EMEA Private Sales Manager — Revenue & Deals

Business Manager, Private Sales, EMEA, Maternity Cover London

ABOUT SOTHEBY'S

Established in 1744, Sotheby’s promotes access and ownership of exceptional art and luxury objects through auctions, private sales and retail. Our deep expertise across 70 selling categories is supported by a leading technology platform and a global network of specialists spanning 40 countries. Selling categories include Contemporary Art, Modern and Impressionist Art, Old Masters, Chinese Works of Art, Jewelry, Watches, Wine and Spirits and Design, as well as collectible cars and real estate through RM Sotheby’s and Concierge. Sotheby’s Financial Services is a leading art lender and provides capital solutions for collectors around the world, having originated more than $12 billion in loans since its inception.

Job Title: Business Manager, Private Sales, EMEA

Reporting to: Global GM & Business Director, Private Sales

Division: Business Management, Finance

Location: London

Key Objectives:

• Business partner to the UK and Europe Global Fine Art departments focused on driving revenue for Private Sales via P&L and pipeline management.
• Accountable for consignment and sale execution along with structuring financial deals and corresponding legal agreements.
• Manage volume, deal complexity and client expectations whilst keeping corporate profitability targets in the forefront.
• Control financial concessions to maximize recoveries to increase profit and mitigate risk.

You can think analytically, synthesize quantitative and qualitative information, and are excited by proactive problem solving.

Responsibilities Include:

• Partner with relationship managers and senior business getters to drive sales and revenue stream accountability using the consignment pipeline tool; accountable for tracking deal movement on weekly basis with reference to the overall annual goals.
• Responsible for pipeline presentation and discussion with heads of departments, specialists, and relationship managers.
• Oversee and lead consignments from negotiations until final settlement, with oversight from senior Business Management where appropriate.
• Budget planning preparation in partnership with GM, head of sale and/or head of department.
• Partner with financial analyst for (1) month end close (2) forecasting (3) general ongoing P&L maintenance.
• Develop financial models/scenarios to support deals for all revenue streams; approve/escalate for commercial team approval where appropriate.
• Translate financial results and KPIs into operational recommendations to optimize the business.
• Deal related cost review and approval.
• Private Sales incentive review/approval/accountability, where appropriate.
• Work with Pre and Post sale on Sale settlement to maintain a high-level oversight.

Operations

• Oversee private sale exhibition calendar and execution of corresponding shows in EMEA as well as any potential pop-up projects within the region from a financial planning perspective.
• In partnership with operations manage department inventory.
• Assisting with various PSS issues where there are financial impacts (e.g. shipping, export licenses, tax(es), etc).

Legal/Compliance

• Oversight of templated legal agreements drafted by pre-sale administration.
• Partner with legal on all contract negotiations (consignment, introductory commission, vendor, consultant); escalating to senior business management where appropriate.
• Point of contact/escalation for Tax, VAT, Taxe Forfetaire, etc.

Strategic Analysis

• Research potential additional revenue streams and/or type of property offered for long term strategy and growth in collaboration with the GM.
• Build and support presentation of post-sale reports and/or other-directed analysis with input from business intelligence, as appropriate.

Procurement

• Review and approval of all sale, dept costs as well as business getter travel expenses.
• In partnership with GM, propose, manage, and implement efficiencies, integration and adoption for new IT and digital improvements aligned to overall responsibilities.

Educated to Degree level (MBA or other post graduate business-related qualifications are an advantage). Post qualification business experience, ideally in a financial or business support role. Excellent math and numeracy skills with deep understanding of financial terminology. A solid understanding of the art world, and ideally experience in an international auction house. Ability to communicate at all seniority levels; strong communication skills as it relates to delivering key financial commentary on sales budget, forecast, and achievements to both senior management and specialist departments. Ability to work under pressure and to very tight deadlines. Capable of pro-actively manage own workload with minimal supervision. Confident team player, capable of working well independently and as part of a busy team. Highly organized, detail oriented, multi-tasker. Creative problem solver, energetic and persistent. Excellent Microsoft Office skills; fluent in Excel, insightful author of complex formulas. Fluent in English, other European languages would be an advantage.

The Company is an equal opportunity employer and considers all applicants for employment without regard to race, color, creed, religion, sex, sexual orientation, marital or civil partnership/union status, national origin, age, disability, pregnancy, genetic predisposition, genetic information, reproductive health decision, sexual orientation, gender identity or expression, alienage or citizenship status, domestic violence victim status, military or veteran status, or any other characteristic protected by federal, state/province or local law. The Company complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it operates.