Senior Analyst, Commercial Innovation & Strategy

This is a Full Time Job

The role will be a key member of the Commercial Innovation and Strategy Team. The primary responsibility is contributing and developing new/evolved knowledge and new/improved business models through category and business intelligence that supports long term and short term business goals and for developing SPHE strategic positioning to maximize gross profit and market share.
Robust commercial planning and insights drive innovative initiatives that are fundamental to SPHE success. The focus is to deliver growth & sustainable solutions in fast developing or evolving mature markets and be #1 with customers through alignment with the retailer.
SCOPE:

The Domestic Commercial Innovation and Strategy team is based in the US and will have exposure to Senior Management across SPHE, SPE and the Sony Sister Companies. The role will work with the VP Global Commercial Planning & ED/VP Commercial Innovation & Strategy to deliver frameworks, process models, guidelines through both category presentations and strategy recommendation and also trial and application to the following areas: Optimization of Product, Format, markets, retailers, consumer and shopper.
Specifically, this role will focus on optimization of Product through catalogue and Format via BD transition.
On a broader level, the role will be contribute to developing frameworks for commercial levers that will drive SPHE increase in gross profit and market share. This includes establishing and managing price bands, develop and evaluate windowing strategies, evaluate new and emerging technologies and business models (e.g. the digital arms of traditional retailers) and optimum business model mix in an increasingly fragmented Home Entertainment Eco System.

Global Commercial Strategy, Continuous Improvement and Application to CATALOGUE
Global Strategy:

Make our titles work harder (increase ave. sales velocity per SKU) at all PLC’s
Increase the number of SONY titles that contribute to the top 80% of Market Sales
Helping to maximize and manage pricing bands across product portfolio and PLC


Global Commercial Outputs:

Industry and SONY Perennial & Core Catalogue list refresh and supported by PLC review/ summary/ Insights/ Implications – (QTRLY)
Application of Commercial Framework in initial tiering of Catalog titles – (QTRLY REFRESH & MNTHLY REVIEW)
Develop ongoing price reviews, guidelines, industry benchmarking and recommendations with consideration to catalog product tier and PLC
PLC Strategy review & industry benchmarking to recommend counter programming considerations & Meet and Exceed strategies
Develop, scope and build BI tools to help drive meaningful segmentation of product and monitor the catalogue PLC landscape
Decision making support for catalogue streaming deals (licensed and sub-licensed products) via the application of the product framework
Decision support and strategy development for SONY Franchise (includes both Theatrical and TV Franchise) – (QTRLY)


Global Commercial Strategy, Innovation and Application to PHYSICAL FORMAT TRANSITION
Global Strategy:

SONY trade and consumer positioning as leaders in BD
Align SONY release, SKU and Channel strategies with the Adoption Curve and application of the Commercial Framework
Make our titles work harder (increase ave. sales velocity per SKU) at all PLC’s
Manage, monitor and review price parity strategy of BD – DVD format


Global Commercial Outputs:

Develop, continuous review of BD Product Tiering Guidelines (QTRLY, BI-ANNUAL)
Application of Commercial Framework to BD Product Tiering (MTHLY)
Price Parity tracking across BD including breakdown by PLC review/ summary/ Insights/ Implications – (QTRLY)
BD Format Strategy review (BIANNUAL) including BD New release, BD Combo (9Wks+), BD Re-releases/catalog
Decision support for BD SKU strategy (single or combined) via application of BR tiering structure, adoption tracking and product framework (ADHOC)


Project Work – Commercial Planning, Innovation, Decision Support & Global Application
Contribute to and support the development of commercial strategies / innovation through:

Developing category intelligence & industry trend monitors (with Reporting & Analysis Team) to provide insight, implication, recommendation & benchmarking
Presentation development, work-shopping, meetings and inter-department socialisation of concepts
Framework drafting and development
Identify and cultivate process efficiencies to drive continuous improvement , financial analysis & monitor for investment guidance (Margin Direction), develop tools to prioritize commercial initiatives and investments based on profitability
Where projects lead to innovation and a sustainable process improvement, to incorporate this into the regular outputs of the CSI department OR communicated across functional teams

Key Areas Driving Project Work:

“New & Emerging” - evaluation of business models, commercial technologies and the digital arms of traditional retailers
“ Commercial Levers” - Provide decision support e.g., pricing guidelines, window guidelines, format strategic planning, emerging channels or adoption of new technologies
“Product Optimization” - Support establishment and management of price bands across a title portfolio, lifecycle, and formats (DVD, BD, digital).
“Business Model Mix” - Develop and manage detailed financial models to drive business model mix strategy for sell-through/rental and digital/physical.
“Shopper & Consumer Insights” - Work with Marketing Insights team to align data: commercial framework alignment, relevance and practical application of data to support SPHE strategy formation & BPI Teams


Measurements & Outcomes:

Fact-based commercial decision making
Innovative well-defined commercial plans and strategies, performance tracking dashboard and business tools in place each quarter
Enhancements to process delivered monthly. Continual review of efficiency

Skills Requirements:

Strong business strategy development skills and experience including:

Demonstrated experience in qualitative and quantitative analysis with strong modeling and forecasting skills
Proven ability to analyze potentially disparate data sets/points and extract key insights and solutions
Highly accurate and methodical approach to recommendations with excellent presentation skills.
Detail oriented, excellent written and verbal communication skills and ability to interface effectively at all levels of the organization




Proven self starter and independent problem-solving ability
Excellent time management skills with ability to handle multiple priorities in a tight deadline environment
Keen sense of ‘process’ & entrepreneurial approach
Must be a team player willing to help out all members of the group
Extensive experience with Microsoft Office programs – Excel, Word, Powerpoint and Business Objects


Abilities Requirements:

Travel as required.
Ability to learn on the fly


Differentiating Capabilities:

Data interpretation: Insights and Implications
Execution and Activation: Insights to actions
Retailer Alignment: Delivering solutions through a gatekeeper
Customer Support: decision support

Knowledge Requirements:

Minimum 3-4 years experience in strategic planning/business development capacity within a media or fast moving consumer goods (FMCG) company and/or strategy consulting experience
Experience with and good working knowledge of home entertainment and/or retail trade environment preferred

REQUIRED EXPERIENCE
Knowledge Requirements:
Minimum 3-4 years experience in strategic planning/business development capacity within a media or fast moving consumer goods (FMCG) company and/or strategy consulting experience
Experience with and good working knowledge of home entertainment and/o