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Position Summary

The Manager, Digital Sales Distribution partners with the Executive Director, Digital Distribution to drive transactional digital film and television revenue (EST/TVOD) across Sony Pictures Entertainment's portfolio of content and key digital distribution partners. This role serves as the primary business lead for assigned accounts, developing account strategies, managing retailer relationships, and collaborating with cross-functional teams to execute promotional activations throughout the home entertainment lifecycle of new release and catalog titles.

The Manager acts as a subject matter expert on assigned accounts, representing the interests of Sony Pictures while identifying opportunities to maximize revenue, optimize retailer performance, and support the continued growth of Sony Pictures Distribution's digital business.

Responsibilities:

Business & Financial Management

• Manage assigned account P&L to meet or exceed revenue goals and budget objectives.
• Provide input into annual account goals, forecasts, and revenue allocations.
• Monitor performance against established targets and identify opportunities to drive incremental revenue.
• Ensure compliance with negotiated pricing, promotional agreements, deal terms, and digital storefront merchandising.

Account Management

• Serve as the primary day-to-day point of contact for assigned digital retail partners.
• Build and maintain strong relationships with internal stakeholders and external partners.
• Manage ongoing communication channels and establish account priorities.
• Proactively identify and resolve operational and business issues.
• Coordinate regular internal and external account meetings and business reviews.

Business Reviews & Presentations

• Prepare and deliver strategic business presentations and account reviews.
• Coordinate cross-functional contributions from Marketing, Finance, Operations, and other stakeholders.
• Analyze business performance and provide actionable recommendations to improve results.
• Support executive-level presentations and retailer meetings as needed.

New Release Planning & Execution

• Develop a deep understanding of retailer strategies, priorities, and promotional calendars.
• Collaborate with Retail Marketing to develop new release activation plans.
• Negotiate promotional support and merchandising opportunities with digital retailers.
• Coordinate with internal teams to ensure timely execution of launch plans.
• Monitor release performance and recommend optimization opportunities throughout the release window.

Catalog Strategy & Revenue Growth

• Develop and execute strategies to maximize long-term catalog revenue.
• Plan and manage promotional calendars for assigned accounts.
• Recommend title selection, pricing strategies, and promotional participation.
• Negotiate merchandising and promotional support with retail partners.
• Develop innovative customer activation initiatives, including strategic partnerships and special campaigns.
• Review promotional performance and implement recommendations to improve future initiatives.
• Monitor pricing across retail partners and resolve pricing discrepancies to maintain marketplace consistency.

Business Expertise & Market Intelligence

• Maintain expert knowledge of Sony Pictures' digital distribution business and strategic priorities.
• Develop a comprehensive understanding of assigned retailers' business strategies, financial objectives, technical capabilities, and product roadmaps.
• Monitor industry trends, competitive activity, and changes across the digital entertainment ecosystem.
• Stay current on transactional video-on-demand (TVOD/EST) product strategy, pricing, merchandising, and marketing initiatives.

Deal Support & Analysis

• Support digital distribution negotiations through financial modeling and strategic analysis.
• Evaluate promotional opportunities and provide business recommendations that maximize revenue and long-term account growth.

Leadership & Cross-Functional Collaboration

• Lead cross-functional teams to execute account initiatives and promotional campaigns.
• Establish priorities, coordinate project timelines, and assign responsibilities across departments.
• Serve as the internal account lead for assigned retail partners or support the Director/Executive Director on strategic accounts.
• Facilitate regular internal meetings and retailer check-ins to ensure alignment and execution.
• Foster collaboration across Sales, Marketing, Finance, Operations, and Product teams to achieve business objectives.

Requirements:

• Bachelor's degree or equivalent combination of education and experience.
• Experience in digital distribution, home entertainment, media sales, account management, or a related entertainment business preferred.
• Strong understanding of transactional digital distribution (EST/TVOD) and the digital retail marketplace.
• Demonstrated experience managing retailer or client relationships.
• Strong financial acumen with experience managing budgets, forecasts, and revenue performance.
• Excellent analytical, negotiation, and problem-solving skills.
• Exceptional written, verbal, and presentation skills.
• Proven ability to manage multiple priorities in a fast-paced, deadline-driven environment.
• Strong organizational skills with exceptional attention to detail.
• Advanced proficiency in Microsoft Excel, PowerPoint, Word, and related business applications.

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.

Sony Pictures does not allow audio recording, video recording or use of AI note-taking tools during interviews. Please be aware these tools may be enabled as a default and can be difficult to disable once the interview has started, so we recommend you check your device and disable these tools prior to the start of your interview. If recording or the use of the tools occurs during the interview and cannot be promptly turned off or disabled, the interviewer may end the interview.

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