Director, Sales - Sony Pictures Classics

Sony Pictures Classics is seeking a Director of Sales reporting to the Executive Vice President of Sales. The Director will be responsible for overseeing the Sales function across the U.S., ensuring all titles are booked in all markets.

RESPONSIBILITIES:

• Strategize with Manager, Sales, EVP Sales and Co-Presidents on how to optimize sales revenue for a new release. This requires knowledge of the independent film product & industry, it’s target audience & demographics, competition and recent and/or anticipated market trends.
• Based on knowledge of the salability of the film, the Director must establish a targeted scope of distribution so as to maximize potential sales revenue. For example, should projected salability not be very high for a particular film, it is the Director’s responsibility to recognize this and adopt a “hit and run” sales strategy, meaning secure a high number of screening for a short window of time.
• Engage in sales negotiations with theatre exhibitors, which involves setting the terms and conditions (ideally at the high end of established industry-wide parameters), for licensing each particular film to theatre circuits/owners.
• Along with Manager, Sales and Exhibitor Relations Coordinator determine the need for screenings and/or trailers and where they will be most effective. Recommend (to the EVP Sales for final approval) trailer placement to particular theatres based on knowledge of a particular film, the target audience, demographics of the region and competition present in that market.
• Re-negotiate terms with exhibitors should the film not do as well as expected in order to maintain strong client relationships and maximize future sales potential.
• Create sales strategies for repertory product along with Manager, Non-Theatrical Sales (SPC holds film distribution licenses for 15 yrs on all releases). Maximize potential sales revenue by creatively targeting older films in new, innovative ways.
• Director, Sales is also responsible for the day-to-day management and performance for three direct reports: Manager, Sales, Exhibitor Relations Coordinator, Sales Coordinator. This includes assignment and prioritization of workload; approval of requests for vacation; staff development; resolution of staff performance issues and disciplinary action; writing and delivering annual performance appraisals, as well as sales related strategy and issues
• When EVP, Sales is not available write Weekend Box Office Report and to others within the Company. Report weekend grosses to the trades.

REQUIREMENTS:

Experience & Education:

• 12-15 years theatrical sales experience required.

Skills & Competencies:

• Extensive experience in film distribution and dealing with exhibitors
• Knowledge of theatres nationwide
• Excellent computer skills - Microsoft Office
• Strong communication, interpersonal and organizational and multi-tasking skills
• Excellent negotiating and dispute resolution skills
• Ability to performance manage staff members
• Ability to identify work priorities and requirements up-front and manage workflow
• Must have the ability to work independently and think strategically
• Skill in establishing on-going relationships of trust and understanding
• Must possess strong service orientation, attention to detail, strong teamwork skills, the ability to work on several tasks concurrently
• Must be flexible and able to adapt quickly to changing needs