Senior Commercial Manager (Physical)
3-month initial contract with view to extend
Location: West London
Our client is looking for an experienced Senior Commercial Manager (Physical) to join their commercial team and play a key role in driving revenue and market share for artist releases.
Working closely with the Head of Commercial Revenue, this role will lead the development and execution of commercial strategies across physical retail, manage key retail relationships and oversee the financial performance of new releases, catalogue campaigns and promotional projects.
The Role
Commercial Strategy & Planning
* Develop and implement commercial strategies to achieve revenue and growth targets across key physical retail channels.
* Lead the commercial approach for HMV, catalogue and campaign activity, while supporting wider retail channels including Amazon and D2C.
* Analyse market trends, consumer behaviour and competitor activity to inform strategic decisions.
* Deliver release performance analysis alongside the Data team to share with label partners.
* Identify innovative ways to engage fan bases through physical products and sales initiatives.
* Continually explore opportunities to drive incremental sales growth with retail partners.
* Ensure all physical campaigns are fully chart compliant.
Retail & Stakeholder Management
* Build and maintain strong relationships with label partners, internal teams and retail partners.
* Work closely with production teams on format suite strategy and delivery timelines.
* Collaborate with senior commercial leadership and the wider sales team to maximise the value of new release and catalogue campaigns.
* Communicate sales strategies and retail commitments with artist management teams.
* Provide regular reporting on pre-orders, sales performance and campaign progress.
Contract Negotiation
* Manage contract renewals and negotiations with key retail partners including HMV and Amazon.
* Ensure agreements are compliant with industry standards and company policies.
* Oversee implementation of marketing plans in line with agreed timelines.
Financial Management & Reporting
* Support the Head of Commercial Revenue in overseeing budgets, forecasting and financial performance across frontline releases, catalogue and campaigns.
* Monitor turnover reporting to ensure accurate and timely financial tracking.
* Work with finance teams to manage marketing budgets and returns pipelines.
* Raise purchase orders and manage invoicing for paid retail marketing activity.
* Work closely with marketing and label teams to optimise ROI on sales initiatives.
* Analyse pre-orders, chart markets and wider market activity to forecast sales and chart performance.
* Partner with production and retail teams to manage stock levels and reduce overstocks.
* Support D2C campaign execution with internal and third-party partners where relevant.
Project & Campaign Management
* Coordinate with commercial, marketing and distribution teams to deliver successful music release campaigns.
* Ensure projects are delivered on time, within scope and within budget.
* Provide clear post-campaign reporting to stakeholders.
* Work with sales teams, marketing and artist management to plan and execute outstore tours and retail activations where appropriate.
Marketing & Promotion
* Collaborate with marketing teams to develop and execute promotional campaigns for artists and releases.
* Identify and leverage marketing opportunities to increase product visibility and sales.
* Monitor campaign performance and adjust strategies where necessary.
Essential Experience
* 6-8 years’ experience in commercial sales or retail marketing within a record label, music distributor or major entertainment retailer.
* Proven track record managing physical music sales strategies and delivering successful charting releases.
* Experience running catalogue campaigns and retail promotions that drive incremental revenue outside of new release cycles.
* Direct account management experience with major retailers such as HMV, Amazon and independent retail coalitions (e.g. ERA).
* Strong knowledge of Official Charts Company (OCC) rules and chart-compliant campaign planning.
* Experience managing P&Ls, marketing budgets and sales forecasting.
Key Skills
* Commercial Acumen - Strong understanding of wholesale/retail margins, sale-or-return policies and stock management.
* Data Literacy - Ability to interpret complex sales data and produce actionable insights for labels and management teams.
* Negotiation- Proven ability to negotiate favourable retail placement and commercial terms with major partners.
* Strategic Planning - Ability to plan campaigns 6–12 months in advance, considering manufacturing lead times and retail cycles.
* Project Leadership - Comfortable leading cross-functional teams and deputising for senior leadership when required.
Additional Experience (Preferred)
* Degree in Business, Marketing, Music Business or a related field.
* Experience working with Direct-to-Consumer platforms (e.g. Shopify or Ochre).
* Understanding of vinyl manufacturing timelines and music supply chain logistics.