Sales Training Manager

WHO ARE WE?

MPLC is the market leader in non-theatrical licensing. We are on a mission to enable companies to use world-class film and television entertainment while supporting the creative industries and protecting their intellectual property.

At its simplest, companies around the world use TV and films to help their business. Whether it is gyms trying to create a great environment for their customers or employers making their staff/break rooms a better place to be, hundreds of thousands of companies are showing content in public spaces.

Great content can only be made if creators are paid fairly for what they produce. So we provide a simple, affordable license to businesses. We then pay royalties from our license to our rights holders; from major Hollywood studios to local TV production companies.

Without MPLC, these performances would still occur. But they would infringe copyrights and deprive our rightsholders’ of the money they are entitled to. Our license enables customers to run their businesses compliantly and with peace of mind.

We work hard to educate organisations about the importance of respecting copyright, and MPLC is a key player in the entertainment and intellectual property ecosystem.

Our company is on a truly exciting journey. We’re investing heavily in our teams, growing fast, making much better use of technology and have ambitious plans for the future. As part of that, we’re hiring for Outbound Sales Reps to build the first outbound sales team.

WHAT’S THE SITUATION?

The Sales Training Manager is responsible for supporting the global Licensing, Key Accounts and Upsell teams with regular and focused sales training to enable high performance sales growth. The Sales Training Manager will review and optimize sales messaging and tactics, and will coach individuals and teams to improve performance, with an emphasis on the US and UK. A person in this role must exhibit flexibility, recognizing that different sales approaches are OK for different people and in different territories. This is not a role for an inflexible person who is only comfortable with a “one-size-fits-all” approach.

This is a decision-making role and manager must demonstrate professional and fair problem solving at all times.

This position will be located in Eastbourne, UK (near Brighton) or Los Angeles, California. Eastbourne and Los Angeles currently operate on a hybrid basis, where employees work at least three days in the office and the remaining days from home.

Key Responsibilities

ESSENTIAL FUNCTIONS

Message & Tactics Review

• Review sales messaging, including scripts, sequences and objection handling, and work with licensing leadership to make improvements.
• Make periodic direct sales calls, to stay connected to market reality.

New Employee Training

• Collaborate with Sales Operations team and Head of People in onboarding new sales/licensing employees by developing/refining an introductory sales training program and delivering that program to the new employees.

On-going Training & Development

• Work in a focused way with individual contributors by reviewing numerous call recordings and emails in detail and identifying areas for coaching and improved performance.
• In collaboration with licensing managers, work with teams to identify common areas for improved tactics or messaging.
• Conduct random audits of call recordings to try to ensure an acceptable level of consistency and quality is being achieved.
• Develop a regular (e.g. bi-annual) Sales Leadership Coaching program

Strategic Sales Enablement

• Develop focused sales programs for different sales teams, which may be conducted on one or more designated days (e.g. a quarterly off-site).
• In the event that MPLC leverages conversation/sales intelligence services like Gong, this person would have a significant role in reviewing data and metrics to identify optimal approaches and to translate that into personalised training to enhance individual sales performance.

Who are you?

You are excited by this challenge and are keen to jump in and own the journey! We are open minded about where and how you might have learned your craft but here are some of the things we think will be important:

• You have worked in a high volume, high value sales environment
• You have experience in dealing with international teams, UK and US and although not essential, Asian experience would be an additional plus.
• You have experience in sales, and have made your share of cold calls.
• You have prior sales training experience.

Benefits and disadvantages

LET’S TRY TO PUT YOU OFF!

We think MPLC is a great place to be already and it’s only going to get more exciting. But we’re honest that it might not be for everyone. Here are some things you have a think about:

• The business is in a period of change. 2022 saw us transform the way we operate and we’re building an exciting new culture. But we still have lots we want to fine tune and improve.
• Your reporting line will be to our Head of Sales Operations in the UK, but you will be working across multiple time zones, flexibility is key.
• You’ll need to be as comfy in the weeds as you are in the clouds. You’ll be rolling up your sleeves to deliver in the morning and then building a compelling strategic plan in the afternoon.
• You’ll be happy working with imperfect information and process gaps. You’ll help us fix these.
• Our business is complex and, at over 30 years old, we have our fair share of history and loose ends. People who are good at navigating this tend to be low ego, have high emotional intelligence and be able to make friends and build relationships quickly.

LOCATION AND SALARY

• Like most people, we’ve got pretty good at working remotely recently. But we’d like you to be visible in our offices. We think that will involve regular meetings in London/LA and with our partners across Europe. You should expect travel across Europe and Asia.
• We think the right salary for this role is between £50,000 to £60,000. For a truly exceptional candidate we would be open to discussions on this.
• We offer private medical and life insurance
• Discounts and fun stuff and are constantly reviewing our benefits

About MPLC

Movies and TV entertain, educate, and inspire. What you may not have considered is that this content is intended for personal, private use only and requires a license when shown in public. This provision of the U.S. Copyright Act applies to public exhibitions of movies, TV, and other audiovisual content enjoyed from sources like broadcast, cable or satellite television, DVD, Blu-ray, download, or streaming platforms.

MPLC was founded in 1986 with the goal of providing an affordable way for the public to enjoy movies, TV, and other audiovisual content outside of the home with the assurance of copyright compliance. Since the introduction of MPLC’s pioneering Umbrella License®, we have come a long way, now representing more than 1,000 rights holders and licensing in more than 40 countries around the world.

MPLC