Canada Sales Planning Manager

2 weeks ago

Toronto, Ontario, Canada Sony Pictures Entertainment, Inc. Full time

Role Summary:


The Canadian Sales Planning team seeks to maximize the contribution of SPE's products throughout their lifecycles and across different Medias.

The Manager of Sales Planning will support the Sales team in:

pre-sale generation of avail lists and windowing suggestions, analysis of product selection, pricing and inventory management during the negotiation stage; post-sale contract coordination and ongoing workflow and process implementation, among others.

The Manager of Sales Planning will also assist in workflows between Sales Planning, Legal, Materials Delivery Team, Finance, IT, and Home Office.


Core Responsibilities:

Inventory Management, Avails and Pricing

  • The sales planning team's fundamental function is to manage the licensing of SPE's extensive catalog of film and television product

Content licensees include:
Traditional forms of television such as Free TV, Basic Cable, premium Pay, Subscription streaming services, and today's growing AVOD/FAST services

  • Maximize studio revenue by strategically licensing across the full spectrum of content buyers and platforms

Valuation considerations include:
value of rights granted (linear exhibitions, time and breadth of availability on service, languages, and territories); exclusive vs. non-exclusive licensing, specifically valuation of rights withheld from future licensing opportunities; impact of licenses on other parts of the distribution business, including other Canadian TV customers (FTV, Cable/Pay, SVOD, AVOD), and direct-to-consumer transactional sales (VOD and EST)

  • Work closely with Sales team to analyze offers and recommend pricing for products and packages based on factors like historical data, competitive market rates, product performance, etc.
  • Avails reports include clienttailored avails lists, general product avails that go to numerous competing customers, and scheduled / adhoc avails MG and volume deals
  • Product research including asset information/servicing cost, music rights, residuals treatment, content protection requirements, etc.

Entry and managing rights/license terms and exclusivity:

  • Expeditious and accurate entry of all Canada Distribution deals across all media and languages (Free TV, Pay, SVOD, Basic Cable, AVOD, FAST, etc) into the rights management systems.
  • Interpret complex contractual payment terms and revenue avails. Includes entering deals into the financial system that have companywide impact and performing internal crosschecks to verify that each contract meets 100% accuracy.
  • Ensuring that all output or volume agreement commitments are satisfied according to agreement

Data Reporting, Preparation and Analytics:

  • Maintain a database of all avails, offers and pending deals, and incorporate into avails reports and overall offer analyses.
  • Blend massive datasets across a variety of systems, internal planning documents and 3rd party data, into allencompassing cohesive reports.
  • Manage dashboards that provide the planning team with realtime pricing recommendations, and historic comp and utilization data.
  • Relaying complicated rights and financial information to Sales, Legal and Finance in a concise and accurate manner.
  • Maintain trackers for AVOD/FAST clients' overages reports

Material Availability Liaison:

  • Liaison between Sales team and Materials Delivery Group on pending deals and material availability in the system.

System Knowledge/Testing:

  • Participation of Canadian testing within the rights and financial systems RPM and S2F. Must have detailed knowledge of the current functionality. Will assess all new functionality by running through test scripts to make sure that it does not break preexisting processes and behaves as designed.

Miscellaneous Projects and Deal Maintenance:

  • Adhoc reporting based on the needs of the various departments that we interact with and support; this will include pending deal reports and budget updates. Uploading all deal related correspondence and documents into the rights management system.

Job Requirements:

  • The minimum level of education, experience, specialized knowledge, or skills necessary to perform the duties of the job_.
  • Expert in Microsoft Excel (Pivot table, VLOOKUP's, IF statements, etc.), PowerPoint, and Microsoft Word
  • Ability to build and maintain complex Alteryx workflows
  • Must be detailoriented and comfortable working with large datasets
  • Excellent written and oral communication skills
  • Comfortable speaking up and reevaluating existing business practices
  • Demonstrated experience working in a fastpaced, highperforming team environment
  • Highly organized, ability to work under pressure, handle multiple projects and meet deadlines
  • Strong knowledge of television landscape and passion for TV series and movies
  • Sony Pictures Entertainment is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, v

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