Manager, Digital Sales Planning - Digital Distribution
Sony Pictures
Culver City, CAThis was removed by the employer on 8/2/2021 8:53:00 AM PST
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Full Time Job
Manager, Digital Sales Planning - Digital Distribution
This position is part of the Sales Planning Department within the Home Entertainment Division. Sales Planning provides domestic US sales forecasting and budgeting, analytical insights and business strategies to both internal departments and external sales personnel related to the sell-through and rental of theatrical, direct-to-video and theatrical product via physical DVD, Blu-ray, and UHD/4K as well as Digital (New Media / Residential) product across a broad account base (physical retail, rental, online, digital, cable, satellite, telecommunication, hotel). The department is also instrumental in providing strategic analyses, reporting, and modeling related to account performance, product placement, and cost/benefit decisions in partnering with accounts as well as addressing other business related needs.
Sales Planning works closely with senior management and most functional departments including Sales, Marketing, Finance, IT, Reporting, Business Affairs, Data & Analytics, Consumer Insights, Operations, Demand Planning, Client Services, and Retail Operations.
The Manager of Digital, Sales Planning is responsible for supporting the Director of Sales Planning by providing sales analytics and financial models, in support of the organization's commercial goals. The individual will provide transactional and revenue forecasts, conduct critical sales and business analytics, integrating multiple data sources and providing an objective viewpoint and recommendations to the Sales Team. This role focuses on providing Sales Planning functional leadership, analytical, and technical support to the Digital business at the national & account levels. This role has 2 direct reports and reports to the Director of Digital Sales Planning.
MAJOR RESPONSIBILITY AREAS
1. Data Management & Analytics
• Analyze account data (Prime Video) and provide performance results on marketing programs along with insights and identify opportunities to grow revenue to the commercial team; ability to utilize data to create compelling stories
• Responsible for reconciling retailer reports from Video Central and our internal warehouse system (Business Objects)
• Utilize account-level analytics to incorporate long range planning, recurring business reviews, seasonality trends relative to the industry
• Provide account-level and consolidated revenue and gross profit forecasting by title and product lifecycle
• Track Prime Video's monthly financial performance to ensure accurate rebate payments are made
• Partner with the sales team in managing promotional forecasting, title selection, pro-forma profitability, and other pre- and post-promotion analytical insights and recommendations
• Conduct account-level title assortment based on customer demographics, trends, and profitability; Profit and Loss (P&L) reporting is analyzed to assess account profitability against forecast and budget
• Provide financial modeling and supporting data to the Digital Sales Team during contract renewals to help support and influence decisions
• Ensure data integrity by proactively monitoring and striving to maintain high levels of quality, accuracy, and process consistency within Sales Planning
• Be the expert in digital data; understand data sources and nuances of each account
• Ability to work effectively within cross functional teams, proactively influence strategic decision making is a key skill
2. Sales Planning Processes & Tools
• Work with the Sales Planning Director to envision, develop, and manage Sales Planning core processes & tools in support of the account teams
• Assist in the creation of internal business planning tools to measure account performance against annual goals
• Ensure accuracy of business plans, forecasts, and outputs
• Support account teams with managing the business modeling process for annual contract renewals and retailer agreements
• Create templates and manage process around account P&Ls and post analysis to ensure consistent methodology across the business
3. Cross-Account Management
• Consolidate and aggregate data across all Digital Accounts to report on sales performance and provide actionable insights
• Manage sales reporting and analytics. Present results in a clear and concise format that support leadership in executing strategy
• Escalate key issues such as deviations in performance to the Director of Sales Planning and conduct detailed analytics to make appropriate recommendations
• Coordinate with Sales Planning Analysts to ensure delivery of sales performance reports to the leadership team in a timely manner
4. Industry, Market, and Ad hoc Analysis
• Knowledge of market performance and trends to influence future product and customer strategy
• Provide key insights on market & industry trends based on data analysis, modeling, and scenario planning
• Integrate market & industry knowledge and recommendations into day to day dialogue and decision-making process at national and account levels
• Provide additional ad hoc analysis based focus topics at various key internal and/or external meetings
Sales Planning Onboarding & Training
• Interview, hire, and on-board for Sales Planning Analyst positions
• Ensure completion of employee set-up (computer, phone, login, location)
• Develop and implement on-boarding plan for new hires and lead training on general business processes, national & accounts level processes, and tools & systems
• Collaborate with Sales Planning and account team leads to coach direct reports to create a focused plan for career growth both professional and personal development
QUALIFICATIONS
• Bachelor's Degree in Business Management, Finance, Economics, Statistics, or relevant field is strongly preferred
• A minimum of 4-6 years relevant experience is required. Experience within the entertainment/consumer goods industry collaborating with both internal and external sales and management teams is strongly preferred
• Prior work experience within a fast-paced sales environment is required
• Advanced knowledge with Microsoft Office applications particularly Excel (VLOOKUP, SUMIFS, INDEX MATCH, pivot tables and reporting) and PowerPoint
• Strong capability with Business Objects and or other BI analytics tools (Tableau, Alteryx)
• Demonstrated skills in defining problems, analyzing, and synthesizing data, drawing conclusions, and developing actionable recommendations for the business
• Strong interpersonal skills and ability to communicate effectively (both written and verbal) with varying levels of management and with external customers
• Strong presentation skills and ability to tell a story using data
• Prior experience collaborating cross-functionally with various teams and departments
• Ability to work independently and thoroughly through a fast paced, dynamic environment
• Excellent attention to detail and capability to prioritize workload to meet deadlines
*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
USA - Culver City - Akio Morita Building