Overall Purpose of the Role 

Content Sales is a dynamic division of TWDC responsible for programme and digital distribution of the full slate of movies and TV content produced by The Walt Disney Company. 

The Manager, Digital Store Management (DSM) is instrumental in growing Disney’s digital transactional business across key 3rd party Digital Stores in Europe covering both ownership (EHVL) and rental (TVOD) business models. The individual will be working closely with clients in various EMEA (Europe, Middle East & Africa) markets to drive the sales of digital content. This role is based in the EMEA Regional Digital Stores Management Team in London. 

The fast growing, quick changing space crossing digital, technology and business would suit a commercially focused, organised and passionate business professional ideally with a background in digital content. The individual should have strong client management experience, possess strong commercial acumen, have exceptional interpersonal, verbal and written communication skills, and the ability to project-manage and work effectively under deadlines and in complex environments. 

Areas of Responsibility 

In partnership with the Senior Manager, act as the lead for designated accounts, responsible for revenue generated from these accounts through: 

• Management of client relationships with specified accounts to drive on-store featuring/placement of Disney content on stores, and to ultimately drive revenue targets in line with AOP expectations 

• Be the product expert of Disney’s video and TV content, and be able to champion the full content portfolio to clients.  

• Collaborate with the Regional DSM team on the rolling 12 month plan of promotions, selling in opportunities to clients as required. 

• In partnership with the marketing team, leverage trade marketing assets and investment in store management negotiations to maximise support for TWDC titles across digital stores 

• Work closely with Finance team to track designated account performance in relation to AOP and quarterly forecast expectations 

• Work closely with the Disney+, Deal Management, Technical and Marketing teams to ensure that all clients have the required materials for upcoming releases (Movies, TV) 

• Define & coordinate the implementation of promotional activities within each territory and for each partner 

• Define & implement new pricing or windowing strategies in the relevant territories, as required  

• Stakeholder management: Maintain effective communication and share applicable account/territory updates on the transactional business to the relevant parties including senior management in local markets 

Analytics 

• Review monthly sales reports to analyse performance in order to positively affect sales week to week 

• Set KPIs for new release and promotional activity and measure performance against these 

• Work with finance and trade marketing to do reviews of campaigns, promotions, pricing 

• Recommend best practices and future campaign ideas  

• Track weekly and monthly sales and assist finance team in quarterly and yearly forecasts and EHV and TVOD 52 week ultimates 

Working with Other Lines of Business 

• Maintain a symbiotic working relationship with the trade marketing team on a client and territory level to optimise the owned and bought media campaigns to maximise transactional performance 

• Champion and/or represent the DSM point of view with relevant lines of business 

• Be able to communicate key client objectives, client requests, performance as well as digital landscape, platform specific objectives as well as current and future landscape to key stakeholders 

• Work with the relevant Product teams to gain visibility, obtain product knowledge and product roadmaps  

• Ensure timely communication with other managers, marketing, etc. on upcoming product priorities, releases, successes, and performance  

Areas of Accountability 

• Accountable to the senior manager, DSM  

• Accountable for revenue performance for applicable accounts and territories 

• Client day to day relationship, including but not limited to weekly meetings and ad hoc issues 

• Managing promotional plan and new release slate for applicable clients 

• Internal lead for relevant clients – including but not limited to working with finance on forecasting and performance reviews 

Experience and Professional Qualifications Required 

• Comprehensive and relevant industry experience 

• Experience working in the digital space, preferably within digital store management 

• Experienced in account management, managing budgets and driving revenue  

• Experience in client facing environments, for example presentations and negotiations 

Skills Required 

• Strong people management skills and client relationship skills 

• Digitally savvy  

• Quick learner- understands new digital products/technology quickly 

• Strong organisational skills and time management skills 

• Strong negotiation and influencing skills 

• Highly analytical, sales and target driven 

• Team player 

• Able to devise promotional campaigns and execute these 

• Highly proficient in excel and powerpoint and able to deliver clear analysis and effective presentations 

• Ability to understand the relationships between the commercial models of the stores business versus other commercial models of digital content distribution 

• English required; knowledge of any other European language is preferred but not essential.