Assistant Manager - Product & Revenue Strategy - Sports, Mumbai
Product & Revenue StrategyOVERVIEW OF THE COMPANY
StarStar India has defined the Indian media landscape for more than 30 years, and today is one of the country’s leading media conglomerates, reaching around 700 million viewers a month on TV across India and over 100 other countries. Star India’s channel portfolio cuts across general entertainment, films, sports, infotainment, kids, and lifestyle content across eight languages. The network generates over 20,000 hours of content every year and broadcasts 70+ channels, reaching 9 out of 10 C&S TV homes in India. The Star Sports network is one of the leading sports networks with 17 channels in its bouquet. It is home to a number of leading domestic and international sports and is making quantum leaps in transforming sports in the country, helping India become a multi-sporting nation. Disney+ Hotstar, India’s largest premium streaming platform has changed the way Indians watch their entertainment - from their favourite TV shows and movies to sporting extravaganzas. With the widest range of content in India, Disney+ Hotstar offers more than 100,000 hours of TV Shows and Movies in 8 languages, regional and national News, and coverage of every major global sporting event, including the IPL. The company is present in the Indian movie production and distribution space through Fox Star Studios. The studios is also responsible for the marketing and distribution of its Hollywood slate in the country. For more details visit us at http://www.startv.com/JOB DESCRIPTION
CONTEXT
This role is part of the Strategy team in Sports Ad Sales. This role will help drive long term strategies for new assets, increasing price yield, creating insights based on commercial awareness, scenario modelling, tracking sales performance, recommending the value proposition/pitch to the frontline sales team etc.
KEY RESPONSIBILITIES
Long Term Strategy:
Devising and recommending strategies for monetization of sporting events. Building the broad revenue construct after taking into consideration numerous factors like the quality of the event, the potential client list, varying client profiles and outlays, assets available for monetization and other market factors like seasonality, etc. Scenario building and modelling for estimating and planning revenues in the long term. Deep analysis of past data to build models and make recommendations on pricing, assets to be monetized, etc. Prepare case studies including insights from brand research, business KPIs, media deliveries etc. for effective sales presentations and onboard clients. Keep track of the various competing properties available as options for clients to invest, prepare a strong proposition of our sport properties to help build better monetisation & onboard new clients.
Sales Support:
Undertake regular analysis of client spend and competitive activity to help the sales team improve revenue performance. Good understanding of legal contracts to be able to interpret and explain to the frontline sales team, the obligations placed on us by the licensor of the sports rights in respect of the sales process. Support creation of pitch and evaluation of the pitch of annual deals and mega deals. Undertake training to convince the frontline sales teams of the pricing recommendations made and the proposition being pitched. Manage tracking of deals, pricing & inventory through the MINT Sports system.
Analysis and Report generation:
Being able to generate data from revenue monitoring tools like BARC and derive intelligent insights from the data. Making necessary presentations to management on insights, performance monitoring, etc.
Budget setting and reviews:
Developing a deep understanding of the product and the client ecosystem to be able to set up budgets for the year. Keeping track of overall sales performance and making timely recommendations to change course where needed.
PERFORMANCE MEASURES
- Own and support the overall revenue target
- Making business recommendations on pricing, assets on offer, client targeting, etc.
- Structural approach and inputs that lead to monetization opportunities
- Providing competitive intelligence and client inputs to help frontline sales in their approaches to clients
- Providing insights on past sales trends and identifying and highlighting opportunities for improvement in monetization
QUALIFICATION
- Minimum Qualification : MBA or equivalent
- With at least 3 - 5 years of post-qualification experience
KNOWLEDGE AND SKILLS
- Strong Quantitative and analytical ability – strong MS Excel modelling skills
- Knowledge and experience with BARC, BI/ BO tools
- Macro thinking – The ability to look at the large picture in order to be able determine the most favorable short term course of action
- Thinking “outside the box” – Challenging the status quo and coming up with innovative approaches to solving problems
PERSONAL ATTRIBUTES
- Excellent quantitative aptitude and analytical mindset
- Strong Interpersonal skills
- Clarity of thought & ability to think things through – structured thinker
- Attention to detail
- Excellent communication and presentation skills
- Inquisitive approach
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, gender identity, disability, protected veteran status, or any other characteristic protected by law. We will consider for employment qualified applicants with criminal histories consistent with applicable law.