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Manager, Sales Analysis & Insights EMEA, TV Distribution
Sony Pictures
London, , United Kingdom
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Manager, Sales Analysis & Insights EMEA, TV Distribution
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 Sony Pictures Television EMEA Distribution team with responsibility for supporting sales analysis for distribution deals and providing analysis and insights across a range of business issues to support the EMEA sales and Critical Thinking / Strategic Sales teams.
Accuracy and attention to detail are critical to ensure consistently reliable and high quality output, therefore suitable candidates must be highly analytical and able to synthesize large volumes of data/information to identify emerging patterns/trends that can impact client negotiations and sales strategy.
The Manager, Sales Analysis & Insights, EMEA, will have experience connecting and analyzing performance data related to content (e.g. ratings, digital transactions, box office and product metadata), analyzing contract terms (rights, pricing and deal qualifiers) and analyzing financial summaries & industry reports (annual reports, IHS, Futuresource, Enders etc) to derive insights to help shape the terms of key negotiations.
Key Responsibilities will include:
DEAL ANALYSIS / NEGOTIATION SUPPORT (80%):
• Support the financial analysis of Distribution deals across the EMEA region.
• Utilise and support the enhancement of a consistent analytical framework for Free Television, Pay Television and Digital Distribution deals. The approach needs to be logical, auditable and based on sound data analysis principles and statistical modelling techniques. Use established practices and templates where appropriate, recognising the need to modify if necessary
• Review and cleanse data from multiple sources prior to Deal Analysis. Recognise and flag any limitations of and inconsistencies in data sources. Prepare data sets and convert into an appropriate format for further analysis.
• The Deal Analysis phase is likely to consist of the following steps;
◦ What have we sold? : Benchmarking against historical sales to the same client, to similar clients, across comparable markets
◦ An understanding of core value drivers (Utility, Licence periods, Exclusivity and Digital Rights) and the impact they have on deal valuation
◦ How has the content performed on the client services? For linear, an understanding of ratings and slot performance. Where applicable, a consideration of Advertising revenue and client’s return on investment (ROI). Understand the value our content has brought to our clients.
◦ How has the client aired the content and has it been fully utilised?
◦ For Pay TV and SVOD, an understanding of ratings and streams of Sony content vs competitors.
◦ Working with local sales and sales planning to analyze existing deal structures and product availability and determine how to unlock more value
• Identification of optimal deal structure
◦ For Free TV and Basic TV, determining a pricing structure which can be sold into the clients based on a sound understanding of their ability to monetise the content
◦ For Pay TV, optimal tiering and fee structure
◦ Provide sensitivity analysis around key drivers (e.g. grant of rights, windowing) and identify levers within the deal mechanic to drive more value
• During negotiation phase, layout deal structure in a consistent and understandable way
◦ Enable straightforward comparison of offers and counter offers with detailed variance analysis
• Maximise value throughout the life of the deal
◦ Provide analysis for incremental sales opportunities as required.
• Title performance and lifecycle analysis. Aid in the development of pricing techniques to allow an understanding of product value based on age and utility
◦ Particular focus on Franchises to ensure their value is fully considered
◦ Assisting in ongoing review of title performance and identifying opportunities to improve bundling, packaging
◦ Forecast title performance, comparative analysis and modelling price scenarios across new releases and library.
• Support the creation of templates to enable comparison of deals across the region and to ensure that the sales team are applying consistent approaches and measurement against common benchmarks.
• Title curation and tiering. Curate avail lists for key clients based on factors such as historic title performance, knowledge of the client’s programming trends, target audience and proposed selections and awareness of future opportunities such as franchise drafting.
• Work with local Sales Planners to identify opportunities to streamline existing reports and processes through automation or standardisation to create efficiencies and reduce the potential for errors
• Excellent data mining skills, ability to interpret high volumes of data in order to make meaningful conclusions
◦ Presentation of findings in a clear and concise way
◦ Ability to adapt approach to specific client or market conditions
◦ Working alongside Sales team throughout the process to ensure the analysis is adding value to support negotiations
INSIGHT (20%)
• Review of industry trends, reports and Publications, feeding relevant market information and implications into the strategic planning process and business development activities. Working closely with Research, New Media & Technology Development and other stakeholders.
• Key Client research. Review pertinent information to support ongoing client relationships including Investor reports, Press releases, Research findings and general press coverage. Data needs to be synthesised into meaningful information, delivered in a digestible way to support ongoing interactions with clients.
Skills/Qualifications and/or Experience Required
Knowledge:
• Educated to degree level.
• Experience gained in Entertainment, Television or Digital.
• Excellent experience with and good working knowledge of the TV sales environment essential.
• Good understanding of new releases and library management for TV Series and features.
• Experience of managing large breadth of data.
• Passionate about television, teamwork and innovation to continuously raise the bar.
• Excellent communication and presentation skills.
• International knowledge preferred but not required.
• Ability to manage priorities / projects and stakeholders, especially when operating under time pressure due to changing deal priorities.
• Ability to take the initiative and work independently.
Skills:
• Demonstrable analytical and numeracy skills are essential for success in this position.
• Ability to deliver consistently high quality analysis with 100% accuracy first time every time.
• Ability to understand company financial reports.
• Ability to deliver title curation using metrics and performance criteria.
• Demonstrate ability to translate “deep analytics” to insights or salient points for selling.
• Experience with strategic analysis.
• Quick to learn and adopt new technology - including various data systems and interfaces.
• Project and Time Management skills are imperative – the ability to manage multiple projects at the same time and deliver by deadline.
• MS Office Suite, Business Objects, & Tableau.
• Willing to travel as required.
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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