Senior Manager Sales Strategy, EMEA Region

This is a Full Time Job

Senior Manager Sales Strategy, EMEA Region

Please note that this role is based in the United Kingdom. In order to enable us to meet statutory and regulatory obligations of the United Kingdom immigration system you must have the appropriate immigration permission needed to work and reside in the United Kingdom.

Overview

Following the combination of Sony Pictures TV Distribution / Home Entertainment / Networks teams and the implementation of a Territory Management Structure, Sony Pictures Television is creating a sales strategy team to help support strategy, negotiation, deal structuring and decision making on a local level while ensuring coordination across pan regional and global client negotiations.

Reporting directly to the VP of Sales Strategy for EMEA and working closely with the Director of Sales Strategy for EMEA, this position is responsible for ensuring all regionally prioritized on-going licensing deals, projects and business development opportunities are fully reviewed, analyzed, synthesized and aligned to the regional/global policies and to Territory Heads goals and strategy.

The Senior Manager of Sales Strategy will work closely with the SPT Sales Planning team, Analytics team, Marketing team and Research team and will be supporting the creation of efficient models to compare proposals, generating insights from data, tracking rights granted and provide commercial evaluation of deals and new projects in a clear format that is easily digestible by management to support the entire negotiation process for each territory team and ultimately enable faster decision making. This role is pivotal to coordinate local and global decision making in the EMEA region.

Core Responsibilities of this role will include

Ability to synthesize information and data to drive effective and fast decision making
• One of the key responsibilities in this role will be the ability to be able to work across teams internally to scope and define appropriate inputs on a particular business challenge / deal / project (identified as priorities by the business), and then be able to filter and synthesize that information to provide management with the necessary summary information, analysis and background data that enables fast and accurate decision making and sales in a format that is easily digestible and usable.
• With exposure to multiple negotiations and specific challenges, the Senior Manager of Sales Strategy for EMEA will work with the Director and VP of Sales Strategy to apply a variety of solutions, strategies and initiatives that have been effective in in other similar situations across EMEA in order to provide supporting strategy, models, structure where appropriate for any given market or deal. This role will warrant the transfer and consideration of best practices across the region as they are being identified.
• Aggregate information in one place looking combining Current Products cycles with client deals renewal across line of distribution (Home Ent, Network, TVD, D2C).

Sales Strategy & Deal Structuring including Contract Review and Local Deal Support:
• The key focus of this role is to work with VP Sales Strategy and Director Sales Strategy to help and support local teams with sales strategy and deal structuring to drive valuable new opportunities, maximize revenue and to accelerate the sales process.
• Summarize key deal terms as part of the commercial evaluation of new deals and existing deal renewals and keep track of implemented precedents to serve as reference for best practices.
• Formulate and prepare presentations and summaries sharing precedents, best practices and recommendations for Senior management critical to the decision-making process.
• Help sales teams to prepare for negotiations bringing together inputs from other functions and teams as necessary.
• Being able to screen large volume of information and connect relevant insights to a particular situation and help the Sales team to construct a narrative that fits with the client's timeline and priorities.

Multi-Territory Negotiations:
• Support local sales team to provide existing global benchmarks when entering a negotiation with Global Players on a local level.
• Sharing information across teams as necessary to ensure alignment with global / multi territory deals.
• Regular updates to the business to aggregate all activities around the same client / product and map out opportunities from across the region.

Market Intelligence & New Business Models
• Have a good understanding and interest in local client trends, competition and development and share those with the local territory teams as appropriate, working with Analytics and Research teams to gather analysis and insights.
• Keep abreast of industry news and client's activities a various markets e.g. M&A, management changes, new product launch, new partnerships and anticipate the implications for any existing or future deals with SPE.
• Have a clear awareness and expertise in digital rights distribution and the trends emerging globally

Regional Sales cross Territory / Division analysis
• Working closely with the Director Sales Strategy for EMEA, and the Analytics Team to build a data base of deal history and precedents across the region
• Work closely with the local teams to proactively explore and understand client's behavior and identify opportunities for improving deal making.

Preferred Qualifications and/or Experience
• Typically, 5 years' experience in broad-based entertainment experience, including relevant knowledge and experience in supporting deal making and deal structuring.
• Experience providing in-house support in a major studio, television network and/or entertainment company is highly preferred.
• Degree is preferred
• Good analytical capabilities and good judgment, even when the situation is unclear, thinking ''out of the box'' and be able to bring creative solutions.
• Ability to pivot quickly and fluidly, think practically and be solution-oriented.
• Ability to add value to deal structuring and the thought process behind deal structuring.
• Ability to manage projects from beginning to completion, including managing multiple priorities.
• Able to work in a matrix team environment with colleagues from across territories and functions in a diplomatic and pragmatic way.

If you feel that you meet the above requirements we would love to hear from you! Please submit your Cover Letter and CV today in order to be considered for this position.

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 his or her race, age, creed, sexual orientation, colour, nationality, ethnic origin, disability, religion, gender, marital status or Trade Union membership (if applicable).

* Sony Pictures - GBR - London