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Director, TV Distribution, Nordic & Benelux
Sony Pictures
London, , United Kingdom
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Director, TV Distribution, Nordic & Benelux
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.
General Summary
Sony Pictures TV Distribution team is currently looking for a strong sales professional and team player to fill a key Director level vacancy on their London based team.
The role of Director, TV Distribution, will support all aspects of their Nordic and Benelux TV distribution business, including but not limited to the following core duties and responsibilities:
• Sales and Business Development: Work hand in hand with the Executive Director to manage existing deal commitments and partnerships as well as create and initiate new business opportunities across the territory, achieving and exceeding sales budget. Ensure in-depth product knowledge across all product categories and continuously works towards generating incremental revenue opportunities across the entirety of SPT’s product portfolio. Be at the forefront of market trends including the evolution of our competition and clients.
• Deal Negotiation and Management: Deep involvement in pre-negotiation preparation and existing deal performance analysis to support the sales team make insightful and strong proposals to deliver sales targets. Support sales efforts across the territory, in partnership and close collaboration with the Executive Director: tend to negotiations collaborating with SPE’s legal counsel and wider team. Demonstrate skill in creating, negotiating and papering smart and favorable terms which meet our strategic objectives, within SPT’s policies and guidelines, ensuring optimization of commitments (product / grant of rights) versus revenue generation.
• Budget Setting: Help to prepare 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 or exceeded. Provide regular updates on sales performance.
• Relationships: Grow, develop and nurture strong and lasting 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.
• Sales Planning: Understand all aspects of sales planning; including optimization of product windowing and pricing, maximizing the value of our products whilst taking into consideration our business objectives, market conditions, best practice and utilizing in-depth analysis. Determine how to unlock more value from broadcast/linear/pay deals; understand the “client value” of a product. Work closely with immediate team and the Senior Manager (for the territory cluster), Research and Analysis, Finance as well as wider sales planning team across EMEA.
• Analysis: Work with the Executive Director of Distribution, 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: Closely collaborate with the territory team to continuously improve processes and performance. 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: Lead tactical efforts to improve pre-sales marketing support and establish standardized tool set to 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.
To be considered for this role, ssuccessful candidates must have and/or demonstrate:
• Thorough experience and excellent multi-year track record of achievements within the TV/film distribution business, with focus on sales and/or acquisitions with up-to-date knowledge and insights into the media landscape.
• Good understanding of all forms of the TV/film distribution: Free TV, Basic TV, TVOD, EST, SVOD and PPV.
• Significant experience in successfully supporting and/or negotiating complex deals with the ability to clearly analyze, evaluate and then communicate opportunities, uncertainties and risks to manager. Working hand-in-hand with legal and other departments.
• Strong understanding of technology, digital distribution business models and client requirements: previous track record and ability to negotiate complex rights (content protection / usage rules / utility).
• Ability to autonomously manage end to end sales process; pre-sales analysis, deal preparation, product presentation, negotiation and execution. Post-sales relationship management and deal optimization.
• “Self-starter” who is a creative, critical and autonomous thinker; thrives under the pressure of meeting tight deadlines.
• Communicative, proactive problem solver, flexible, adaptable, pragmatic and resourceful with strong organizational skills – works independently and uses own initiative.
• Results driven with strong customer and/or focus: strategic, yet hands-on.
• Confident presentational and sales skills, adept at managing client relationships as well as internal relationships.
• Must be a collaborative team player; must be able to adapt, with the ability to work hand-in hand with the local Sales teams, Legal and Business Affairs, Technology, Marketing, Research, Operations, Analysis and other departments.
• Solid financial modeling and analytical skills, with a high proficiency in Excel and experience in consolidating and analyzing complex data and information from multiple sources.
• Proficient in Power Point and Word, being able to present information in a concise and effective manner.
• Excellent written and verbal communication skills (English) with experience of reporting at a senior level. Proficiency in additional languages beneficial.
• Ability to travel to individual markets in the territory on a frequent and ad hoc basis.
• 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).
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