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Format Sales Manager, EMEA
Entertainment & Media Industry Company
London, , United Kingdom
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Format Sales Manager, EMEA, Company Television
Please note that this role is based in the United Kingdom. In order to enable us to meet statutory and regulatory obligations of the United Kingdom immigration system you must have the appropriate immigration permission needed to work and reside in the United Kingdom.
Overview
Company Televisions, International Distribution Formats Business currently have an exciting opportunity for a confident sales individual to join their team and take immediate Format Sales responsibility for their Central Europe, Belgium, Israel, Greece, Cyprus and Switzerland territories, as well as provide support to the Format Sales Head in Spain/Portugal and potentially other territories as needed.
Areas of accountability will include:
• Direct Sales responsibility for Format Sales to Central Europe, Belgium, Israel, Greece, Cyprus, Switzerland.
• Sales support responsibility for all other territories as required
• Negotiate and conclude deals with both existing customers and with new customers
• Benchmark personal delivery of service with other studios
• Develop strategies for sale of SPT format portfolio going forwards
Suitable individuals must be willing to travel frequently and will be excellent sales negotiators with strong presentation skills, comfortable with confrontation, and have the ability to close deals that are in line with, or exceed, the company’s goals over the short, medium and long term.
Success will be defined in terms of:
• Territory development (both traditional and new media), financially and strategically – exceeding budgets and structuring SPT’s position for the medium/long term
• Managing Budget Responsibility
• Creating/Building/Maintaining strong client relationships and demonstrating value of those relationships
• Maximising the revenue of our Format in the region as well as Finished Programme Sales.
The job’s most important functions and responsibilities include:
Planning & Delivering the Territory Sales Strategy
• Deliver & exceed forecasted territory budgets for all ‘owned’ territories
• Deliver the proportion of the Sales budget for the Territory
• Thorough pre sales planning & market analysis.
• Work with Sales team members and with Finance and Marketing to develop revenue forecasts, budgets and MRP (mid range plans)
• Constantly work to improve terms and fees across the portfolio
• Formulate the sales plans & strategy and fully deliver against that strategy for all territories within the responsibility
• Representing SPT as a supplier of premium content to Pay, Basic, Free and Digital customers
• Negotiating and concluding deals with both existing customers and with new customers
• Use product knowledge and understanding of past deals and experiences with the customer to identify / maximise package sales opportunities
Manage relationships with Clients in Territories
• Ensure appropriate level of client contact - communicate regularly with the client e.g. gather market intelligence, keep client up-to-date on SPT events
• Manage complex debt issues - if deemed necessary by Finance and Legal executives
• Work with Business Affairs to provide commercial terms for drafting of option letters and format licence agreements
• Work with Finance/Sales Planning to ensure we bill for excess episodes
• Work with Production Consultants for each territory to ensure excellent customer service for format licensees
• Actively plan and manage client entertaining, gifts and promotions
Negotiate and conclude complex deals where necessary
• Foster, grow, develop and maintain existing Client accounts
• Deliver complex and comprehensive deals across the portfolio within the Territories, achieving Best-In-Market deals that are financially sound, legally enforceable and technically deliverable
• Request senior support when required
Other General Activities
• Work effectively with departmental colleagues & cross-functionally with other members of Company group as well as Company.
• Work with Team Assistants/Sales Planners during deal negotiations to extract Avails lists and more complex information from in-house systems
• Develop knowledge to ‘stand alone’ on in-house systems when needed
• Adhere to defined SPT business processes, taking opportunities to improve business processes where possible.
• Share and learn best practices with counterparts in other markets
• Drive to continually develop knowledge of the product slate, media types & territory environment (including customers & market dynamics)
Preferred Qualifications and/or Experience
• Experience in a format sales executive role within a TV distribution company
• Must have previous experience managing own territories
• Demonstrable strong sales & growth record
• Good understanding of the TV production process
• Strong people relationship skills
• Proven relevant industry/territory experience
• Demonstrable experience of extensive sales strategy formulation
• Proven awareness of market trends
• Proven knowledge of unique selling point and competitor product knowledge
• Demonstrable sales negotiation experience
• Programme sales experience also desirable
• Understanding of the TV industry, economics of TV and the marketplace
• Comfortable and conversant with new technology applications and business models
• Proven sales acumen and solid pitching and negotiation skills
• Confident and self motivated
• Excellent client relationship manager
• Foreign languages are highly desirable but not essential
Core Competencies Required
Thinks Strategically
• Develops clear and consistent strategies to achieve the vision
• Makes sound business decisions that balance competing priorities
• Identifies key business opportunities and challenges
• Uses knowledge of the company’s products and services to meet customer needs and financial targets
Builds Relationships
• Engages colleagues across the organization to optimize performance
• Manages the needs of diverse stakeholders
• Facilitates win-win situations internally and externally
• Resolves conflicts effectively
• Interacts well with people who have different backgrounds and work styles
Communicates Effectively
• Obtains full engagement through inspiring communications
• Effectively persuades others to support ideas and plans
• Tailors messages appropriately to the audience
• Invites diverse points of view / listens and asks questions to ensure understanding
• Conveys relevant information in a candid and timely manner
Drives Results
• Translates strategy into specific priorities, objectives, and action plans
• Manages projects, processes and resources to produce desired outcomes
• Achieves high levels of customer satisfaction
• Analyzes problems effectively and takes action to resolve
Inspires Creativity and Innovation
• Proactively looks for new opportunities
• Facilitates the exchange of ideas and creation of new ones
• Transfers ideas and successes across boundaries
Champions Change
• Supports new initiatives
• Demonstrates flexibility in response to changes
Exhibits Professional Excellence
• Pursues excellence with integrity, passion and courage
• Strives for self-improvement
• Earns the trust and respect of colleagues, partners and customers
Company Entertainment is committed to equal opportunity in all its employment practices, policies and procedures. No worker or potential worker will therefore receive less favourable treatment due to his or her race, age, creed, sexual orientation, colour, nationality, ethnic origin, disability, religion, gender, marital status or Trade Union membership (if applicable).
• Company - GBR - London