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VP Distribution, Africa
Sony Pictures
London, , United Kingdom
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VP Distribution, Africa
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.
This is a key role within the London based TV distribution team for Sony Pictures Entertainment. The potential candidate (VP level) will be a strong leader and sales professional responsible for all aspects of our African business within his or her remit including, but not limited to, the following core duties and responsibilities:
• Client Relationships: Grow, develop and nurture exceptionally strong, lasting and fruitful relationships with key clients, partners, managers and internal stakeholders in the primary territory as well as, when and if needed, in the wider Territory Cluster.
• Business Development: Be at the forefront of market trends, competition and developments, and share those with the wider EMEA team. Define sales strategies for all business models together with immediate team and direct supervisor: goals and priorities seeking optimum market participation for SPT in FTV, Pay, Basic, VOD, PPV, EST, SVOD and any other form of media exploitation. As and when needed, collaborate with other regional heads participating and influencing sales strategy in the wider Territory Cluster.
• Sales Planning: Review, establish and execute processes for all aspects of sales planning; including optimization of product windowing and pricing, seeking to maximize the value of our products whilst taking into consideration our business objectives, market conditions, best practice and utilizing in-depth analysis. Work closely with immediate team and the Senior Manager, Home Entertainment, Sales Planning, Finance as well as wider sales planning team across EMEA.
• Sales: Manage existing deal commitments, and identify – as well as create and initiate – new business opportunities across the territory. Achieve and exceed sales budget focusing on SPT’s and SPE’s growth targets, cost control requirements and agreed strategies. Ensure product knowledge is solid across all product categories and continuously works towards generating incremental spot sales and revenue opportunities maximizing SPT’s product portfolio including its Current & Library Features, Current and Library TV Series, DTV, MOW’s, Digital Series, Soap, Daily Strip and Formats.
• Deal Negotiation and Management: Serve as the main point-person for all issues/advice/support/help for all deals across the territory. In partnership and close collaboration with the SVP Distribution, tend to all negotiations, leading and/or supporting where appropriate. Collaborating with SPE’s Legal counsel, demonstrate skill in creating, negotiating and papering aggressive and favorable terms which meet our strategic objectives within SPT’s policies and guidelines, ensuring optimization of commitments (product / grant of rights) and revenue generation.
• Budget Setting: Prepare aggressive, yet sound, annual sales budgets as well as mid-range plans. Provide sales estimates and projections on individual deals and products, ultimately ensuring that such projections and budgets are met. Provide regular updates on sales performance versus budget in monthly finance calls as well as weekly team meetings.
• Analysis: Work with SPT analysts and research resources – as well as other divisions within Sony Pictures Entertainment (SPE) – to analyze data (subscription / transactional / viewership) building and structuring insights into product performance and revenue trends; subsequently crafting and presenting business ideas on how to further increase product / revenue performance.
• Operations: Work with the operations teams in Los Angeles and London seeking to increase efficiency and accuracy of the avail lists generation, management and administration of contracts, amendments, start orders, change orders, approvals, draft allocations, product delivery etc.
• Marketing, Promotions & Publicity: Liaise and collaborate with Los Angeles and London (EMEA) Marketing and Public Relations teams to oversee and implement marketing, public relations and promotional strategies and tactical actions that boost product performance and enhance our client relationships within our digital media business.
• Sony Relationships: Manage and strengthen relationships with key stakeholders within Sony Pictures Television as well as across other key divisions at SPE (Theatrical, Home Entertainment, Production, Legal, WPF, People & Organization, etc.) and with other Sony Corp. entities such as Sony Music, Electronics, Sony Mobile and PlayStation.
• Other Projects:Support SVP Distribution on other projects and initiatives as required
• Leadership: Be a role model to the local team and the rest of the organization, always looking to drive, motivate and inspire the growth and achievement of people and the business. Be at the forefront of market trends, industry developments and the digital ecosystem, as well as the on demand business.
Skills/Qualifications and/or Experience Required
Successful candidates must have and/or demonstrate:
• Thorough experience and excellent multi-year track record of achievements at a senior level within the TV/film distribution business, with heavy focus on Sales
• Ability to take a key leadership role within the team and work closely and cross-functionally with SVP Distribution, other LA/EMEA management and other SPE divisions (particular focus with Sony Pictures Releasing and Sony Pictures Home Entertainment)
• Strategic thinker who can anticipate issues and future trends, work in the detail and craft intelligent deals
• Significant experience successfully negotiating complex deals at a senior level, with the ability to clearly analyze, evaluate and then communicate opportunities, uncertainties and sensitivities as to variances in assumptions and terms. Working hand-in-hand with Legal and Business Affairs and other departments
• Results driven with strong customer focus: strategic, yet hands-on
• Knowledge of the African TV Distribution market preferable
• Strong understanding of technology and digital distribution business/models. Ability to negotiate complex technical rights with media partners utilizing new media solutions essential
• “Self-starter” who is a creative, critical and autonomous thinker; thrives under the pressure of meeting tight deadlines. Communicative, proactive problem solver, flexible, adaptable and resourceful, works independently and uses own initiative in all situations
• Confident presentational and sales skills, adept at managing client relationships at a senior level as well as internal relationships
• Excellent financial modeling and analytical skills, with a high proficiency in Excel
• Experience consolidating and analyzing complex issues and information from multiple sources to ensure robustness of assumptions and data
• Demonstrates developed leadership skills, professional courage, initiative driven, innovative with unquestionable integrity
• Strong interpersonal skills with the ability to comfortably navigate a matrix organization
• Excellent written and verbal communication skills with experience of reporting at a senior level
• Ability to travel regularly overseas
• 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.
Sony Pictures 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).
• Sony Pictures - GBR - London