Revenue, Strategy & Sales Director

Welcome to Warner Bros. Discovery… the stuff dreams are made of.

Who We Are…

When we say, “the stuff dreams are made of,” we’re not just referring to the world of wizards, dragons and superheroes, or even to the wonders of Planet Earth. Behind WBD’s vast portfolio of iconic content and beloved brands, are the storytellers bringing our characters to life, the creators bringing them to your living rooms and the dreamers creating what’s next…

From brilliant creatives, to technology trailblazers, across the globe, WBD offers career defining opportunities, thoughtfully curated benefits, and the tools to explore and grow into your best selves. Here you are supported, here you are celebrated, here you can thrive.

General Summary:

Warner Bros. Discovery (WBD) is a fully integrated, broad-based entertainment company and a global leader in the creation, production, distribution, licensing and marketing of all forms of entertainment and their related businesses. The Studio is home to one of the most successful collections of brands in the world and stands at the forefront of every aspect of the entertainment industry, from feature film, television and home entertainment production and worldwide distribution to DVD and Blu-ray, digital distribution, animation, comic books, video games, product and brand licensing, and broadcasting. The TV Licensing business manages the distribution and licensing of television content across SVOD.

WBD ANZ operates a portfolio of premium brands across pay-TV, free-to-air and theatrical platforms.  We are a leading entertainment brand on Foxtel and Sky, and the largest free-to-air commercial broadcaster in New Zealand.

The Role:

The Commercial Strategy & Sales Director is a key leadership position responsible for driving the Commercial Strategy, narrative, and implementation of plans to deliver against the strategy.  Critical in driving the agency and direct sales teams towards the achievement of revenue targets across all platforms.  The role is pivotal in contributing to and executing a clearly defined commercial strategy and for driving a high performing sales culture that grows WBD market share.

To be successful the role must develop and maintain strong external and internal relationships across multiple stakeholders and always represent the WBD brand confidently and positively. The role oversees key pitches and negotiations and contributes to strategic trading and product decisions that deliver the best outcome for WBD.

Forecasting, reporting and budget submissions are core functions of the role.

Key Responsibilities:

Commercial Strategy & Revenue:

• Reviewing and analyzing our approach to strategy to invigorate and renew to stay ahead of the market.

• Develop and drive delivery of the commercial revenue and sales strategy.

• Create and lead implementation of trading initiatives & market effectiveness.

• Own commercial/revenue strategic narrative and market messaging

• Engage and collaborate with key stakeholders to deliver clear consistent messaging to create activations and engagement across all touchpoints.

GTM Strategy:

• Review and analyze the success and effectiveness of our GTM approach, reinvigorate to stay ahead of the market.

• Delivery of linear and digital Ad Sales revenue across Agency Groups, Independent Agencies, and direct clients

• Responsible for timely and accurate revenue forecast updates.

• Contribute to and execute a comprehensive Go-to-Market (GTM) strategy for the digital streaming sales model and legacy linear broadcast sales that enables revenue share growth in respective models.

• Collaborate with cross-functional teams to align sales, marketing, and product strategies for optimal revenue and commercial outcomes.

• Ensure all sales activities across teams are profitability focused through disciplined yield management.

• Sponsor innovation about what we need to sell, who to and how to inform the total ANZ business.

Agency Strategy:

• Establish and maintain strong relationships with advertising agencies and clients, ensuring effective collaboration and revenue growth.

• Contribute to the development, negotiation and delivery of agency agreements that align with company goals and revenue targets, focused on revenue share growth & aligning with the overall company strategy.

• Monitor agency performance and provide insights for continuous improvement and mutual success.

• Contribute to 3rd party sales representation strategy, support and performance.

Team

• Lead a team of people who are highly engaged, results focused, and well supported.

• Clearly communicate the organization's priorities and vision, and engage teams across the business to exceed goals.

• Develop and grow the team in core success areas including account and engagement planning, and proactive results based ethos.

Experience required:

• Extensive senior management experience, ideally including portfolio management and leading large, diverse teams.

• Proven success in managing change and implementing new way of thinking, working and delivering.

• Extensive experience in relevant roles within the media industry

• Proven success in Commercial strategy and sales implementation

• Proven track record of success in motivating teams to deliver outstanding results.

Competencies we are looking for:

• Change agent focused on driving change, within our changing market and championing the business to think, act and grow differently.

• Excellent written and verbal communication skills

• Strategic thinking and ability to articulate a vision and strategic roadmap.

• Solution orientated with the ability to create internal efficiencies/prioritization where required.

• A dynamic thinker who can contribute meaningfully to other areas of WBD business (i.e. marketing, content, product) 

• Strong stakeholder management internally and externally, to build relationships that are mutually valuable.

• Strong knowledge of competitor research and market trend analysis. 

• Strong influence and negotiation skills

• A proven sales leader who can drive a team towards success.

• Ability to clearly articulate and sell WBD’s value proposition.

• A driver of positive culture and values within the business

• Ability to accurately report and forecast on revenue and market dynamics.

• Actively curious about the industry and WBD business

• A clear thinker who is willing to make sound and prompt decisions.

• Willingness to challenge and debate the issues the matter.

• Ability to lead major projects and change programmes.

• Someone with a passion to win, who actively identifies and chases new revenue opportunities.

• A role model for WBD values

How We Get Things Done…

This last bit is probably the most important! Here at WBD, our guiding principles are the core values by which we operate and are central to how we get things done. You can find them at www.wbd.com/guiding-principles/ along with some insights from the team on what they mean and how they show up in their day to day. We hope they resonate with you and look forward to discussing them during your interview.

Championing Inclusion at WBD

If you’re a qualified candidate with a disability and you require adjustments or accommodations during the job application and/or recruitment process, please visit our accessibility page for instructions to submit your request.