Vice President, Sales Pricing Strategy
FOX Sports
New York, NYThis was removed by the employer on 8/9/2017 11:04:00 AM PST
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Full Time Job
The Vice President of Sales Pricing Strategy for Home Team Sports (HTS) will be a seasoned Network & Broadcast negotiator who will oversee a group of two Directors in charge of establishing a centralized HTS pricing, planning, and negotiation workflow. The Vice President will utilize a variety of data points provided by (his/her) Directors to establish KPIs and to help formulate, organize, and deploy a comprehensive pricing and planning sales model. The position will also provide oversight and direction to Account Executives and Sales Planners in development and submission of uniform HTS sales proposals by centralizing a myriad of data sets, resulting in clear insight on pricing, planning and an efficient sales strategy (initially for the Network marketplace and eventually scaling for all pricing). The new workflow will maximize revenue and yield optimization through a one-stop, upfront, centralized negotiation strategy with the Fox Regional Sports Networks (RSN) groups, reducing redundant and repetitive rate negotiations with the same RSNs on a daily and hourly basis.
The end goal is for HTS to gain greater workflow and revenue efficiencies and to achieve greater leverage in rate negotiations both internally (with the RSNs) and externally (with the ad community at-large). Beyond maximizing revenue yields, the topline goal for this position is to enable the HTS sales team to better focus on prospecting and developing new business.
Responsibilities:
• Manage P&S team in establishing program rating and pricing requirements for HTS proposals.
• Direct P&S team to create, manage and maintain ongoing HTS Ad Sales rate cards based on fluid RSN, AE, and Research feedback.
• Communicate, educate, and work with HTS AEs and Planners in building relevant sales and sponsorship packages based on ongoing audience deliveries, and market conditions.
• Communicate, negotiate rates and rating estimates with RSN sales management based on ongoing audience deliveries and market conditions.
• Direct P&S team in the management/analysis of Wide Orbit and Nielsen data for HTS Sales.
• Collaborate with Research and Senior HTS Management in establishing ratings and pricing strategies by sport, program type and sales category (Spot, Bundled, and Unwired).
• Identify opportunities and challenges uncovered through analysis of data.
• Direct, develop and establish tangible, track-able, and trend-able HTS sales KPIs.
• Develop new and oversee ongoing rate and ratings management reports.
• Provide tools (e.g., reports, ideation, and recommendation) for sales management to further assess strategy and tactics to reach and exceed revenue goals.
• Assist SVP of Sales & Business Operations in developing institutional HTS workflows, protocols, and procedures; RSN and Agency based proposal system designs, and tracking rates and estimates.
• Assist SVP of Sales & Business Operations in developing process and procedure requirements for Sales Planners and Account Executives in proposal builds and submission workflows.
• Help educate internal (HTS sales personnel) and external (RSN Sales Management and Key Agency and account contacts) on rate and rating efficiencies.
• Formulate and recommend changes to sales strategy and tactics to maximize revenue (e.g., all plans must be uniform in rate and ratings delivery based on specified flight parameters).
• Review key data points and KPIs (e.g. pro forma for potential sponsorship packages by sport and RSN). Recommend opportunities for enhancement.
• Discuss and provide feedback regarding important workflow issues impacting revenue and implement operational directives as set forth by SVP of Sales & Business Operations (e.g. Strata, Wide Orbit and other relevant systems).
• Provide rationale on significant markets/teams; conditions, changes, and variances for weekly Ad Sales pacing and YOY trending and reporting.
• Inform, educate, and negotiate critical rate and rating measurements with key RSN Sales Management (regarding RSN rate and rating positioning relative to Network market conditions).
• Discuss established rate and ratings guidelines and provide feedback for developing sales packages.
Qualifications:
• BS or BA required, MBA preferred.
• Minimum of 8 years of Media Negotiation experience and experience in the following competencies: Management, Research, Business Analytics, and/or Advertising Media Sales.
• Excellent communication skills both written and verbal, as well as superlative presentation skills.
• Strong practical mathematical and analytical skills.
• Excel proficiency required, with significant experience with Sales systems both operational and strategic components preferred.
• Management experience with leadership ability, superior analytical skills, critical thinking, ability to distill complicated detail into digestible and actionable summaries; experienced dealing with senior management.
Division Description
Home Team Sports (HTS) is a sales unit of FOX Sports that offers advertisers one-stop shopping for TV and digital media sponsorship of every MLB, NBA, and NHL home team in the U.S., reaching 90 million homes with its platforms. HTS also encompasses FOX Sports College Properties, which holds the multi-media rights for USC and the Los Angeles Memorial Coliseum, Michigan State, Auburn, San Diego State, Georgetown, Villanova and the BIG EAST Conference. HTS also has exclusive media rights in major college conferences and conference-owned television networks, including BTN, Pac-12 Networks, the ACC and Big 12. HTS is a complete sports solution featuring branded-content platforms, commercial and program production, events and custom brand integration in live local sports. All opportunities are available on a local, regional or national scale. HTS representation includes FOX Sports Regional Networks, Comcast Sports Net, ROOT SPORTS, YES, NESN, MASN, Altitude and others.
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.