GM - Strategic Partnerships & Growth (Music)

Moshtix; Melbourne; On-site; AUD 230,000 - 320,000; Full time

Job summary

Moshtix is seeking a GM – Strategic Partnerships & Growth (Music) to lead growth in the Australian music sector, focusing on Festivals, Clubs, and Promoter events, with potential collaboration with Ticketmaster. You will drive strategy, build a pipeline of opportunities, and lead a team to achieve revenue targets.

The role sits on the Moshtix Leadership Team and requires building industry relationships, broad market intel, and executive reporting while representing Moshtix at industry events

Qualifications

• New business development and direct sales expertise.
• Advanced negotiation and contract structuring capability.
• Revenue forecasting, pipeline management and financial modelling proficiency.
• Strategic account planning and commercial risk management across a key client portfolio.
• Industry and global market intelligence gathering, with a strong network across the live events sector.

Responsibilities

• Develop and implement an Annual Growth Strategy (Music) that delivers year on year growth across all key metrics.
• Own an annual target of direct new non-group music sales, identifying and converting new Clients within terms set by the business.
• Build and manage a robust new business pipeline, with accurate forecasting and risk management strategies in place.
• Identify and act on emerging market opportunities to drive incremental local revenue growth.
• Compliance with Company sales processes at all times.
• Collaborate with the local TM Sales team on opportunities for you to target and lead TM-Host platform prospects.

Skills

New business development

Negotiation

Forecasting & pipeline management

Strategic account planning

Market intelligence

Coaching & mentoring

Analytical problem solving

Cross-functional leadership

Stakeholder management

Hunter mentality

Job description

GM - Strategic Partnerships & Growth (Music)

The GM – Strategic Partnerships & Growth (Music) role exists to develop and implement strategy to drive incremental growth for Moshtix (and where appropriate and agreed, Ticketmaster) in the Australian music sector encompassing Festivals, Clubs, and Promoter events, whilst building a reputation of Moshtix being a partner of choice for Australia’s best Music industry operators.

Operating as part of the Moshtix Leadership Team (MLT), the role includes a specific target of direct new business sales outside of group accounts and helps build the industry and global relationships and knowledge required to keep Moshtix ahead of the market in the local GA music sector. To achieve this, you will maintain a high level of knowledge of our products and services, as well as those of our competitors.

This position will manage a Strategic Partnerships & Growth Executive (Music) who will assist you in achieving and exceeding sales targets, building a strong pipeline of new business opportunities, and developing and growing our strategic partnerships and reputation in the Music sector in Australia.

CORE FOCUS AREAS & SUCCESS MEASURES

Focus Areas

1. GROWTH STRATEGY DEVELOPMENT

• Develop and implement an Annual Growth Strategy (Music) that delivers year on year growth across all key metrics
• Communicate Growth Strategy to ensure alignment across core dependent functional areas
• Review and iterate Growth Strategy as required to ensure it recognises and addresses shifts in market conditions

Success Measures

• 1. Deliver Annual Growth Strategy (Music) by 1 Nov each year for the following year
• 2. 100% of dependant functional areas are familiar with the Annual Growth Strategy
• 3. Deliver updates to the Growth Strategy from time to time as required

• Own an annual target of direct new non-group music sales, identifying and converting new Clients within terms set out by the business
• Build and manage a robust new business pipeline, with accurate forecasting and risk management strategies in place
• Identify and act on emerging market opportunities to drive incremental local revenue growth
• Compliance with Company sales processes at all times
• Collaborate with the local TM Sales team on opportunities for you to target and lead TM-Host platform prospects

Success Measures

• 1. New non-group volume target achieved or exceeded within agreed revenue guidelines
• 2. Adherence to all company Sales & Renewals processes, including;
• Pipeline management and forecasting
• Deal approvals
• Complete Client records maintained in Salesforce (contacts, commercial terms, meeting history, risks, opportunities)
• Client Handover process
• Approvals in place to target Host-platform opportunities

3. INDUSTRY & GLOBAL RELATIONSHIPS

• Build and maintain relationships across the ANZ music industry, positioning Moshtix as a partner of choice
• Maintain global intel and relationships, tracking international trends, competitors and partnership opportunities
• Represent Moshtix at key industry events and forums

Success Measures

• 1. Demonstrated growth in breadth / strength of industry relationships
• 2. Regular delivery of global market intel to inform strategy
• 3. Positive industry reputation and feedback

4. EXECUTIVE & CROSS-FUNCTIONAL LEADERSHIP

• Lead the renewal of specific Clients agreed annually, working in partnership with the GM – Client Success
• Contribute actively to all MLT-level discussions and sessions
• Accurate and timely executive reporting as required
• Consult internally with leadership before making any commitments to Clients outside the agreed Service Matrix

Success Measures

• 100% of agreed key strategic clients renewed on equal or better terms
• Proactive contribution at MLT activities
• Timely and accurate reporting as required
• No commitments made outside the agreed Client Service Matrix without prior internal approval

5. TEAM AND CULTURE

• Proactively manager your direct report(s) within guidelines set out by the business, ensuring their ongoing development and performance
• Behave in alignment with the Values of Moshtix/TM at all times
• Participate in Team activities, both locally and when “all-in”
• Proactively and positively contribute to Moshtix’s Culture to help it remain an Employer of Choice in ANZ

Success Measures

• 1. Compliance with all Manager guidelines, and achievement of direct report OKR’s
• 2. Weekly office attendance as required by the business
• 3. Participation in Team & Culture activities
• 4. Positive feedback from peers on contribution to Culture

ABOUT YOU

Technical Skills Required

• New business development and direct sales expertise, with a track record of converting pipeline into signed revenue
• Advanced negotiation and contract structuring capability
• Revenue forecasting, pipeline management and financial modelling proficiency
• Strategic account planning and commercial risk management across a key client portfolio
• Industry and global market intelligence gathering, with a strong network across the live events sector
• Sales team coaching and mentoring capability
• Highly driven and results-oriented, with a genuine hunter mentality for new business
• Calm and decisive under pressure, effectively navigating high-stakes negotiations and multiple stakeholders
• Commercially analytical with strong problem-solving capability, using data and insight to inform decisions
• Proactive and adaptable, demonstrating initiative, resilience and sound judgement in dynamic environments
• A natural coach and mentor, invested in developing team capability and performance
• Credible and influential communicator, building trust with clients, partners and industry stakeholders while leading with integrity

ABOUT US

About Moshtix

Australia’s leading general admission ticketing provider, specialising in live music and entertainment.
Learn more here: https://business.moshtix.com.au

About Ticketmaster

The world’s largest ticket marketplace and global leader in live event ticketing.
Learn more here: https://business.ticketmaster.com