Format Sales Manager - Maternity Cover

Job Description

Format Sales Manager - Maternity Cover

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.
Overview

Sony Pictures Televisions, Nordics & Benelux currently have an exciting opportunity for a confident sales individual to join their team and take immediate Format Sales lead across selected the Nordics & Benelux and others as the need arises!

Reporting into the Territory Head for Nordics and Benelux, this role will be responsible for continuing to implement the studio's formats strategy which will deliver against the business' commercial targets and objectives in the Nordics & Benelux.

The Formats Sales Manager will be responsible for Sales management and P&L performance for all formats sales across these territories. They will develop, implement and communicate the sales strategy alongside the Territory Head and Sales Manager for Nordics & Benelux specifically for our format content (both print, unscripted and scripted).

Areas of accountability will include:
• Responsibility for driving format sales and unscripted finished episode sales across the Nordics and Benelux.
• Provide customized format expertise from creating strategy, crafting custom pitches, negotiating deals and monitoring performance of product
• Take ownership for ad hoc projects to drive global format / international production sales

Suitable individuals will be excellent sales negotiators with strong presentation skills, comfortable with confrontation, and have the ability to close deals that are in line with, or exceed, the company's goals over the short, medium and long term. Some travel is expected to support territory teams, format sales pitches to clients and attend local sales markets and Screenings.

Success will be defined in terms of :
• Territory development (both traditional and new media), financially and strategically – exceeding budgets and structuring SPT's position for the medium/long term
• Budget Responsibility, working with territory head to deliver specific format and unscripted product targets
• Identify key potential clients' market by market, and build and maintain relationships and demonstrating value of those relationships
• Maximising the revenue of our format titles across Nordics & Benelux region as well as Unscripted Finished Programme Sales.

The job's most important functions and responsibilities include:
• Delivering & exceeding forecasted territory format and unscripted targets
• Thorough pre-sales planning & market analysis identifying key format clients and assisting teams to build and maintain relationships
• Working with territory team members and with Finance to develop revenue forecasts, budgets and MRP (mid range plans)
• Constantly work to improve terms and fees across the portfolio
• Formulate the sales plans & strategy and fully deliver against that strategy across the region
• Working with territory teams, marketing and research to craft and deliver market specific pitches and sales materials
• Representing SPT as a supplier of premium formats and unscripted content to Producers, Sponsors, Pay, Basic, Free and Digital customers
• Negotiate and conclude deals with both existing customers and with new customers
• Use product knowledge and understanding of past deals and experiences with the customer to identify / maximise package sales opportunities

Identify and build relationships with format / unscripted clients in Territories
• Provide timely and appropriate level of client contact - communicate regularly with the client e.g. gather market intelligence, keep client up-to-date on SPT events
• Handle complex debt or legal issues - if deemed vital by Finance and Legal executives
• Provide commercial terms for drafting of option letters and format licence agreements
• Monitor post sales activity including show performance, scheduling and any excess owing to ensure appropriate billing and post sales follow up.
• Work with Production Consultants for each territory to ensure excellent customer service for format licensees
• Actively plan and manage client entertaining, roadshows or sales trips
• Ensure format deals are conducted in line with standard Sony terms and working practices.
• Provide sales activity reports on a regular basis to feed back to senior management
Other General Activities
• Work effectively with departmental colleagues & cross-functionally with other members of Sony Pictures group as well as Sony Corporation.
• Work with Production Consultancy, Territory teams and finance to extract quarterly sales reports for formats
• Work closely with VP Formats & Manager Formats, EMEA to carry out customized unscripted / format project work as requested
• Develop knowledge to 'stand alone' on in-house systems when needed
• Adhere to defined SPT business processes, taking opportunities to improve business processes where possible.
• Share and learn best practices with Territory Teams across different markets
• Aim to continually develop knowledge of the product slate, media types & territory environment (including customers & market dynamics)

What you'll have!
• Experience in a format sales executive role within a TV distribution company
• Must have previous experience handling own EMEA territories
• Demonstrable strong sales & growth record
• Good understanding of the TV production process
• Strong people relationship skills
• Relevant industry/territory experience
• Demonstrable experience of extensive sales strategy formulation
• Awareness of market trends
• Knowledge of unique selling point and competitor product knowledge
• Demonstrable sales negotiation experience
• Demonstrable project work experience
• Programme sales experience also desirable
• Understanding of the TV industry, economics of TV and the marketplace
• Comfortable and conversant with new technology applications and business models
• Proven sales savvy and solid pitching and negotiation skills
• Confident and self motivated
• Excellent client relationship manager
• Willingness to travel frequently across Nordic and Benelux territories

Thinks Strategically
• Develops clear and consistent strategies to achieve the vision
• Makes sound business decisions that balance competing priorities
• Identifies key business opportunities and challenges
• Uses knowledge of the company's products and services to meet customer needs and financial targets

Builds Relationships
• Engages colleagues across the organization to optimize performance
• Handles the needs of diverse internal partners
• Facilitates win-win situations internally and externally
• Resolves conflicts effectively
• Interacts well with people who have different backgrounds and work styles

Communicates Effectively
• Obtains full engagement through inspiring communications
• Effectively persuades others to support ideas and plans
• Tailors messages appropriately to the audience
• Invites diverse points of view / listens and asks questions to ensure understanding
• Conveys relevant information in a candid and timely manner

Drives Results
• Translates strategy into specific priorities, objectives, and action plans
• Leads projects, processes and resources to produce desired outcomes
• Achieves high levels of cust

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Jobcode: Reference SBJ-gp52m4-18-118-1-232-42 in your application.