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VP Distribution, EMEA (Focus on Business Development)
Sony Pictures
London, , United Kingdom
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VP Distribution, EMEA (Focus on Business Development)
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. As the television distribution business is undergoing rapid and fundamental change we require a VP level business development executive to help initiate, support and drive (as necessary) key business development initiatives across EMEA. The potential candidate will be a strong, experienced leader and business development professional responsible for supporting and driving business development across EMEA including, but not limited to, the following core duties and responsibilities:
RESEARCH, MARKET SCOPING, BUSINESS MODELLING, ANALYSIS, CONSULTING:
• This role will require the candidate to be able to provide full territory and opportunity research and market scoping for each project – this is very much a consultancy approach working from a strong base of personal knowledge and with our internal research and sales teams to scope in detail the market and the scale of opportunity.
• We take a very analysis driven approach to business and as such each project will require very thorough and robust analysis from both a business and consumer perspective – therefore a strong knowledge of the current TV distribution business across media is essential to this role.
• In addition the candidate will need to develop detailed, thorough business plans, modelling out in detail the financial and rights opportunities with a high degree of skill and knowledge of the existing film and TV business models (Pay TV, Free TV, Basic TV, SVOD, VOD, Free VOD, Advertising VOD, PPV, EST) in order to develop and recommend new business models that are grounded in reality.
• Having strong analytical experience with very strong skills in excel, PowerPoint and analysis is critical to this role.
BUSINESS DEVELOPMENT:
• Some of these projects may require the successful candidate to negotiate strategic partnership agreements with 3rd party companies (such as telcos, media companies and technology companies) or potentially investment / joint venture agreements should such a course of action be required / approved.
• Responsibility for this would be end to end from proposition development, through internal approval, matrix management and execution of the agreed plan.
• Therefore prior experience of delivering (through to completion) strategic partnerships / investments / joint ventures will be important in this role.
• A large part of this role is strategy development which will require the successful candidate to be at the forefront of understanding market trends, competition, the regulatory environment and developments, and to be able to articulate and demonstrate strategies for all business models and windowing across Free TV, Pay TV, Basic TV, VOD, PPV, Free VOD, Advertising VOD, EST, SVOD and any other form of media exploitation.
• The ability to engage, persuade and deliver change in a credible way with the most senior executives both within Sony Pictures Television/Sony Pictures Entertainment as well as the wider Sony Corporation businesses alongside key 3rd party clients will be the key to success.
TERRITORY SUPPORT / CHANGE PROJECTS:
• We have existing distribution businesses in all territories within EMEA but we see the need to transition and transform some territories to new business structures/business models for the long term sustainable growth of the overall business.
• We are in the process of re-engineering our approach, business models and thinking around a number of key growth territories and key commercial relationships and we have an ambition to create new business and market structures that will position Sony Pictures Television for accelerated and ambitious future growth.
• These are very strategic and important projects that will take time and energy to complete and we want to run these projects as part of a business development function that will sit alongside the territory teams who are responsible for day to day and long term planning for that territory but do not have the time to also take on a long term and high impact transformation project.
• The P&L responsibility for each territory will remain with the locally responsible team, but the VP of Business Development will deliver a transformation plan working for, and with, the local team and other key stakeholders and resources within the wider business.
• This role is to work alongside the territory teams and to provide analysis, insight, support and ideas/recommendations and ultimately get internal agreement to implement a transformation plan on a project basis for certain territories, key deals and new growth prospects across the region.
• These projects are longer term in nature and will require very close working with each territory team as we develop a plan to transition certain territories to new business models, and they will also in many cases require negotiation and development of new business models with 3rd party partners within those territories.
• In this role the successful candidate will need to be able to demonstrate skills as: an analyst, research expert, consultant, project manager, politician, negotiator and ultimately operational implementor of the plans that are approved. Cross functional working, collaboration and pragmatism will be the key to success.
• For the right individual this role will provide an incredible opportunity to help to transform businesses and commercial relationships at the cutting edge of the TV distribution business.
‘ONE SONY’ INITIATIVES:
• As we grow ever closer to our sister companies across Sony Corporation including (but not limited to) Sony Electronics, Sony PlayStation and Sony Music we have identified some key projects and initiatives that need to be driven centrally from the TV Distribution team but which we believe will have a positive long term impact on the TV Distribution business and also on the relevant Sony sister company business.
• These projects and initiatives are few in number, but will require deep engagement with the relevant Sony company and its most senior executives and in many ways will be acting as a consultant and true business development support to both the TV Distribution team and also the relevant Sony sister company.
• Key to achieving success here will be the ability to engage key senior executives within TV Distribution and the relevant Sony sister company and build trusted relationships up and down the corporate structure.
• Having a strong understanding of the relevant Sony business will be key to success in this part of the role, we can only create value by demonstrating knowledge and understanding of how 1+1=3 in a more integrated Sony relationship.
• These projects are likely to be disruptive to existing business models both within Sony Pictures and the relevant Sony sister company so having the ability to take a longer term view and generate ideas and new business models that add value to Sony Corporation whilst balancing shorter term transitional requirements is a very important aspect to the role.
Skills/Qualifications and/or Experience Required
Successful candidates must have and/or demonstrate:
• A strategic thinker who can anticipate issues and future trends, work in the detail and craft smart, intelligent and pragmatic plans that will deliver our ambitious future growth.
• Skills and experience in analysis / consultancy / operational implementation through to completion as success in this role will be measured in material step change growth to business results not just in the recommendation or analysis of the challenges at hand.
• Thorough experience and excellent multi-year track record of achievements within or as part of the TV/film distribution business.
• Significant experience successfully negotiating complex deals, 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, Technology, Marketing, Research, Operations, Analysis and other departments.
• Excellent financial modeling and analytical skills, with a high proficiency in Excel and PowerPoint.
• Experience consolidating and analyzing complex issues and information from multiple sources to ensure robustness of assumptions and data.
• A blend of skills as a: consultant, politician, sales lead, negotiator, project manager, researcher, strategy developer, presenter, futurist, technologist will be required to successfully fulfill this role.
• Strong knowledge/focus on digital distribution and business development within the TV/film business.
• Ability to take a key leadership role within the team and work closely and cross-functionally with local teams and stakeholders, the wider Sony sister companies and also 3rd party external clients and partners.
• Results driven with strong customer focus: strategic, yet hands-on with a solid and demonstrable track record of delivery.
• High energy, conviction with the ability to work hard and play hard.
• Creative, critical and autonomous thinker; thrives under the pressure of meeting tight deadlines. 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.
• 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