Reporting into the VP, Digital Distribution - Nordics & Benelux, 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 Benelux region. This position is a fixed-term contract covering a maternity leave.

The Territory Digital Account Manager is 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, execute and communicate the sales strategy alongside the VP, with direct responsibility for performance of Sony digital transactional products and business.  In addition, this role will both manage and provide commercial oversight as appropriate for contractual and deal negotiations with accounts under management, aligning with and informing other local / regional / global strategies. Finally, this individual will partner with other SPE groups to create synergies and gains across the organization that enable the larger SPE organization to achieve its goals.

What you'll do:

SALES / STRATEGY

• Work closely with the Business Planning & Insights team to further grow understanding of digital consumer and market dynamics as well as analysing and forecasting performance to assist the Director of Digital Sales in identifying and implementing strategic initiatives.
• P&L responsibility for several digital transactional accounts across New Release, Library, and TV
• Work with VP, Head of HE to create plans to meet or exceed gross profit target and execute on commercial priorities
• Work with the 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 organizational impact/resources required to execute 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 organization to optimize sales
• Responsible for the creation of presentation materials for account meetings (working with marketing, research and analytics teams)
• Develop a thorough 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 identify opportunities and be able to react quickly and efficiently to maximize 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 up-to-date and are being appropriately managed and serviced
• Partner with support functions to conduct thorough deal-related analysis to drive optimal 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

• Thorough knowledge of client strategies, priorities, and financial performance
• Thorough 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
• Optimize 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 VP, Head of HE, 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 and share learning and best practices across the region

PROCESS IMPROVEMENT / PROJECT MANAGEMENT

• Initiate and manage 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 have:

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 the contractual landscape around transactional digital customers

Skills / Abilities: 

• Ability to navigate and find opportunities within the complex TVOD/SVOD/AVOD space
• Ability to effectively pivot competing priorities and provide clarity and direction to internal and external stakeholders
• Excellent communication, negotiation and presentation skills
• Detail-oriented individual who can handle multiple projects simultaneously while meeting deadlines
• Ability to apply financial discipline and a data-driven approach in all areas of the business
• Ability to build relationships with studio and key retail partners
• Ability to function in a team setting and contribute to overall goals in a positive manner 

Expectations:

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

Minimum Requirements:

• Ideally, Degree level education
• Typically, 6+ years of industry experience within the Media industry; preferred in digital video distribution
• Prior experience working in a contract-based retail business
• Passion for film and entertainment

If you require any reasonable adjustments with any part of the recruitment process, including the application or interview process, please contact us at uk_-_peopleandorganisation@spe.sony.com. Please put Reasonable Adjustment Request in the subject line of the email.

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).

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