Senior Sales Manager, CEE & Africa

This is an office-based role. 4 days working in the Hammersmith, London office with 1 day working from home (Monday or Friday).

This is a 12m FTC role.

Areas of responsibility:

• Manage the sales and distribution of the full portfolio with a heightened focus on US scripted series and studio features films across Currents and Library content across broadcast and on demand windows in Africa and CEE

• On an ongoing basis creatively tailor sales pitches and sales initiatives to license all content categories across the portfolio to market via direct licensing. Strategies must effectively window content, pace content exposure, and strategically secure and grow on going revenue streams and opportunities 

• Monitor the marketplace for changes that affect sales activities, both directly and indirectly; Identify and create new opportunities for sales as a result of new entrants, emerging markets, changing technology and/or delivery systems    

• Regularly provide distribution updates and market intelligence, including updates for SVP and Country Manager.  Actively maintain a clear understanding of commercial value and impact of new licensing rights.  Actively maintain an understanding of clients’ KPIs, success and challenges  

• Work closely with Director to review deals and the negotiations receive input and guidance 

• Timely feedback to content revenue forecasts, budgets and 5 Year planning    

• Constantly work to improve licensing terms and fees across the content portfolio and expand client base  

• Perform other related duties as requested by management the Director and SVP.

Manage Sales Manager and Senior Sales and Deal Management Executive:

• Collaborate with the Director to establish clear, ambitious sales targets for the Sales Manager and Senior Sales Executive

• Monitor progress and ensure consistent alignment with business objectives, driving performance to meet or exceed agreed goals

• Provide regular, constructive feedback to support individual and team development

• Manage workloads maintaining accountability and driving continuous improvement. 

Manage relationships with clients in the Territory:

• Sustain and develop strong relationships with established and nascent clients through appropriate levels of regular client contact - communicate regularly with the client e.g. gather market intelligence, keep client up-to-date on Disney content; stay across client’s KPIs and activities 

• Escalate and work with Sales Director to manage complex rights, business, security and payment issues with the support of Finance and Legal executives   

• Inform customers of upcoming Disney corporate events, product programs and services;  

• Follow up with clients on requests and series launches and key feature film premieres or scheduling (holidays)   

• Navigate solutions to contract/distribution issues as they arise in a timely manner and escalate as necessary   

• Together with Sales Director and marketing team, orchestrate with clients’ content launches and scheduling that maximize ratings and promotional opportunities.  

Provide expert sales advice about country within Territory (markets, customers, product profitability etc.):

• Provide expert advice to Director, Country Manager, and the rest of the Executive team about content and clients as required for the Territory  

• Support the Director, SVP and Country Manager in identifying and driving strategic initiatives and ensuring alignment with regional and global objectives in Africa and CEE  

• Use product knowledge and understanding of past deals and experiences with the customer to identify / maximise package sales opportunities.  

Other General Activities:

• Work effectively with departmental colleagues & cross-functionally with members of the Territories  

• Absorbs additional client engagement from team members during key deal negotiations 

• Balances adhering to defined business processes with taking opportunities to improve business processes where possible  

• Shares and learns best practices with counterparts in other markets 

• Drives to continually develop knowledge of the product slate, media types & the territory environment (including customers & market dynamics)  

• Support cross department initiatives and ad hoc projects if required. 

Key Performance Indicators:

• Meeting stretching sales targets 

• Accountability for Customer Satisfaction 

• Growth of customers and depth of content licensed by clients 

• Integrated approach to deal planning and negotiations that also benefits the wider media business and, as appropriate, the wider company

• Ensure all direct reports consistently meet or exceed sales targets and maintain high overall performance.