional activity between Fontana, Fontana labels and independent/small chain retailers • Direct and motivate UMD staff assigned to those independent/small chain accounts • Plan sales goals, marketing campaigns and advertising spends on records at the indie account level – in collaboration with Label and Label Manager • Provide excellent proactive service, advice, plans and follow-through to our label partners and indie accounts • Maintain excellent relationships with key labels, coalitions and accounts • Provide constant, quality feedback to management and labels Sales Representative/Independent Accounts: o SALES: Act as Fontana resource to UMD Sales & Marketing, creating exciting opportunities to sell Fontana new releases and catalog, and keeping projects engaged with applicable UMD staff o LABELS: Interact with labels, Label Managers and senior management to develop goals and choose programs for specific titles and drive sales and visibility at the indie account base; special attention to core indie titles on which indie retail may be the only outlet for sales o ACCOUNTS: Maintain prioritized call/communication schedule the account list, setting up advertising and promotions around Fontana releases; providing them with marketing information and physical and digital materials – creating them if needed; obtaining feedback on releases and the marketplace; develop and send weekly e-blasts; supervise 1-2 interns to help with these processes o RECORD STORE DAY: Point person for all Fontana participation in Record Store Day, coordinating label participation, generating product ideas and coordinating events o COALITIONS LIAISON: Function as Fontana liaison to CIMS, MMN and AIMS coalitions, maintain regular meetings and calls; manage Fontana releases in various marketing/sales programs, get tools where they need to go, evaluate effectiveness of these programs and advise labels and management o MARKETPLACE AWARENESS: Provide regular feedback on releases from other companies in our space, developments at the account level, catalog campaigns and other important information; champion priority projects to retailers that are trending online, telling the story to indie retail o SALES ASSISTANCE: Assist lower-volume direct accounts with Web Order Entry and how to do more direct business; maintain awareness of indies’ buying patterns – direct and/or from one-stops, and how to best capitalize on each area o ONE-STOPS: Develop relationships with the sales teams at key one-stops, to help drive more business on Fontana titles through marketing, information, contests and other incentives Job Requirements: Expectations: • Be proactive and generate new ideas in everything that you do • Exercise good judgment in prioritization and execution • Demonstrate creativity and innovation in approach to work • Proactively learn new skills and keep educated on business trends, accounts and music • Regular business hours are 9am-6pm; additions at your discretion based on activities & workload • Respond by set deadlines or negotiate other alternatives well in advance • The goal for returned phone calls and emails is 24 hours • Plan regular travel in line with business needs & budget • Meetings are to be started and attended at scheduled time • No blackberries or cell phones in meetings • Participate in team discussions, actively listen, follow up & execute • Use the organization structure when escalation is felt to be necessary • Exercise cost consciousness in all aspects of financial responsibilities • Follow UMGD Shared Expectations code of conduct • Service & partner with our Labels, Accounts, Brands, UMGD, Fontana • Confidence, Leadership, Motivation, Attitude, Intent, Anticipation, Success Skills: • 3-5 years experience in music sales and/or marketing, with pre-existing relationships with key independent music retailers around the country • Deep passion and knowledge of indie music, what’s current, what’s historically important to indie retail, what’s driving sales and awareness • Solid understanding of what drives the current business environment • Ability to prioritize, multi-task & follow through • Ability to operate in a highly collaborative manner with colleagues in high-pressure situations • Strength in creativity and efficient with resources • Excellent negotiating and people skills • Solid understanding of retail fundamentals including inventory and systems management, open to buy, profit margins, etc. • Ability to apply understanding of UMD/Fontana policies regarding terms of sales, return procedures, on-going programs, invoicing, pricing and inventory management • Advanced knowledge of SoundScan, Mediabase, other sales metrics; ability to quickly learn new internal systems (Legacy, Axis, MusicMart) • Music Defines You
Salary Range: N/A
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