Full Time Job

Head Of Sales & Acct Mgmt Global Platforms


New York, NY 11-14-2020
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  • Paid
  • Full Time
Job Description

Duties: The Head of Sales & Account Management, Global Platforms will serve as a member of the leadership team for WarnerMedia (WM) Sales & Distribution, responsible for driving revenue across all products and platform partners (e.g. Apple, Google, Amazon). This role will be the primary executive servicing digital and platform partners and will represent the entire WM portfolio to customers (HBOMax, HBO, Cinemax, tbs, TNT, CNN, Cartoon Network, Adult Swim, the Warner Bros. content library, etc.). As a leader, this position will be charged with setting strategy for the account management teams, delivering revenue, ensure effective resource allocation, and lead/develop employees, reinforcing WM's cultural values.

Essential Responsibilities:
• Develop and Drive Account Strategy
• Lead execution of division-wide strategies for the growth of the subscription businesses of HBO, HBOMax and Cinemax & the distribution of the basic cable networks and transactional content across major digital accounts
• Will manage the full portfolio including basic TV networks, transactional (EST, emerging PVOD model etc.) as well as new DTC apps and creative bundling and go to market opportunities
• Drive and inform account management strategy for network and content distribution with global platform partners
• Partner with leads of Business Planning, Finance, and Marketing to develop yearly subscriber targets/goals for HBO, HBO Max and Cinemax and create measurable goals for the basic pay TV networks
• Set, measure, and meet revenue targets
• Maximize annual transactional revenue while balancing greater WM goals
• Evaluate WM's position with partners to develop strategy and supporting tactics to drive in platform purchases
• Deliver annual sales goals and targets
• Partner with counterparts on the leadership team to coordinate go-to-market strategies (domestically and internationally) and support broader business objectives and synergies (e.g., subscriber acquisition for HBO Max)
• Lead Sales Coordination and Communication
• Oversee platform account management teams domestically and coordinate with international teams for global platform accounts
• Collaborate with International territories to drive global sales initiatives, develop understanding and alignment of trade terms when applicable, communicate new initiatives and best practices as well as customer "watch-outs" or pitfalls
• Apply success and learning from International to U.S. business
• Develop and manage customer relationships at a senior level, bringing the entire portfolio of WM to the customer and serve as the senior account lead during partner negotiations
• Offer strategic insights as account expert
• Coordinate with portfolio/product management to help ensure that WM brings relevant product and promotional activations to respective accounts
• Will ensure a strong sense of ownership, and run point on the relationship for larger accounts
• Recognize that decisions affect other business units, including the success of key WM business priorities, and WM financial goals Lead/Manage/Develop Sales Teams
• Measure team performance against business objectives, goals, and targets to ensure that WM Commercial meets its overall objectives
• Support, develop, motivate, and engage employees through clear goal setting and regular performance reviews, talent reviews, annual compensation cycles, and performance management
• Encourage and support collaboration and knowledge sharing across teams and partner functions
• Set team/account goals, process, and annual business plans to hit targets
• Leader will focus on team and individual development
• Strong ability to manage in a matrix environment

• Proven track record in managing global or national digital partners across a variety of business models (e.g. subscription, advertising supported, transactional, app-based)
• Proven history of driving successful promotional campaigns and programs with digital clients
• Demonstrated background and knowledge of senior-level sales management within a large, high-profile, matrixed environment
• Experience in leading and driving performance in teams, defining vision/culture with an inclusive approach
• Extensive analytical experience; Proven business partner with the ability to guide and counsel on a wide variety of business initiatives and priorities
• Outstanding oral and written communication skills with proven ability to present complex business problems to Senior Management
• Ability to develop and negotiate a variety of customer focused programs leveraging different financial models
• Ability to create new and innovative models to drive business
• Bachelor's Degree and MBA preferred