Territory Digital Account Manager - Benelux & Nordics

Job Description

Territory Digital Account Manager - Benelux & Nordics - (Maternity Cover)

Territory Digital Account Manager - Benelux & Nordics - (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.

We have an exciting opportunity for a Territory Digital Account Manager to join our business, based in the UK and working from our brand-new offices in Paddington!

Reporting into the Director of Digital Sales, this role will be responsible for continuing to implement the studio's digital strategy which will deliver against the business' commercial targets and objectives in the Nordics & Benelux.

The Territory Digital Account Manager will be responsible for Sales management and P&L performance for the EST and VOD business across New Release, Library and TV product for a number of current and new digital accounts across Benelux They will develop, implement and communicate the sales strategy alongside the Director of Nordics & Benelux Digital Sales with direct responsibility for performance of Sony digital transactional products and business.

In addition, this individual will both manage and provide commercial oversight as appropriate for contractual and deal negotiations with accounts under management, aligning with and advising other local / regional / global strategies.

This individual will be responsible for delivery of the Digital Acceleration Initiative in Benelux led by the Director of Nordics & Benelux Digital Sales. Finally, this individual will partner with other SPE groups to create room to collaborate across the organisation that enable the larger SPE organisation to achieve its goals.

What you'll be doing!

Sales/Strategy
• Work closely with Business Planning & Insights team to further grow understanding of digital consumer and market dynamics as well as analysing and forecasting performance to assist Director of Digital Sales in identifying and implementing strategic initiatives.
• P&L responsibility for a number of digital transactional accounts across New Release, Library and TV
• Work with Director of Digital Sales to build plans to meet or exceed gross profit target and complete commercial priorities
• Work with territory team on digital transactional budget / MRP process and ensure tracking and delivery of budget and MRP
• Clear understanding of commercial P&L line items and drivers for each account; understanding of organisational impact/resources required to deliver on Sales-driving plans
• Work with digital accounts to understand their perspective on key titles, retail differentiation strategies, and title scheduling & pricing and advocate within the SPT organisation to optimise sales
• Responsible for creation of presentation materials for account meetings (working with marketing, research and analytics teams)
• Develop a detailed understanding of market trends across technology platforms and all forms digital in-home entertainment offerings (transactional – physical and digital, Subscription VOD, Ad funded VOD, Free VOD, Pay TV, Free TV, Basic TV) and how they impact the transactional business and have a view and plan for how to best position transactional digital in the new ecosystem of in home entertainment services in each territory
• Have an understanding of research, data and analytics to underpin decision making around the digital transactional business
• Have an understanding of targeted performance marketing targeting specific customer groups with offers and activations
• Be able to use consumer insight and current market trends to see opportunities and be able to react quickly and efficiently to improve new opportunities for SPE

Deal making
• Effectively negotiate and close customer agreements (short and long term trading terms), including pricing, placement, marketing plans, ensuring profitability targets are achieved
• Project manage commercial deal-related discussions with partners:
• Ensuring that at all times our agreements are in date and are being appropriately handled and serviced
• Partner with support functions to conduct detailed deal-related analysis to drive efficient recommendations and ensure completion of agreements, including; legal, digital policy, CMDG, finance, sales planning, marketing
• Liaise with local line / regional / global management and internal teams to ensure strategic alignment across our deals

Client management
• Detailed knowledge of client strategies, priorities, and financial performance
• Detailed knowledge of client platforms, footprint, and engineering capabilities and gaps
• Knowledge of ''What moves the needle'' for Sony titles at each transactional digital account in terms of product/price/placement
• Tactical and strategic relationship with Account contacts at multiple levels to develop effective joint growth initiatives and plans
• Optimise SPE financial performance while balancing SPE and customer priorities/initiatives
• Monitor compliance on agreed pricing and deal terms, and troubleshoot as needed

Delivery of digital acceleration initiative
• Support the Director of Nordics & Benelux Head of Sales to develop, and evolve the Digital Acceleration Plan for Nordics & Benelux
• Make the best use of internal resources and ideas to help develop plans and strategies that are specific and impactful in the Benelux
• Facilitate, share learning and ways of working across the region

Process improvement / project management
• Initiate and run projects related to business challenges or opportunities such as new format launches, new retailer launches, new business models, new partnerships (internal + external), process improvements, or new pricing or product strategies

What you'll need

Knowledge:
• Experience with and knowledge of Transactional Digital, SVOD, AVOD landscape as well as the impact of the wider video media landscape including linear TV, Catch Up, Free VOD and other competing forms of in home entertainment
• Digital Movie and TV sales experience representing key studio content
• Digital distribution business models across media
• Ideally, direct digital retailer experience
• Digital Content Platform, content-provider, technology platform and consumer trends driving current and anticipated future content consumption
• Digital Client Operations understanding
• Budgeting, P&L, and trend analysis
• Understanding of contractual landscape around transactional digital customers

Skills / Abilities:
• Ability to navigate and find opportunities within the complex TVOD/SVOD/AVOD space
• Ability to effectively adjust competing priorities and provide clarity and direction to internal and external partners
• Excellent communication, negotiation and presentation skills
• Detailed individual who can balance multiple initiatives simultaneously while meeting deadlines
• Ability to apply financial control and data-driven approach in all areas of the business
• Ability to build relationships with studio and key retail partners

Expectations:
• Negotiate effectively with varying customers and circumstances
• Track and report on sales performance and trends
• Deliver against established budget goals, sales objectives and digital acceleration plans

Minimum Requirements:
• Degree level
• Ideally, 3+ year

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Jobcode: Reference SBJ-rvp6j0-3-145-12-242-42 in your application.