Senior Sales Manager - ESPN Int - Walt Disney - UK

Overall Purpose of the Role
Summary of the role – overall role contribution to team, department and organisation
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The Senior Sales Manager is responsible for sales of ESPN programming to broadcasters primarily in Europe, Africa, and Middle East regions.

Responsibility for meeting and exceeding annual revenue targets, developing sales strategies, dividing & organizing the work load, supervising all aspects of the sales process and presenting/reporting to various leagues & partners (internally and externally).

Day-to-day management of a sales team (in conjunction with the Senior Sales Director).

In addition, the Senior Sales Manager will be responsible for supporting other ESPN business lines (EG ESPN Classic Sport and X Games) and developing new business opportunities (such as, Mobile/New Media, new TV programming/rights to sell, Home Entertainment, etc)

Areas of Responsibility
Key elements and required results of the role
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Primary

• Develop, execute and track TV (and other media) sales. Maintain detailed records of sales calls, pitches, and deals. Includes drafting and maintenance of contracts and NCS (proprietary database system) database information.
• Manage media syndication sales effort across assigned markets/programming in Europe, the Middle East and Africa to ensure continued growth and profitability. Exploit ESPN catalogue and seek new opportunities to meet/exceed annual budgets. From time to time there may be sales opportunities/projects assigned outside the EMEA region.
• Working with clients, broadcasters and other parties to further develop ESPN’s syndication business strategically. This will include increasing sales (increase revenue) and developing branded opportunities (building the ESPN brand).
• Devise sales strategies for major League/Federation partners and manage/report sales efforts as well as payments to partners.
• Ensure that ESPN has relationships with all broadcasters, producers, and others who purchase programming and footage in each EMEA market. Deliver pitches as appropriate to source new business and close deals. Make sure that ESPN is effectively marketing its portfolio (in conjunction with ESPN Marketing Dept.)
  

Secondary

• Assist the VP and/or Senior Sales Director in setting and implementing ESPN’s market entry strategy across assigned territories.
• Understand, disseminate and implement new media strategies in conjunction with other ESPN and Disney departments.
• Perform all other related duties as required.
  
  

Areas of Accountability
Who accountable to, what and who accountable for and any budget responsibility
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Accountable to: Senior Sales Director
Accountable for: x3 Sales Executives

Experience and Professional Qualifications Required
Level of experience, Qualifications and People Management experience
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This position requires a television/sales professional with a good understanding of the European Media marketplace and a knowledge of sports (and sports television). The ideal candidate would be:

• An experienced sports program salesperson in Europe.
• An effective sales person and creative negotiator capable of crafting unique and profitable TV deals. A strong client oriented relationship manager.
• Experienced in the European television/media world and/or the non-US sports business; able to operate smoothly and effectively across multiple cultures and languages.
• Demonstrable experience of pitching for new business.
• A skilful business and people manager with tremendous drive to get things done; a self-starter with a strong performance orientation and an ability to be part of a team atmosphere and motivate others around him/her is very important.
• Knowledge of television program production and/or news development would be an advantage
• University graduate (preferred)
• An interest and knowledge of developing media (on-line, mobile, etc.) an advantage.

Skills Required
Highlighting the key technical, language and job related skills required
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Strong Sales Negotiation skills
Excellent Communication skills
Selling Skills & Sales Acumen
Pitch Development
Deal Interpretation & Revenue/Profit Modeling
Able to think strategically and convert into an executable plan
Can thrive within a large corporate environment, understanding the dynamics and challenges of a matrix organisation
Languages would be useful (Especially Spanish, German, French)

Competencies Required
Highlighting the key competencies required for each role
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Thinks Strategically
· Examines issues from a broad perspective, considering impact beyond immediate scope
· Identifies key business opportunities and challenges
· Uses knowledge of the company’s products and services to meet customer needs and financial targets
· Stays current on business issues, industry trends, and technology advances

Builds Relationships
· Engages colleagues across the organization to optimize performance
· Facilitates win-win situations
· Resolves conflicts effectively
· Interacts well with people who have different backgrounds and work styles

Communicates Effectively
· Provides appropriate rationale and context to drive commitment
· Effectively persuades others to support ideas and plans
· Tailors messages appropriately to the audience

Drives Results
· Translates strategy into specific priorities, objectives, and action plans
· Holds self and others accountable to high performance standards
· Achieves high levels of customer satisfaction
· Analyzes problems effectively and takes action to resolve

Inspires Creativity and Innovation
· Proactively looks for new opportunities
· Takes risks and manages them intelligently
· Facilitates the exchange of ideas and creation of new ones
· Conceives creative ideas to solve problems or meet objectives

Champions Change
· Builds commitment to change
· Coaches others through change
· Supports new initiatives
· Demonstrates flexibility in response to changes

Builds Teams
· Provides challenging work assignments and developmental opportunities
· Addresses performance issues and takes appropriate action
· Strengthens others through mentoring and feedback
· Supports productivity and morale of the team

Exhibits Professional Excellence
· Pursues excellence with integrity, passion and courage
· Learns from personal and organizational experiences
· Maintains composure under pressure
· Earns the trust and respect of colleagues, partners and customers

Embraces Diversity
· Creates and fosters a respectful, inclusive and welcoming environment for fans, employees and customers.

Approaches work with Passion
· Consistently demonstrates a positive a spirited attitude which encourages the exchange of thought and completion of projects.
· Relentless in pursuit of solutions to new ideas.


Additional Information
For example - travel required and cross-cultural requirements
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Regular overseas travel required
Location: Hammersmith, UK, W69PE
Status: Full Time, Permanent

Contact
HRservice@Disney.co.uk