Head of Sales and Marketing

Independent Society of Musicians

About the Organisation

ISM is the dynamic, change-making professional membership body for musicians. With a current membership of over 11,000, the ISM is known for its campaigning work as well as its comprehensive services for its musician members.

About the role

The ISM is now looking for a Head of Sales and Marketing to manage all aspects of the ISM sales and marketing activities, including delivering growth in both membership and income. You will be a highly experienced marketing professional who has a demonstrable track record of success in meeting income targets. Ideally, you should have experience working in a membership organisation with a good understanding of why people become and remain members.

You should also have empathy with the objectives of the ISM and be committed to meeting our strategic objectives. You will be proactive with strong problem-solving skills, good drafting and oral skills, keen attention to detail, and good emotional intelligence. We are particularly interested in hearing from applicants who have a musical background.

Responsibilities

Main Responsibility:

• Lead and manage a results-focused sales and marketing team to deliver against membership and income targets.
• Work with the CEO to put in place a strategy to increase membership and income at the ISM in a cost-effective way.
• Work with the SLT to put in place strategies to maintain high retention levels for membership.
• Deliver an effective Refer a Friend Plan focussing on driving membership and income.
• Generate and deliver plans to counter strategies from competitors.
• Regularly update the SLT regarding meeting income and membership targets as well as ROI.
• In conjunction with the CEO, set and manage the marketing budget.
• Evaluate sales and marketing campaigns in terms of both impact and cost.
• Working with the Deputy CEO and the CRM and Marketing Manager, advise them of the requirements of the sales and marketing team in respect of the ISM’s new CRM to support market and membership research.
• Work closely with the Senior Communications and Social Media Officer to create and deliver a strong comms presence that builds the ISM’s profile and supports all sales and marketing activities.
• Work closely with the Website and Marketing Manager to ensure that the website is an effective communications tool supporting the objectives of the ISM, including driving growth and raising profile.
• Lead on the development of marketing tools, such as a persona, and a follow-up to My ISM
• Market all the activities of the ISM and those of the ISM Trust / Fund to ensure good take-up of services, events, resources, and webinars.
• Seek, build, and nurture key partnerships across the music sector, thereby expanding and enabling routes to market and increasing the profile and reach of the ISM.
• Put in place a calendar year for freshers’ fairs, music conferences, and events, and coordinate the attendance of ISM staff/stalls/ sponsorship as necessary, always with regard to ROI.
• Develop and deliver the corporate membership strategy to attract new corporate members and manage the relationships with corporate members.
• Undertake, with the External Affairs team, regular surveys of our corporate members to find out their issues and needs.
• Ensure that all digital and social media marketing materials are optimised for SEO purposes.
• Coordinate advertising across external websites, digital platforms, and partner channels.
• Be fully conversant with the work of the External Affairs and Legal teams to ensure marketing opportunities arising from these teams are converted into marketing successes.
• Maintain an in-depth knowledge of the music sector, identifying opportunities for the ISM to exploit, including for partnership and developing such opportunities.
• Maintain a good understanding of digital and other emerging technologies and support the sales and marketing team in adopting relevant developments.
• Contribute to ISM Group publications, both print and digital.
• Prepare papers for Board meetings as necessary.
• Such other duties as may be requested by the SLT

Core Commitments for all staff:

• Perform your role to a high standard, on time and with dedication and commitment.
• Deliver the ISM Group’s agreed objectives and maintain our reputation of working at the forefront of supporting the music profession.
• Deliver the ISM’s 5Gs at all times (Grow the membership of the ISM, Grow the income of the ISM, Grow the influence of the ISM, deliver Gold standard services, Great people)
• Treat all colleagues, members and people you come in contact with as a result of your work at the ISM with fairness and respect and in accordance with our commitment to equal opportunities.
• Ensure effective, efficient and timely communication with all colleagues and stakeholders with an emphasis on face-to-face communication.
• Take responsibility for your own health and safety, and responsibility for the reporting of hazards that you believe could impact on health and safety within the ISM’s premises and other premises used by the ISM.
• Staff are required to take part in the appraisal process and to undertake continuous professional development and training, such as may be necessary to meet our business objectives.
• Please note this job description provides a broad outline of the duties and requirements of the post and is subject to review and change to meet the ISM Group’s operational needs.

Skills, Competencies, Experience & Attributes

Essential:

• At least five years’ experience, with a high level of proficiency and demonstrable success in sales and marketing
• Proven track record of generating growth and income
• Strong analytical skills and ability to sell core messages to target audiences within the music sector
• A strong understanding of musicians and the music sector, and their wants and needs
• Excellent interpersonal and written skills
• Strong emotional intelligence andthe  ability to create a high-performing team
• Highly proficient in InDesign, Photoshop and Audition;
• Strong digital and communications skills with a good grasp of brand, positioning and messaging
• Proactive and dynamic with a positive ‘can-do’ attitude and a clear focus on outcomes and impact
• Highly creative and innovative
• Good problem solver and excellent attention to detail, who works well under pressure and to deadlines
• Significant experience in the music sector

Working locations

• Hybrid model, working in the London office and remotely

How to apply

• To apply, please send an email to [email protected]  with a CV and a covering letter saying why you are the right person for the job.

Interviews

• Interviews will take place face-to-face, and applications generated by AI will not be considered.

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