Defining LAM Digital Strategy across Electronic Sell Through (EST) and Video On Demand (VOD)
Gather detailed understanding of key dynamics in the marketplace
Build a thorough understanding of Digital customer needs and key levers to achieve SPE (Sony Pictures Entertainment) objectives
Work in collaboration with LA digital teams with respect to new digital transactional opportunities in LAM and defining market and account strategies
Serve as SPHE (Sony Pictures Home Entertainment) focal point of activity and communication on LAM within SPHE, other divisions across SPE and with digital partners
Responsible for achieving LAM digital revenue targets (New Media and Residential VOD)
Generate and implement strategic/tactic Account Development Plans and Joint Business Plans with digital accounts to meet or exceed targets at account and title levels
Drive the implementation of digital promotions and trade activities, developing joint plans with accounts and agreeing guidelines for execution
Support TDAM (Territory Digital Account Manager) in daily management of LAM business and both short and long term strategy
Ensure local sales teams aware of TDAM Guidelines and global best practices
Work with the marketing, sales and commercial teams to help determine product range, promotional price offers and placement that maximize SPE transactional digital sales with each account
Aid and assist in defining key promotional and merchandising requirements for key accounts in the territories, and monitor account performance
Negotiate LAM licensing deals with digital partners working with VP Digital, Legal, Business Affairs, Client Services Direct and dotted line reports from one LAM TDAM
Define professionals goals and personal development objectives
Offer strategic direction, account support and personal guidance to achieve goals
Provide 1-to-1 support with weekly calls, daily communication and regular reviews
Account Manager for Pan Regional Accounts (eg DirecTV, DLA)
Facilitate marketing, merchandising, promotions and sales initiatives aimed at maximizing revenue
Create customer plans for important accounts including strong release plans for key FY16 titles
Make sure long-term catalog and promotional plans exist for major EST partners
Develop Early EST and premium release plans in critical markets
Institute aggressive tactics in Mexico and key LAM markets
Clear plan to hit iTunes budget and stretch targets
Identify and implement key innovations, including:
Aggressive release and windowing strategies
Adoption of RVOD EST
Launch of TV EST
Expand EST title counts where possible
Extend VOD windows where possible
Track performance against revenue targets across territories, customers, titles and formats
Liaising with Sony Pictures Television for Residential VOD revenue collection
Identify customer and market trends, challenges and opportunities
Use monthly worldwide reporting to track financial reporting and identify gaps/issues
Recommend actions to increase sales, improve margins and increase share of client’s business
Develop and maintain strong relationships with digital licensees, SPHE departments and other divisions across SPE
Desired Skills and Experience
Key Skills and Experience:
Fluent Spanish speaker. Portuguese an advantage
Typically 2+ years in digital distribution
Typically 5 years in sales, marketing, or commercials with some or all of that experience in a digital-specific business
Experience gained in digital content distribution within a digital, Home Entertainment, content licensing or other company engaging in digital licensing
A high standard in influencing and interpersonal skills, in order to build and develop strong client and internal relationships
Excellent communication and presentation skills
Knowledge of and interest in existing digital entertainment businesses, usage models, and future offerings
Travel as required
Strong capability for planning & analysis allied to the account strategy
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