VP, Disney DTC Pricing and Yield Management

Job Summary:

The VP, Disney DTC Pricing and Yield Management will support the Disney DTC Business Team and report to the SVP, Subscription Planning. This position will work very closely with a range of cross-functional leaders to provide senior-level analytical and strategic oversight of our pricing and yield management strategy globally. Tactically, the VP, Disney DTC Pricing and Yield Management will be critical in managing the Disney DTC annual pricing and promotional strategy, as well as aligning the optimal price points for all subscription products across the organization. This role requires developing a deep understanding of TWDC internal structure, business culture, and objectives while managing highly complex products and ambitious operating goals. This is a hands-on role, and the right candidate will bring significant experience in pricing, value for money analysis, supply and demand analytics, consulting, and execution, along with a clear understanding of the streaming business model and its positioning within the larger entertainment landscape.

Responsibilities:

Own pricing and yield management strategy

• Develop, maintain, and iterate on a robust pricing and yield management strategy to guide discussions on a working team and executive leadership level.
• Provide frameworks for thinking through pricing decisions rooted in historical Disney DTC data that can be relied upon in both granular and high-level contexts.
• Drive a qualitative and quantitative research agenda that can support pricing decisions for all markets.
• Design intuitive and easily digestible impact analyses for teams to contextualize the potential impact of changes in price.
• Create scenarios showing outcome probabilities for various pricing strategies, including impacts on subscriber metrics (signups, churn, engagement, etc).

Collaborate with cross-functional teams spanning Data, Finance, Operations, Insights and Strategy

• Partner with Data to develop a robust pricing model based on a range of inputs, including actuals, on a global basis; create easily digestible dashboards for teams to leverage for source of truth information and analyses; determine new sources of information and analyses as needed.
• Work closely with Finance to enable rapid and scalable scenario analysis of subscriber, revenue and operating income impacts of adjusting prices of subscription products.
• Provide strategic support to various teams in developing go-to-market and communications strategies for pricing and other promotional activities (e.g. winback offers, bundling).
• Collaborate with Insights and Strategy to translate customer survey data into customer reaction scenarios in the context of pricing options.
• Work with Regional teams to provide data-driven insight and advise on pricing decisions in the context of all business objectives.

Drive consensus on optimal pricing for all subscription products

• Leverage a data-driven approach to generate buy-in from cross-functional partners and regional stakeholders on the most optimal pricing for Disney globally.
• Strengthen the DTC organization’s ability to use willingness to pay and value for money indicators to support pricing decisions.
• Champion an “always learning” pricing function and incessantly monitor consumer sentiment and spending behavior on Disney DTC and other entertainment services.
• Highlight potential benefits or shortfalls of other monetization opportunities (e.g. advertising) with an emphasis on impacts to specific customer segments.
• Systematically analyze pricing impacts and refine models and prior assumptions considering real world data.

Basic Qualifications:

• Minimum of 12 years of progressive work experience with specific expertise in dynamic pricing and yield management.
• Experience in entertainment, media, technology, marketing, or related disciplines.
• Exposure to people and organizations rooted in data, data engineering, and analytics.
• Expertise in exploratory data analysis, advanced reporting, data modeling and visualizations to serve the dual purpose of driving decision making and delivering fact-based actionable recommendations.
• Excellent written and oral communication skills across all levels and audiences.
• Strong interpersonal skills and proven ability to build relationships, influence decisions and drive results through internal partnerships at all levels.
• Ability to expertly field both internal and external business requests and manage changing priorities.
• Emotional intelligence with a proven track record of perceiving needs, adjusting quickly and handling ambiguity.
• Highly focused and results-oriented in supporting sophisticated, deadline-driven operations; able to identify goals and priorities and resolve issues in any project stage.
• Strong initiative and a willingness to get things done quickly and accurately. Strong planning and organizational skills, with the ability to drive projects to completion.
• Ability to function effectively in a highly charged executive environment, and the ability to discern when to act independently.
• Demonstrated business acumen with well-developed planning and analytical skills, using a global perspective.
• Highest degree of integrity supported by a flawless record of maintaining confidentiality.
• Undergraduate degree required; Graduate degree preferred