Job Title: Manager, Content Sales
Manager, Content Sales
Sales & Business Development
Permanent - Full Time
Los Angeles - BBCS / GNL
Job Closing Date:
THE ROLEJOB DETAILSJOB TITLE: Manager, Sales Intelligence, Content Sales America
REPORTS TO: Senior Sales Executive, Content Sales America
DIVISION: BBC Studios Global Content Sales
THE ROLE The Manager, Sales Intelligence, Content Sales Americas will support the Content Sales Americas team's efforts to grow revenue and profit across the Global Content Sales division. They will apply their insights and analytics experience to support content strategy across distribution models, using sales intelligence to inform sales pitches, rights negotiations and windowing strategies for the US, Canadian and Latin American markets.
They will act as a liaison between the Americas Content Sales team based in LA, NY, Toronto, and Sao Paolo, and central support teams (including London, New York), navigating existing internal processes to streamline the information flow of performance based and industry level insights. They will identify and present buying trends and revenue opportunities for catalogue and new titles. They will monitor market behaviors and work with senior sales leadership in market to develop client-centric pitch approaches to support the sales team.
KEY RESPONSIBILITIES & ACCOUNTABILITIES Support the Content Sales Americas team in optimizing sales opportunities for BBC Studios content to increase profitability and create reliable routes to market across all key genres: - Build content profiles for major buyers: Throughout the year and ahead of major meetings, regularly attend meetings with the Content Sales Americas leads to document the content profile and acquisition strategies for major global and local market buyers. Use research and analytical skills to distill and build comprehensive content briefs to help sales leads and Global Sales Planning optimize catalogue and new release pitching opportunities.
- Premium content packaging: With the help of the Global Sales Planning and Insights teams, use industry insights to support the identification of appropriate buyers for premium content and inform the creation of content sales packages within sales lead interest chambers. Such packaging to include premium IP, zeitgeist/comet packages, second window packages, and first window bundle packages, to maximize the profitability of available programming.
Monitor and report trends for the Americas market: - Maintain a tracker of US original commissions and launches: Continue to develop and refine the Upcoming Release Tracker to ensure the LA based Content Sales team are informed on the key tentpole releases across Scripted, Unscripted and Kids & Family genres for each major buyer and are able to recommend companion BBC Studios programming to complement key buyer content strategies and provide programming suggestions to their competition.
- Regularly report on buyer trends and trials: With the support of Global Sales Planning, build sales intelligence reports showcasing the latest buyer behaviors and spending limitations to ensure tactical and tactful sales efforts are aligned with buyers' needs and our sales slate.
Use insights to nurture a customer-focused approach to selling: - Insights supporting the Americas Content Sales team's sales efforts: Through regular communication with Global Sales Planning, Title Marketing and Insights teams, support the design and delivery of sales-ready industry, title, BBCS point of sale, and competitive content insights to help sales leads find, develop and close deals at pace across Scripted, Unscripted and Kids & Family titles. Deliverables include market specific data points for SWOT meetings, Title Marketing slides, Insights and Marketing meetings and other internal touchpoints.
- Apply industry and organizational knowledge: Receive title and client level data from internal teams and apply industry, market, and client familiarity in combination with BBCS organizational priorities to translate data to actionable insight, with the aim of converting sales to target partners.
- Title performance tracking: working closely with Insights and submitting regular tickets, ensure the Americas Content Sales team have access to the latest title performance information across Scripted, Unscripted and Kids & Family content.
- Buyer-centric sales strategy and insights: Support Content Sales Americas in the design and delivery of Account Plans and Buyer Profiles to build a content-focused blueprint for Tier 1 sales customers, customizing content offerings by considering client objectives to enhance customer satisfaction and a regular buying cadence. With the support of Insights and Global Sales Planning, provide detailed client buying profiles ahead of key pitch meetings to align premium programming with the needs of key platforms and lead productive, high-impact sessions that maximize partnership opportunities.
- Competitive landscape analysis: In association with Global Sales Planning and Insights teams, support Content Sales Americas in understanding the competitive content mix in the US, CAN and LATAM
