Job Description
Territory Digital Account Manager, UK & Ireland (12 Month Fixed Term)
Territory Digital Account Manager, UK & Ireland (12 Month Fixed Term)
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
SPHE's key focus as an organisation is to develop in-depth Consumer Understanding and Insight to enable us to achieve our growth goals.
The UK Commercial team is comprised of an integrated group of digital and physical sales, marketing and analytics professionals who work together to develop effective strategic initiatives aligned to the organisation's objectives and that deliver against the overall growth goals.
The UK & IE digital sales team manages all digital transactional (PEST, PVOD, EST & VOD) relationships with content partners across the region, with the key objective of driving digital growth through best in class partnerships that are grounded in insight-led strategies and initiatives.
THE ROLE
Based in London and reporting into the Head of Digital Sales, this role will be responsible for continuing to implement the studio's UK digital strategy which will deliver against the business' commercial targets and objectives.
As Territory Digital Account Manager, the successful candidate will be responsible for managing several digital retail accounts to deliver sales and customer marketing activities aligned with the customer objectives and in delivery of SPHE financial targets.
This role offers true growth and development potential as the successful candidate will be encouraged and enabled to take an entrepreneurial approach to deliver against the overall growth goal.
RESPONSIBILITIES
Business Planning
• Build a thorough understanding of the customer needs to achieve objectives; monitor competitor strategies
• Generate and implement annual rolling customer business plans to meet / exceed targets
• Monitor monthly performance and recommend action as appropriate to improve sales, margin, and share of customer business
• Implement joint activity planning with customers to ensure SPHE delivers against their objectives while achieving gross profit targets
• Work closely with Business Planning & Insights team to further grow understanding of digital consumer and market dynamics as well as analyzing and forecasting performance to assist Head of Digital Sales in identifying and implementing strategic initiatives.
• Use Insight based selling to optimise activity sell in and challenge customer views of the market
Customer Management
• Facilitate engagement with the customer at multiple levels and through appropriate contacts both within and outside of the buying team
• Manage customer portfolio, monitor customer profitability and prioritise commercial activities with each customer
• Effectively negotiate and close customer agreements (short and long term trading terms), including pricing, placement, marketing plans and returns allowance, ensuring profitability targets are maintained
• Be the internal point of contact for all customer related queries; coordinate with Ops, Finance and Business Planning teams to deliver excellent overall customer service
• Delivery best in class partnerships through annual strategic joint business planning, quarterly performance analysis and initiatives proposals, and highly competent day to day client service defined by pace, pro-activity and mutual effectiveness
• Support the Director, Digital Distribution in managing the entire licensing process, as required, from draft term sheet negotiations through to monitoring of marketing commitment fulfillment, in collaboration with relevant SPHE and SPT teams
• Execute trade presentations, in collaboration with business planning & insights and marketing teams on quarterly basis
Digital Acceleration (DA) & Project Management
• Identify and develop innovative and effective ways to deliver growth to UK Digital business
• Take leadership of DA initiatives and own the process from creation through to execution with customers
• Work cross-functionally to deliver DA initiatives that have input and buy-in from the broader UK business
• Forecast and track performance of all DA initiatives under their ownership and report updates on a monthly basis
• Support Director, Digital Distribution to develop and update the broader UK DA Plan and provide support with Central Team DA updates
Team
• Work with Digital Customer Marketing Managers to develop and deliver exceptional activity plans for all key customers
• Work in conjunction with Client Services team to ensure material delivery and release schedules are provided to platforms as needed to facilitate title launch
• Co-ordinate with Client Services to confirm any changes to title plan or timing are communicated to accounts in a timely fashion
• Manage customer campaign pricing work with Client Services team to ensure promotional prices are set up on systems to reflect activity agreed with accounts
• Demonstrate and promote SPHE values
• Contribute to building a best-in-class and high performing commercial team by proactively sharing successes and learning with counterparts in other Business Units
• Maintain effective working relationships with managers in Business Planning, Operations and Finance teams to ensure smooth, efficient running of commercial activities within the Business Unit.
• Champion best practice solutions across the company.
• Support Director, Digital Distribution in various tasks, as required
• Form effective relationships with US, EMEA and International Teams to achieve synergies and best practices
• Work closely with SPE's TVD team to align on strategy, budgeting and commercial considerations
• Develop a full understanding of, and align with, Sony governance and standard working practices, strategies & objectives
Experience:
• Typically a minimum three years account management experience, preferably within the digital distribution sector within a major movie studio, home entertainment company or other digital content licensing company. Similarly experienced Marketing professionals will also be considered.
Knowledge:
• Experienced gained within a major movie studio, home entertainment company or other digital content licensing company.
• Thorough understanding of the digital marketplace, emerging trends and future developments
• Experience in sales performance forecasting and delivering against business targets
• Demonstrable examples of successful sales and/or marketing experience and business development.
• Existing network of industry contacts
Skills:
• Good commercial skill set.
• A high standard in influencing and interpersonal skills, in order to build and develop strong client relationships.
• Excellent team-working and cross functional skills appreciation
• Excellent communication and presentation skills.
• Strong written communications appropriate to both internal and external customers
• Process improvement analysis and innovation.
• Problem identification, analysis and devising and implementing solutions.
• MS Office Suite (Outlook, Excel, and PowerPoint) proficiency required.
Abilities:
• Embrace and demonstrate a ''Challenger mindset''
• Relentlessly drive the business to deliver against financial and strategic priorit
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Jobcode: Reference SBJ-rv58nj-44-204-34-64-42 in your application.