The Manager, Commercial Partnerships is responsible for managing the day-to-day transactional digital business across their territories and supporting region wide business development projects.
This position coordinates strategic efforts and special projects including guiding partners in strategic digital initiatives, assisting in the budgeting and forecasting process and developing internal and external presentations for senior executives. They will work closely with the Distribution team in London, the local team in Hungary and Poland as well as the Worldwide Digital Distribution team in Los Angeles to ensure all digital activities are fully aligned with customer objectives and Sony Pictures Entertainment's (SPE) overall business strategies.
The role requires a combination of business acumen, relationship management and exceptional oral and written skills, coupled with analytical and light financial expertise and will have an intimate understanding of consumer and retail/platform landscapes. The ideal candidate will be delivery focused, hands-on and involved in the details of strategic projects as well as the day-to-day operations.
60% Territory Account Management
40% Day – to Day Account Management
Manage the overall day-to-day relationship with clients across assigned territories, prioritizing customer activities by account, primary duties include:
Negotiate the best possible promotional positioning for Sony content in the digital space based on market and partner characteristics and trends
Monitor trends in performance and be able to react quickly and positively to competition or market changes
Track content performance and respond accordingly
Allocate marketing funds (as available) and monitor ROI
Develop joint plans with accounts and agree to guidelines for execution, Coordinating with the Commercial, Marketing and Client Services teams
Work with the Commercial to determine appropriate programs, promotional prices and placement in order to maximize digital sales within each account
Conduct regular product presentations and business reviews for each account with support from Commercial and Marketing teams
Work closely with the local and regional Marketing teams to ensure approvals and support for specific customer focused marketing activities and account exclusive offer
Track and monitor what competing distributors are doing and what propositions are available within each market
Regularly audit and review internal, as well as market, pricing to make sure Sony product is best positioned to against competing models in the marketplace to maximize sustainable profits
Manage physical title release planning: managing disc profiles in conjunction with LA, reviewing and approving licensee promotion and marketing requests
Support in the Negotiation/ Re-negotiation of commercial terms with digital partners and physical licensee in conjunction with relevant commercial teams where relevant
Identify and secure new opportunities for revenue generation in the market through new partners, channels or business models.
Ensure partners are adhering to their contractual obligations (ie reporting and marketing commitment)
Business Management (10%)
Assist in setting revenue forecasts & targets for digital accounts in territory.
Provide regular updates and tracking on account and content performance with respect to budget
Work with the appropriate local and central teams to building the territory business plan
25% Business Development Projects
Seek new partners, business models and territories within the CEEMA region where revenues can be increased
Support ongoing business development activity
Provide commercial and technical solutions to drive successful implementation of revenue generating models
15% Multi-Territory Digital Support
Supporting Director, Commercial Partnerships, manage day-to-day EMEA Account management of global digital accounts (Google Play, Rakuten, PSN, Xbox) to add incremental value to Local activities
Manage EMEA multi-territory initiatives
Co-ordinate agenda and chair monthly calls with partners
Support in the create of business reviews
Co-ordinate promotional calendar planning and titles submission management
Qualifications and Experience Required
To be considered for this role you will typically have 5 years experience in a similar role within Entertainment (including Music & Games), Digital, Telco or fast moving consumer goods (FMCG).
You must also be able to demonstrate the following:
Good knowledge of customer management and challenges across the region are essential
Experience managing P&L’s and developing effective commercial strategies
Understanding of digital deal structures and emerging trends
Understanding of licensing models and how to drive opportunities through third parties
Complex project management
Creative approach to problem solving
Relationship management with a number of stakeholders in remote locations
Results orientated with solid analytical skills
Influencing and motivating indirect relationships
Expertise in commercial strategy development
Excellent communication and presentation skills
Passionate about innovation and creating unique solutions
MS Office Suite, Lotus Notes, Excel proficiency required
Ability to think strategically in a hectic, fast changing environment
Ability to identify and balance risk/opportunity trade-offs
Ability to manage multiple territories and relationships simultaneously
Ability to problem solve, influence decisions at a high level and drive change
Some travel required
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.
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).
* Sony Pictures - GBR - London