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Vice President, Sales Analysis & Insights
Sony Pictures
Culver City, CA, United States
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Vice President, Sales Analysis & Insights
Our Team
Worldwide Television Distribution is based in Culver City and responsible for licensing features, series and formats to linear and digital platforms worldwide. The LA based Sales Analytics and Insights team collaborates with both home office and territory sales teams.
The Role
The VP of Sales Analytics and Insights will focus on the following areas:
ANALYTICS AND INSIGHTS (60%) INNOVATION & TOOLS (30%) BEST PRACTICES(10%)
The VP will lead/collaborate with Sales to provide insights to negotiations using data. As such, the candidate must have exceptional analytical and financial modelling skills, and be must be a big picture thinker willing to be engaged in details. He/she must have a passion for data and be savvy in technology. The VP must have prior experience diving into analytical problems, synthesizing disparate data source and deriving meaningful insights and recommendations.
Skills required:
Data Modelling (Advanced Excel), Data Mining (statistical packages), Data Interpretation Deriving Insights & Implications, Story and Presentation Development Data Visualization (e.g. Tableau & PowerBI)
The candidate should have prior TV distribution experience, ideally working on international deals. The ideal candidate will have an MBA with a heavy quantitative background or aMasters in Data Science.
The VP will have one direct report (Director) and an intern, but will also collaborate with regional analytics team members. The position requires 25% travel.
The Responsibilities
DEAL ANALTICS & INSIGHTS:
The VP of Analytics & Insights will focus analytics on a few three areas:
Regional Deals
• Lead/contribute to the analysis and insights on the most strategic local/pan-regional Pay, Free, Basic, SVOD distribution deals in each region. He/she will promote and enable data-driven decision making to empower Sales to deliver more value across key negotiations. Specifically:
• Understand how buyers value content and represent this in the analytics to drive a stronger negotiation.
• Identify the gaps in knowledge and insights required to formulate a solid sales strategy.
• Analyze buyer programming strategies, consumer viewing behaviors and market dynamics.
◦ Review large data sets, provide meaningful reporting, establish KPI’s, effectively analyze outcomes and translate into actionable insights and recommendations.
• Evaluate competitors and the opportunity cost of transacting/not transacting on each deal.
• Deal Performance/ROI –
◦ Obtain an understanding of the main drivers for value; Utility, Licence periods, Exclusivity and Digital Rights.
◦ Understand deal/title performance – ratings or streams. Where applicable, a consideration of advertising revenue and clients return on investment (ROI).
◦ Assess client usage/programming patterns – utilization of features versus available movie time slots compared to competitive titles.
• Title curation -Utilize various data sources (historical licensing data, streams and other 3rd party data) to drive title curation analysis.
• Enhance methods/models used for pricing and deal valuations. Develop in a way that can be sold into clients based on an understanding of how they monetise content.
Home Office Projects
• New Business Opportunities – Evaluate new business models and opportunities. Focus on special projects (e.g. understand 2nd cycle Sales Analysis).
◦ Evaluate trends – e.g. impact of SVOD on FTV or other media.
◦ Capture and establish pricing benchmarks for key PayTV deals.
◦ Analyze global & pan-regional deals (e.g. HBO, FIC, AMC etc) – review deal terms, identify opportunities and recommended sales strategy.
◦ Manage intern(s) on special projects.
INNOVATION & TOOLS:
Promote and enable data-driven decision-making across the organization by assessing innovative technologies and creating tools/capabilities to help scale the analytics capability across the organization.
• Work with IT and Research to streamline the integration of licensing data to TV performance data (SVOD streams or ratings data) to streamline the analysis efforts for the planning teams. Utilize this data to identify territory and global trends and provide actionable insights.
• Integrate TV performance data with Home Entertainment and Theatrical comp data. Utilize tools (e.g. Tableau, Power BI) to create dashboards to help regions identify trends and opportunities for unsold series or library product. Develop real-world use cases to provide examples of how the tools can and should be used by the local teams.
• Create a Deal Optimization engine to help with title curation and recommendation engine. This will be used to help Planners curate targeted avails lists for clients.
• Utilize modeling techniques to determine how/if prior performance of titles can be a predictor of performance on various media/platforms. Consider tools such as Alteryx/Predictive Modeling Techniques, Machine Learning and Artificial Intelligence.
BEST PRACTICES:
Push the organization towards new and improved ways to use data to draw insights and improve negotiations.
• Lead annual conferences with Sales and Sr. Planners to share new tools, facilitate discussions on analysis techniques and approaches and identify tools that could help improve negotiations.
• In collaboration with the regional teams capturebest practices. Build on expanding/improving the existing Deal Analysis Framework; identify analysis approaches/models used in territory and determine how/if to standard for use worldwide.
• Mentor Sales and Planning by packaging case studies and conducting regular sessions to share ideas/approaches.
Qualifications
EDUCATION
• Minimum Bachelor's degree in Statistics, Physics, Math, Engineering, Economics, Finance, Data Science or Computer Science.
• Preferred Master’s in Statistics, Physics, Math, Engineering, Economics, Finance, Data Science or Computer Science.
• Minimum 10 years’ experience in TV; 8 years’ experience in a financial planning and analytics role.
KNOWLEDGE/EXPERIENCE
• Deep and broad understanding of the studio business models as well as product/media/market knowledge.
• Experience building complex models in Excel involving large data sets.
SKILLS
• Excellent communication and presentation skills. Ability to tell a clear, concise, and actionable story with data.
• Attention to the layout and design of how analytical information is presented.
• Strong intellectual curiosity and love of problem-solving with a passion for getting involved to drive action for direct impact on business outcomes.
• Self-motivated and able to operate independently with limited guidance and direction.
• Comfortable working in a fast-paced environment, taking the initiative, managing multiple projects, and working under tight timeframes.
• Ability to manage priorities / projects and stakeholders, especially when operating under time pressure due to changing deal priorities.
• Explores creative and innovative ideas.
• Has the courage to challenge ideas.
*Sony Pictures Entertainment is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, age, sexual orientation, gender identity, or other protected characteristics.
• Sony Pictures - CA - Culver City Area & Studios