Manager - Distribution Sales

Position Summary

Drive distribution revenue and market expansion across the assigned region by managing MSO/LCO partnerships, optimizing deals, ensuring strong collections, and executing distribution strategies aligned with organizational goals.

Experience

• 6–8 years of experience in distribution sales within the broadcast/media industry

Technical Competencies

• Strong understanding of the broadcast distribution ecosystem (MSOs/LCOs)


• Knowledge of distribution sales strategy and revenue planning


• Understanding of subscriber base analysis and deal structuring


• Awareness of market intelligence and competitor landscape


• Contract management and compliance understanding


• Strong grip on collections tracking and financial discipline

Behavioural Competencies

• Relationship building and stakeholder management


• Strong negotiation and influencing skills


• Result orientation and execution focus


• Analytical thinking and problem-solving


• Team management and people development


• Proactiveness and ownership

Position Interlinkages

Within the Organization:

• Regional Head


• Channel Research Team


• Finance (Collections)


• Legal (Contracts & Compliance)


• Internal Sales / Distribution Teams

Outside the Organization:

• MSOs (Multi-System Operators)


• LCOs (Local Cable Operators)


• Distribution Partners

Job Responsibilities

• Provide inputs to Regional Head on various distributors, market intelligence and competitor activity in the area, for creation of the Distribution sales strategy


• Review the allocated revenue for the area and reach targets for the year and contracts which are up for renewal this year in the area, and provide inputs to the Regional head in cascading targets to the team below


• Draft action plans to ensure achievement of the revenue budget in the area and ensure execution of the same


• Review the achievement of targets of the team frequently and provide support/ guidance when required to ensure achievement of objectives


• Identify scope of revenue growth in the area by reviewing existing deals with MSOs and LCOs; review market intelligence report for each of them; identify the actual subscribers of each distributor to ensure deals which are favorable for the organization


• Track collections from the region and take appropriate action steps to ensure collections as per organization and contractual norms


• Monitor the contractual norms and take appropriate steps in case of any breach of contract by the operator


• Reach out to LCOs and MSOs in the region frequently, understand their business dynamics and issues and build relationship with them


• Leverage relationships with MSO’s and LCO’s in the area and utilize it to draw favorable deals for the organization in terms of cost and reach


• Review the reach of individual channels in the area, and closely work with the Channel Research team to identify gaps; strike deals with LCO’s and MSO’s to ensure proper placement of channel within the budgeted costs


• Manage distributors in the area and ensure high level of performance in the circle


• Track team performance at an overall and individual level and team level and provide support/ guidance wherever required to ensure achievement of yearly plans


• Manage effective resource allocation in the area, enhance the capability quotient of team members and drive higher team engagement through appropriate HR interventions 

Why join us?

Sony Pictures Networks is home to some of India’s leading entertainment channels such as SET, SAB, MAX, PAL, PIX, Sony BBC Earth, Yay!, Sony Marathi, Sony SIX, Sony TEN, Sony TEN1, SONY Ten2, SONY TEN3, SONY TEN4, to name a few! 

Our foray into the OTT space with one of the most promising streaming platforms, Sony LIV brings us one step closer to being a progressive digitally-led content powerhouse. 

Our independent production venture- Studio Next has already made its mark with original content and IPs for TV and Digital Media. 

But our quest to Go Beyond doesn’t end there. Neither does our search to find people who can take us there. 

We focus on creating an inclusive and equitable workplace where we celebrate diversity with our Bring Your Own Self Philosophy and are recognised as a Great Place to Work.

- Great Place to Work Institute- Ranked as one of the Great Places to Work for since 5 years 

- Included in the Hall of Fame as a part of the Working Mother & Avtar Best Companies for Women in India study- Ranked amongst 100 Best Companies for Women In India 

- ET Human Capital Awards 2021- Winner across multiple categories 

- Brandon Hall Group HCM Excellence Award - Outstanding Learning Practices.

The biggest award of course is the thrill our employees feel when they can Tell Stories Beyond the Ordinary!