Sony Pictures Networks - Head - Cable Sales - Distribution

About Sony Pictures Networks India (SPN) :

- Sony Pictures Networks India (SPN), is a subsidiary of Sony Corporation which owns and operates the Sony Entertainment network of television channels.

- SPN comprises 32 channels including Sony Entertainment Television (SET and SET HD), one of India's leading Hindi general entertainment television channels; MAX, India's premium Hindi movies and special events channel; MAX 2, another Hindi movie channel showcasing great India Cinema; MAX HD, a high definition Hindi movie channel airing premium quality films; WAH, the FTA channel for Hindi movies; SAB and SAB HD the family-oriented Hindi comedy entertainment channels; PAL, a genre leader in rural Hindi speaking markets (HSM) showcasing the best of Hindi general entertainment and Hindi movies from SPN's content library; PIX and PIX HD, the English movie channels; LePlex HD showing critically-acclaimed Hollywood films; AXN and AXN HD, the channels showcasing the best in Reality, Entertainment and Drama; Sony BBC Earth and Sony BBC Earth HD, the premium factual entertainment channels, Sony AATH, the Bangla entertainment channel; MIX a refreshing Hindi music channel; ROX HD, a channel for contemporary Hindi music; YAY!, the kids entertainment channel; Sports Network comprising 11 sports entertainment channels - SONY SIX, SONY SIX HD, SONY ESPN, SONY ESPN HD, SONY TEN 1,- SONY TEN 1 HD, SONY TEN 2, SONY TEN 2 HD, SONY TEN 3, SONY TEN 3 HD, SONY TEN GOLF HD; Sony, the Marathi general entertainment channel;- SonyLIV - the digital entertainment VOD platform, SPN Productions, the networks- film production arm and Sony Pictures Networks Distribution Pvt Ltd. (SPND) that distributes the networks television channels across different genres and languages through multiple content delivery platforms. SPN reaches out to over 700 million viewers in India and is available in 167 countries.

- The network is recognized as an employer of choice within and outside the media industry. SPN is a recipient of several awards, including the - Aon Best Employers India- Award in the 2017 edition in recognition of SPN's unique workplace culture and exceptional people practices, consistently ranking amongst India's Top 10 Companies with Best Health & Wellness Practices by SHRM & CGP Partners, listed by Working Mother & AVTAR as one of the 100 Best Companies for Women in India in 2017 and adjudged one of India's Great Mid-Size Workplaces for its distribution business by the Great Place To Work- Institute in the 2017 edition.

- Sony Pictures Networks India Private Limited is in its 23rd year of operations in India. Its subsidiaries include Sony Pictures Networks Distribution India Private Limited, MSM-Worldwide Factual Media Private Limited, MSM Discovery Private Limited, Taj Television (India) Private Limited, Aqua Holding Investments [Pvt.] Ltd., and Bangla Entertainment Private Limited.

Role Overview :

The position is responsible for maximizing Distribution revenue for the network in the area while ensuring appropriate reach of the network to its intended consumer base by devising and executing Distribution sales and marketing strategy effectively.

Position Details :

Position title : Head - Cable Sales (Distribution)

Designation : Head - Cable Sales (Distribution)

Function : Distribution

Sub-function : Distribution Cable Sales

Supervisor position : Head- Distribution Sales & Marketing

Grade : C

Location : Mumbai

POSITION INTERLINKAGES :

a. Within the organization

- Distribution Operations team

- Distribution Legal team

- Distribution Finance team

- Distribution Marketing team

- Distribution Business Intelligence team

- Channel Research Team

b. Outside the organization

- Distributors

- Vendors

POSITION SPECIFICATION :

Education : Post Graduate

Overall Experience : 12-15 years of experience in network distribution

Essential expertise : Should have worked in FMCG, Telecom markets

Desirable experience : PAN india experience in leading Sales Team (Channel Sales)

Key Responsibilities :

1. Executing Distribution sales strategy

- Analyze industry landscape, competitor activity, network growth plans, evolving distribution monetization models, TRAI norms etc. and develop the Distribution sales strategy for the Network with inputs from Head- Distribution & Sports and ensure its alignment with the overall organizational strategy

- Liaise with Channel Business Heads to ensure complete alignment between the distribution plan and channel strategy to ensure maximizing of the reach and revenue potential of each of the channels

- Review the allocated revenue and reach targets for the year and contracts which are up for renewal this year, and cascade targets to the team below on the basis of scope of the market

- Draft action plans to ensure achievement of the revenue budget at an overall and regional level and ensure execution of the same through rigorous monitoring

- Hold periodic reviews of team's achievement against target, identify gaps and provide support/ guidance to team members in order to ensure achievement of the overall target.

2. Driving sales revenues & ensuring reach of the network

- Lead the team during large deals with Large MSOs and support the team during renewal of other contracts if required to ensure achievement of the Distribution sales plan while also ensuring reach of the channel to intended consumers

- Track collections from each territory and intervene in case of any potential risk area

- Liaise with Channel Business Heads and work towards ensuring reach of the channel to the intended consumer base; work out deals with operators to acquire a favorable logical channel number/landing page at optimum cost levels

3. Driving Marketing activities for maximizing efforts

- Understand the requirements and need gap of different regions/ territories from the respective sales team

- Provide inputs to the Marketing team to create an effective trade marketing strategy to ensure fulfillment of the requirement

- Increase brand / channel / key events visibility across trade using different mediums

- Monitor trade activities review its effectiveness and provide support in order to meet business objectives

- Use Trade marketing as a trouble shooter in case of switch offs

4. Managing team performance

- Track team performance at an overall and individual level and team level and provide support/ guidance wherever required to ensure achievement of yearly plans

- Manage effective resource allocation across different teams, enhance the capability quotient of team members and drive higher team engagement through appropriate HR interventions

Critical Competencies for Success :

Behavioral :

- Ability to prioritize and cope with competing demands.

- Must be excited by and be able to navigate ambiguity.

- Passion for results and excellence.

- Must be able to get the job done by working collaboratively with others.

- Inquisitive and analytical mind; out-of-the-box thinking

- Open to travelling

- Needs to exhibit exceptional communication skills can ensure that key stakeholders within the company receive all relevant sales and customer information.

Technical :

- Aggressive Sales Techniques

- Dynamic, high-energy individual with proven organization and time management skills.

- Customer oriented person, with ability to meet or exceed company annual sales goals and to manage multiple priorities and work on various projects with different teams simultaneously with variable and flexible schedules.

- Proven track record of successfully handing large strategic accounts and sustaining the business over several years.

- Competent track record for Team Management.

- Flair for Consumer Marketing

- Insight and business acumen of the retail industry.

Other Personal Characteristics :

The role incumbent needs to have a balanced approach towards achievement of revenues vis-a-vis ensuring reach of the network to its intended audience. This is very critical to ensure that the total revenues for the network can be maximized.

The successful candidate must be bright, quick, and a team leader. Must have authenticity to establish quality relationships across the organization through the highest levels of professionalism, ethics and mutual respect. Personal traits which will make one an ideal candidate for the position are:

- Straightforward and professional

- Good communicator

- High energy, with an ability to motivate

- A do-it-yourself orientation, consistent with the company's - roll-up the-sleeves- culture

- Positive outlook with an ability to deal with ambiguity