Manager of Business Development (Greater Los Angeles Market)
Scratch Weddings, division of Scratch Music Group
Scratch Music Group, a venture-backed and high-growth music company, is currently recruiting a star business development
professional to join the team and help manage the company’s rapid growth. We value and reward resourcefulness, drive,
innovation, in-depth experience, and the ability to thrive in a start-up environment. Please let us know of your interest in this
opportunity by contacting davew@scratch.com.
COMPANY OVERVIEW
Founded in 2002 by Jam Master Jay (Run DMC) and Rob Principe (CEO) and based in New York City, Scratch has built the world’s
largest network of heavily screened club quality DJs (900+ members). Scratch currently books its DJ talent for thousands of
weddings, corporate events, fashion shows and music festivals across the country each year. The company is growing, and has
a roster of high-profile corporate clients that include Royal Caribbean Cruise Lines, Saks, Vans, Bloomingdales, ESPN, Ann
Taylor, Pepsi, Sandals & Beaches Resorts, W Hotels, etc. Scratch also owns and operates Scratch DJ Academy
(www.Scratch.com) ─ the world’s first and leading DJ and music production school. Please visit www.ScratchMusicGroup.com
for a complete overview of the company’s history and offerings.
POSITION SUMMARY
The Manager of Business Development for Scratch Weddings is responsible for establishing, maintaining and expanding lead
and referral generating relationships with wedding venues and other wedding-related entities, with a focus on the Greater Los
Angeles market. The primary goal of this position will be to create B-to-B partnerships with local venues that ultimately lead to
increased wedding DJ bookings for Scratch Weddings in the Greater Los Angeles market which is inclusive of Eastern
Pennsylvania, Central & Southern New Jersey, and Delaware.
This is a regional role (with some national strategy, i.e. liaising with national hotel chains) requiring strong sales, presentation,
interpersonal, critical thinking, research, analytical, writing, negotiation and interpersonal skills. Successful candidates will have
a minimum of 2-5 years of sales and/or B2B business development experience, likely within the wedding, hotel, or catering
vertical. Key responsibilities include:










Identify, establish, and expand revenue-generating relationships with wedding venues (regional hotels, country clubs,
banquet halls, restaurants, etc.), mainly in the Greater Los Angeles market where a significant number of weddings
and DJs are performing. (The position has potential to include additional regional markets and other cities
complementary to Scratch Weddings as the division scales)
Call on and network towards a target list to meet and exceed internal partnership goals, comprised of both venue
partnerships, as well as DJ bookings for weddings converted from said partnerships
Strategically reach out to key decision makers at wedding venues and secure in-person meetings to share Scratch’s
differentiated value
Act as brand representative who can establish instant rapport and persuasively articulate our value proposition for
prospective partners
Organize time effectively to achieve aggressive goals while documenting activities in CRM and Excel and participating
in fast-paced, consensus-driven, high-growth business
Create and implement ongoing client relationship management programs including newsletters, collateral, and
premiums
Work efficiently with the sales, marketing, talent and operations teams utilizing exceptional communication to ensure
optimal partner and lead flow; this includes implementing shifts in strategy and operations, to more effectively
achieve the team’s goals
Stay abreast of event, wedding, and music trends to maximize sales efficiency and effectiveness
Recognize and prioritize opportunities and issues, and design strategies and processes to continuously improve the
organization
Identify and attend relevant and important industry conferences and showcases
QUALIFICATIONS



2-5 years of sales and/or business development experience, likely within the hotel/leisure, catering, or wedding fields
Strong analytical and professional presentation skills at all times – in-person, online, over the phone and in writing
Strong qualitative, presentation and relationship building skills and ability to see and capture partnership
opportunities and then maximize revenue








Music interest, experience, and sensibility
Ability to maneuver in a relatively new, unstructured aspect of the weddings industry, and flexibility to operate in a
VC-backed start-up, where strategies pivot, and executives must pivot in tandem
Comfort with an at-home office environment (Scratch’s core offices are NY, LA, DC and Miami), though knowing a
majority of work time will be spent on the road, and at meetings
Strong relationship building and contract negotiation skills
Passion to grow and build a business to its full potential
Existing relationships with hotels and/or resort chains a plus
Bachelor’s degree required
Owning your own vehicle or having access to personal transportation is a must
COMPENSATION

Competitive salary, commissions, benefits and stock option plan.
RESUME AND COVER LETTER SUBMISSION

Please forward all submissions to: Dave Watkins, (Davew@Scratch.com)