Head of Transactional, Australia & New Zealand

About the role

The transactional business-Electronic Sell-Through (EST) and Video On Demand (VOD)-is a key pillar of SPE's digital distribution, providing consumers widespread access to movies and television shows across platforms and devices. As the business grows, we are focused on maximizing transactional revenue worldwide, adapting to the evolving content landscape and the increasing importance of key global and local retailers, while identifying new growth opportunities. The Head of Transactional will be responsible for leading and growing the transactional business in Australia and New Zealand. Based in Sydney, Australia and reporting to the Vice Presidents, Co-Heads of Distribution, you will have responsibility for driving transactional (EST and TVOD) content distribution strategy, budget management, leading the territory's input into the global Centre of Excellence group and ANZ account management. You will work closely with Sony Pictures Entertainment's (SPE) Transactional team in Los Angeles and regional teams to ensure that all digital activities are fully aligned with customer objectives and SPE's overall business strategies. This role will define and execute the ANZ digital distribution strategy, driving revenue growth through best-in-class strategic account management and data-led decision making. The position requires strong leadership across both internal and external stakeholders, ensuring alignment and contribution to global priorities while tailoring strategies to local market dynamics.

Responsibilities

• Lead the ANZ transactional business with full accountability for providing strategic direction for revenue delivery, forecasting and budget management across SPE film and television content
• Set revenue forecasts for transactional platforms and clear strategies quarterly to achieve targets. Oversee account and content performances, recommending actions to ultimately increase sales, improve margin, and increase market share.
• Lead ANZ's and key territories in Asia's priorities in the global Centre of Excellence team where best practice, product planning and sales initiatives are developed and shared
• Collaborate with marketing teams locally and globally, to drive best practice trade marketing campaigns within territory platform contacts
• Conduct regular product presentations and business reviews with platforms using data led insights to identify growth opportunities. Present promotional strategies to platforms to deliver upon budgeted goals for Sony's film and TV catalogue.
• Act as the commercial lead for all digital platforms and facilitate engagement at multiple levels. This includes ad hoc contractual terms negotiation, collaborating with stakeholders internationally for global platforms.
• Collaborate cross-functionally with marketing, commercial, finance and operations teams globally to ensure strategic alignment and seamless execution of initiatives across markets
• Track market and competitor activity across the region, building in-depth knowledge of the digital media space in the territory
• Represent Sony's interests on industry committees, actively participating in driving category growth whilst maintaining compliance
• Identify new business opportunities and champion innovation, either customer specific or industry wide, that are commercially viable and relevant to evolving consumer trends
• Lead the ANZ transactional sales team focusing on capability building, and performance outcomes to add to the culture of empowerment of the wider team
• What you need:
• Typically 10+ years in a customer facing sales role or account management with some or all of that experience in a digital-specific business
• Typically a minimum of 5 years' experience with direct accountability for revenue delivery, forecasting, budgeting and commercial strategy design across a country remit
• Experience in content distribution within entertainment (transactional or content licensing) is preferred
• A high standard in influencing and interpersonal skills, to build and develop strong client and internal relationships
• The ability to lead a lean sales team whilst fostering a growth mindset, is critical to this role
• Excellent communication, presentation skills, planning and analytical expertise. Strong intellect and highly numerical and analytical in approach. Ability to digest complex data and market information and distill down to concise summaries for senior management.
• Knowledge of and interest in existing digital entertainment businesses, current and new models of consumer content consumption
• University Degree preferred, degree graduate majoring in marketing, media and or communications would be an advantage
• MS Office Suite, Excel proficiency required
• Flexible to accommodate some out-of-business hours work as required, working with teams across US, UK and Asia
• Please note that this role is based in Sydney, Australia. In order to enable us to meet statutory and regulatory obligations of the Australian immi

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