Sales Manager, TV Distribution - & Ireland

Job Description

Sales Manager, TV Distribution - UK & Ireland

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:

The role of Sony Pictures Television Distribution is to sell Feature Films, TV Movies and TV Series to broadcasters, across all media, internationally.

The London based team is currently looking for a confident sales individual with excellent communication skills to join their team, supporting all aspects of the UK & Ireland TV Distribution business.

This individual will need to be a very strong sales professional with solid analytical skills, a team player, supporting all aspects of the UK & Ireland distribution business including, but not limited to, the following core duties and responsibilities:

Primary Purpose of Role:
• Working hand in hand with the Vice President to manage existing deal commitments and partnerships as well as creating and initiating new business opportunities across the territory.
• In partnership and close collaboration with the Vice President and Senior Sales Manager to support sales efforts across the territory achieving and exceeding a percentage of the annual sales budget.
• Ensure in-depth product knowledge across all product categories and continuously working 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.
• Territory lead in Malta and potential to grow into territory lead in Ireland.

Deal Negotiation and Management:
• Working independently in creating, negotiating, and papering smart deals and favorable terms which meet strategic objectives, within SPT's policies and guidelines, ensuring optimization of commitments (product / grant of rights) versus revenue generation.
• Under the guidance of the Vice President to support major and more complex deal negotiations.
• Fully utilize all available sources of data/ insight etc. in an appropriate, agreed way to inform decision-making and optimize deals.
• Tend to negotiations collaborating with SPE's legal counsel and central teams.
• Ensure Sony's ability to fully service all existing and new deal commitments.

Sales Planning & Analysis:
• 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 deal-making activities; understand the ''client value'' of a product.
• Working with the Vice President, Research and Analysis – as well as other divisions within Sony Pictures Entertainment (SPE), to analyze data building and structuring insights into product performance and revenue trends; subsequently crafting and presenting business ideas on how to further increase product/revenue performance.

Financial:
• Assist in preparing 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.

Account Management and Relationships:
• Grow, develop and nurture strong and lasting relationships with key clients, partners, managers and internal stakeholders.
• Seek to understand our clients' perspective, and how we can best adapt our approach accordingly regularly interacting to ensure we deeply understand their drivers, goals and needs.

Marketing, Promotions & Publicity:
• Work closely with the UK & Ireland Marketing team to advise in presentation preparation and tactical efforts to improve pre/post-sales work in order to enhance our content pitches, client relationships and business activities.
• When appropriate, guide the marketing and research teams to develop 'bespoke' pitch presentations which take into consideration the client's palettes, style, language and performance metrics.

Sony Relationships:
• Following the combination of Sony Pictures TV Distribution / Home Entertainment and the implementation of a Territory Management Structure, develop relationships with key stakeholders within the UK structure, share best practice, and seek to learn from x-LOB and/or international colleagues.
• Develop and nurture relationships with key stakeholders within Sony Pictures Television as well as across other key divisions at SPE (Theatrical, Home Entertainment, Production, Legal, GMS, People & Organization, etc.), and with other Sony Corp. entities such as Sony Music, Electronics, Sony Mobile and PlayStation.
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.

Successful candidates must have and/or demonstrate:
• Typically 3-5 years' experience and track record of achievements in a similar sales role within the TV distribution business
• Good understanding of all forms of TV/film distribution: Free TV, Pay TV, Basic TV, TVOD, EST, SVOD and PPV
• Experience in successfully supporting complex deal negotiations with the ability to clearly analyse, evaluate and then communicate opportunities, uncertainties, and risks to the Vice President. Working together with Legal and other departments.
• Ability to assist in managing the end to end sales process; pre-sales analysis, deal preparation, product presentation, negotiation and execution. Post-sales relationship management and deal optimization.
• Confident ''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.
• Very confident presentation and sales skills, adept at managing client relationships as well as internal relationships.
• Understanding of technology, digital distribution business models and client requirements.
• Must be a collaborative team player; must be able to adapt, with the ability to work hand-in hand with the Legal and Business Affairs, Technology, Marketing, Publicity, Research, Operations, Analysis and other departments.
• Solid financial modelling and analytical skills, with a high proficiency in Excel and experience in consolidating and analysing 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
• Ability to travel to individual markets in the territory on an occasional/ad hoc basis.

If you feel that you meet the above requirements, please submit your CV and Cover Letter today in order to be considered.

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 their race, age, creed, sexual orientation, colour, nationality, ethnic origin, disability, religion, gender, marital status or Trade Union membership (if applicable).

* Sony Pictures - GBR - London

Jobcode: Reference SBJ-r1y59m-3-141-27-244-42 in your application.