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DIRECTOR, U.S. DISTRIBUTION

Culver City , California

REQ ID JR20-10463 Apply View Saved Jobs

DIRECTOR, U.S. DISTRIBUTION

SONY PICTURES TELEVISION

The primary responsibilities of the Director, U.S. Distribution include strategically representing SPE's library of television shows and features to Cable, SVOD and AVOD services across the U.S., growing existing business and generating new business.  The position will report to the SVP, U.S. Distribution. 

RESPONSIBILITIES:

  • Represent SPE's library of TV Series and Features:
  • Develop a working knowledge of the TV shows and features available for licensing to services
  • Collaborate with senior management, distribution teammates and partners in sales support (e.g., sales planning, business affairs, marketing, research) with a high level of autonomy to develop general and customized solutions for clients 
  • Create strong relationships with clients and understand their needs
  • Present program licensing opportunities to clients, negotiate and close deals
  • Analyze deal terms including title availability, license fees, subscriber projections, historic comps, rights grants
  • Review time sensitive avail lists across all distribution teams specifically for conflicts and overlaps
  • Develop sales materials, plan pitches and draft offers utilizing a working knowledge of the content
  • Manage client support services to ensure client needs are met
  • Grow existing accounts through targeted offerings:
    • Expand the number of deals with these clients, especially with respect to TV series and new business models
    • Demonstrate increased value and optimized terms for each deal
    • Maximize license fees for individual products
  • Create new business opportunities:
    • Strategically pursue and win new, key accounts
    • Maximize the value of the library by selling less frequently licensed product
    • Be creative with the breadth and depth of the library to develop customized presentations for genre-based and niche offerings
    • Lead or co-lead some aspects of deal negotiations for emerging services and accounts
    • Assume a more prominent role in day-to-day account management and demonstrate an ability to be the first line of response on new client matters with increased independence
  • Collaborate with TVOD/EST distribution teams on title-specific distribution strategies as well as coordination on accounts that span both lines of business
  • Demonstrate the ability to manage a heavy deal and account management flow while remaining in sync with group leads on prioritization
  • Know the competitive marketplace across traditional and emerging content distribution models in order to provide actionable strategic recommendations to group leaders and senior management
  • Collaborate with research and analytics teams to proactively leverage data as a means of identifying new sales opportunities and optimizing revenue from existing accounts
  • Stay current with industry trends and SPE priorities
  • Must be comfortable developing and maintaining strong client relationships

REQUIREMENTS:

  • High content IQ -- the candidate must know the pay TV/SVOD/AVOD & OTT platform landscape be an avid TV and film watcher (familiar with both current and past shows and film library)
  • 5 to 8 years of sales experience with proven ability to generate new business
  • Results-driven with strong customer focus and relationship management
  • Experience leading the lifecycle of deal from pitch to execution in different media
  • Key knowledge of digital rights and the interplay between evolving business models across different media
  • Advanced sales negotiation and problem-solving skills
  • Experience in cold-calling/developing new business
  • Ability to work both independently and as part of a team
  • Ability to think strategically
  • Experience in analysis; strong analytical skills
  • Strong communication, presentation and interpersonal skills
  • Detail oriented
  • Motivated self-starter with experience working with both start-up and established businesses
  • Experience working on multiple, prospective deals with the ability to prioritize appropriately
  • Ability to quickly learn and utilize SPT’s various content and rights management systems
  • Experience in exploring new business models/ developing term sheets/ understanding rights
  • Experience in digital content exhibition, technologies and platforms

*Sony Pictures Entertainment is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, age, sexual orientation, gender identity, or other protected characteristics.

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