Key Account Manager, Digital

Sony Pictures Entertainment (SPE), is one of the entertainment industry's leading content providers, producing, distributing and carrying programming worldwide in every genre and for every platform. In addition to managing one of the industry's largest libraries of award-winning feature films, television shows and formats, SPE is home to a thriving global content business, operating a robust portfolio of wholly owned and joint-venture production companies across the U.S., Europe, Latin America, and Asia Pacific, as well as linear and digital channels around the world.

This distribution division of Sony Pictures Entertainment Canada (SPEC) is made up of Sony Pictures Television and Sony Pictures Home Entertainment Digital and Physical businesses. Sony Pictures Digital Distribution group is responsible for driving transactional digital film and television revenue (EST/VOD) for SPEC's portfolio of feature film and television content across Canadian digital retailers.

The Sony Pictures Entertainment's (SPE) Canadian Digital Distribution group is looking for a Key Account Manager to help cover a parental leave for up to 18 months. This role will focus on transactional home entertainment account management and business planning. and

SCOPE:

The Key Account Manager, Digital is a core role for the SPE's Canadian team. This employee reports to the Executive Director, Digital Distribution. They will manage national digital retail accounts, manage select processes that are national in scope, and are central to the success of SPE's key objectives of growing ownership and rental of our major motion pictures and television product.

This role includes aspects of sales, strategic planning, and marketing, and the Key Account Manager must demonstrate well-balanced skills in communication, strategy, analytics, as well as strong interpersonal skills that foster strong customer relationships and efficient internal coordination. This includes owning the P&L, account strategy, and planning process, pursuing an insight-driven approach to engaging and challenging our partners to ensure we are putting the end consumer at the core of our agreed initiatives. This team member will be very data-savvy, demonstrating the ability to identify consumer trends and create account specific-plans based on key consumer insights and customer sales data.

Core Responsibilities

The job's most important functions and responsibilities and percentage of time.

What is done? Why? and When?

Business Planning & Development

• Work with Executive Director, Digital Distribution and accounts on building/implementing rolling fiscal year business plans, planning new release activations, and developing special initiatives to meet/exceed sales targets
• Regularly monitor performance, update forecasts, and recommend action as appropriate to improve sales, margin, and share of customer business
• Through interaction with accounts, study and understand respective account strategies, needs, and opportunities, and incorporate those into internal plans
• Monitor and track market and competitive activity/developments, building in-depth knowledge of the digital media space and refining SPE's strategy accordingly
• Develop and implement new business models and/or retail solutions to increase the number of consumer touch points
• Manages internal processes relating to setting up and tracking performance of key new release titles

Digital Account Management

• Manage the overall day-to-day relationship and regular meetings with clients to maximize SPE's digital sales within each account
• Negotiate best possible placement/merchandising of key new releases and promotions on customer platforms
• Track and confirm customer execution, title placement, and sales performance
• Oversee digital catalog pricing/promotional strategy for each account
• Review and submit for each account's promotional calendar, ensuring activities are well-executed
• Review post-mortems to gain insights to understand areas of over/under-performance and improve on-going strategy
• As appropriate, build and conduct regular product presentations and business reviews with key accounts

Internal Collaboration

• Be the internal point of contact for all customer-related queries; coordinate with Operations, Finance, Marketing, and Sales Planning teams to deliver excellent overall customer service
• Work closely with the Marketing teams to ensure approvals/support for specific customer-focused marketing activities
• Ensure operational efficiency with support teams internally and externally, ensuring delivery and pricing are correctly executed
• Maintain regular contact with LA head office as well as other territory account managers to apply relevant international best practices to the Canadian market
• Maintain regular contact SPECony TV Distribution teams to define market strategies, confirm rights, and keep all divisions aware of relevant activities in the market
• Develop a full understanding of, and align with, Sony governance and standard working practices, strategies & objectives
• Demonstrate and promote SPE values

Experience:

• Minimum three years account management experience.
• Typically 3-5 years in sales.

Knowledge, Skills and Abilities

Knowledge

• 3-5 years working in entertainment, digital media, consumer goods, strategic planning or management consulting
• Experience in customer-facing situations or retail environment
• Demonstrable knowledge and interest in the digital media landscape and technology
• Passion for film and television content
• Familiarity with entertainment business models
• Understanding of general marketing strategy required
• Knowledge in finance and economics a plus

Skills

• Communication
• Excellent communication skills, including presentation development and delivery
• Ability to communicate clearly and concisely with all levels of management
• Comfortable and adept in negotiations
• Analytical/Strategic
• Demonstrable analytical and mathematical skills
• Ability to think strategically at a high-level, and drill down into tactics
• Highly proficient with MS Excel
• Organizational/Interpersonal
• A high standard in influencing and interpersonal skills to build and develop strong client relationships
• Excellent teamwork and cross-functional skills
• Able to effectively influence process improvement, analysis, and innovation
• Work ethic
• Effective project management skills with the ability to handle multiple tasks and to prioritize successfully
• Self-motivated and dedicated to performing above expectations

Abilities

• Strong capability for planning & analysis allied to the vision to consider wider business, category and market issues
• Be comfortable with ambiguity in a dynamic, changing, commercial environment
• Demonstrate true learning agility
• Understanding the importance of team culture & values.
• Act collaboratively at all times and build successful partner relationships.

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