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Senior Manager, Sales Analysis & Insights, EMEA, TV Distribution
Sony Pictures
London, , United Kingdom
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Senior 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 and in some cases leading sales analysis for major distribution deals. In addition the person in this role will provide analysis and insights across a range of business issues to support the EMEA sales team and the Critical Thinking / Strategic Sales team.
This person will work across high value deals within the region, therefore accuracy and attention to detail are critical to ensure high quality output. This person also needs to be a Thought Leader in disseminating best practice and coaching to the Sales Planning team to broaden the remit of analysis throughout the region.
The Senior Manager, Sales Analysis & Insights, 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. They will have a deep understanding of Ad sales and how channels monetise content and 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 (70%):
• Lead financial analysis of the highest value, most complex, strategically important and highest profile deals across the EMEA region. Be prepared to project manage the multiple strands of activity required to support negotiations process
• Assist in the development of an analytical framework for the main distribution deals. This will be mainly in Free Television but will include Pay and Digital Distribution deals. The approach needs to be logical, auditable and based on sound data analysis principles and statistical modelling techniques.
• 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.
◦ Review clients’ utilisation patterns to assess if airing schedule has been optimal. Be prepared to make recommendations around how content may be used more effectively and what sort of content will work on client networks.
◦ 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
◦ Involvement in the creation of term sheets through to preparation of long form contracts
• 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
◦ For high value and strategically important clients, identify incremental sales opportunities.
◦ Identify package sales opportunities and share best practices across the region
• Title performance and lifecycle analysis. Develop 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.
• 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.
• 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
THOUGHT LEADERSHIP (20%)
• Disseminate best analytical practices throughout EMEA and share learnings with other Regions and Home Office
• Working with Sales planners
◦ Coaching the Sales Planning team to enable them to tackle routine analysis.
◦ Providing standard deal analysis templates, frameworks, benchmarks and guidance to the Sales Team and Sales Planners to create a consistent approach across deals within the region
◦ Be part of a Quality Assurance process and to be a sounding board for the Sales Planning team. Ensure all analysis has been reviewed and apply learnings gained from having an EMEA wide perspective
• Strong interface with the Critical Thinking / Strategic sales team to help;
◦ Feed in Market and Client insights to help with strategy formulation
◦ Actively support the Business Development person in developing new business models. Develop ad hoc analysis models for bespoke decision support
INSIGHT (15%)
• 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.
• Deep understanding of the mechanic of ad sales and content monetization. This could be from a major broadcast network, ad sales house, media buying agency or research agency
• 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.
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