Manager, Ad Sales (Pan Regional/Latin America and US Hispanic)

Overview:

Sony Pictures Entertainment (SPE) is a subsidiary of Tokyo-based Sony Corporation. SPE's global operations encompass motion picture production, acquisition, and distribution; television production, acquisition, and distribution; television networks; digital content creation and distribution; operation of studio facilities; and development of new entertainment products, services and technologies. SPE’s Motion Picture Group production organizations include Columbia Pictures, Sony Pictures Animation, Screen Gems, TriStar Pictures, 3000 Pictures, Stage 6 Films, AFFIRM Films, and Sony Pictures Classics. Sony Pictures Television (SPT) operates three complementary lines of business: 1) Distribution of SPE's feature films and television programming to television outlets around the world, 2) Local television production in key international markets, 3) International television networks and digital networks.

General Summary:

The Ad Sales Manager is responsible for revenue generation from assigned advertisers and agencies predominately based in Miami. The properties represented by SPT NETWORKS currently are Sony Channel, AXN and Sony Movie Channel as well as our complete digital portfolio. In terms of revenue generation, the Ad Sales Manager will work with the assigned team in seeking out new advertisers and proactively look to generate new revenues from these accounts, as well as, service current clients for Latam and US Hispanic. To be successful the Ad Sales Manager must be committed to increasing share of business from current clients in order to effectively accomplish or exceed budget objectives, as well as, driving new business. This person will be accountable for developing effective sales strategies and making sure of their implementation. In this role, the Ad Sales Manager will need to deliver versus departmental business objectives by ensuring that all efforts and propositions are strategically aligned with and capitalize on client objectives by finding effective and viable opportunities that can be effectively offered from the SPT NETWORKS portfolio of properties. Also, the Ad Sales Manager support is needed to proactively manage expectations so that it ensures’ success and leads to repeat business.

Key in this job function will be related to effectively communicating business expectations and client requirements while providing direction as to the fulfilling the requirements to accomplish established goals. The Ad Sales Manager will manage their business by focusing on account growth, by being attentive to opportunities that will lead to stronger and more profitable relationships and a satisfied client. They must provide alternative solutions to management on pending issues relative to client relationship, budget attainment, goals, and business opportunities.

The Ad Sales Manager will have a critical role in creating and maintaining a positive working environment and create a ‘winning’ attitude that regularly sets the bar is revenue results and innovation.

The Ad Sales Manager reports to the Vice President of Advertising Sales in Miami.

Responsibilities:

• Oversight and hands on involvement in the sales development activities leading revenue generation in accordance with Sales Objectives for the advertising sales team from all assigned advertisers and agencies, as well as, new business development for properties represented by SPT NETWORKS including digital properties and branded content opportunities focusing on the Miami Market (Pan Regional and US Hispanic).
• New business development identification of new prospects and active involvement in conversion to active SPT NETWORKS advertisers, as well as, proactive presentation of new and special opportunities (Original Programming, High Profile Promotions, Unique Franchise Sales, Digital Amplifications, Branded Content campaigns)
• Key client relationship development and relationship proactively manage the key advertiser/agency client relationships by building strong and trusting relationships with key constituencies
• Sales servicing and quality control provide oversight of all out going presentations and proposal to insure that they are in accordance with SPT NETWORKS objectives and accurately reflect the capabilities of channels
• Strategic sales planning and support share insights that are gained from their practical client insights that will aid in the development of new offers and propositions that will grow revenue and exploit the full leverage of the SPT NETWORKS portfolio properties and partnerships

Knowledge/Skills/Abilities:

• Thorough Understanding of the Ad Sales Environment: The Ad Sales Manager must have expert knowledge of the industry, including but not limited to, competitive networks and their programming, cable and satellite penetration throughout the region, competitive network rates and sales forces. Also they should be well versed in new technology and digital media that competes for potential ad spend along with monetizing and presenting branded content opportunities.
• Thorough Knowledge of the Sales Process: This area includes the ability to present, perform client needs analysis, handle objections, trial close, control the sales process, forecast accurately, implement time management strategies, make cold calls, and implement the necessary changes to their sales strategy in order to attain their budgets.
• Knowledge of Pan Regional Research: IBOPE/AGB quantitative ratings services, including share, HUT /PUT levels, trending, projections, CPM and GRP levels. TGI qualitative measurements service including indexing, product usage analysis, network comparisons and positioning and psychographic analysis.
• Thorough Knowledge of Agency/Client Prospects: This includes but is not limited to key players at agency and client. Key agency accounts. Client product characteristics, launches and marketing strategy, promotions. Key markets and budgets. Agency and client maintenance on traditional and new business. Pricing for share of business and maximum sales efficiency.
• Channel Knowledge: The Ad Sales Manager must have a solid command of the programming, marketing, promotional efforts and original production opportunities on all networks. They must understand channel positioning, target audience, distribution, competitive advantages and disadvantages. Feeds, product integration opportunities and audience composition. They must develop an effective working relationship with all departments including, marketing, research, traffic, production, accounting, programming, promotions and public relations.
• Managerial Aptitude Has critical thinking skills and a proven track record of working effectively in a team environment. Demonstrate leadership traits.

The candidate must have the following credentials:

• Media sales experience (Pan Regional LATAM and US Hispanic experience) with proven. skill/experience in both opening doors and closing deals.
• Strong interpersonal and presentation skills with an ability to demonstrate successes.
• Ability to work effectively in team environment.
• Ability to multitask and manage in an ever-changing business environment.
• Self-motivated individual who knows where to go to find answers to questions.
• Ability to prioritize effectively and efficiently with minimal supervision.
• Creativity and understanding of advertising industry.
• Proficient in Microsoft Office Programs.
• Strong numerical aptitude, understanding of P&L impact on business decision-making.
• Preferred bilingual (Spanish/English) with high proficiency in English both oral and written as well as cultural sensitivities.
• Some travel to the Latam is required (to visit clients and prospect key markets).

Experience: 7+ years of Sales and Entertainment industry experience

Education: Bachelor’s Degree

Sony Pictures Entertainment is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, age, sexual orientation, gender identity, or other protected characteristics.

SPE will consider qualified applicants with arrest or conviction records in accordance with applicable law.

To request an accommodation for purposes of participating in the hiring process, you may contact us at SPEAccommodationAssistance@spe.sony.com.