HBO Sales Development Executive

Employer
Location
Dallas
Posted
Jul 03, 2013
Closes
Aug 02, 2013
Contact
Ms. s w
Duration
Full Time
OVERALL SUMMARY

Position is responsible for Point-of-Sale (POS) activity that maximizes HBO and Cinemax revenue and subscriber growth via transactional sales and retention tactics for Multichannel Video Programming Distributors (MVPDs). Responsibilities include building and leveraging in-person relationships with our Distributors to improve sales performance using consultative selling techniques, creative incentive design and excellent communication and presentation skills. Candidate should have experience with the customization of training programs, as well as, a familiarity with new media and emerging technologies. Individual will serve as a Brand Ambassador within targeted sales channels and should lead with integrity. The candidate should also have strong organizational and analytical skills and be a proven collaborator who can problem solve. Position functions autonomously within a team environment with oversight by Account Team leadership. This position requires extensive travel to assigned territories, meetings and events estimated at a minimum of 60%.


PRIMARY RESPONSIBILITIES

• Work collaboratively with account team to develop, execute and evaluate POS strategies that support the POS goals and objectives of HBO and the Distributor
• Establish, cultivate and leverage relationships with multiple channels, both physical and virtual (Call Centers, Direct Sales, Field Services, Retail, etc.)
• Serve as Brand Ambassador by educating and engaging Distributor customer contact personnel and management to positively impact HBO and Cinemax sales and revenue
• Customize and implement innovative and impactful training solutions that drive increased HBO and Cinemax product knowledge and sales performance
• Gather and report insightful industry and account intelligence to respective teams and leadership
• Accountable for development, management and fulfillment of hosting corporate special events and incentives
• Manage HBO and Cinemax brand presence and collateral at assigned sales channels
• Assist with deployment of new product and service launches
• In conjunction with Account Team Leadership, continually assess HBO and Cinemax subscriber performance
• Analyze and formulate resource allocation recommendations based on business needs and return on investment
• Continually acquire an understanding of emerging technologies that impact HBO and Distributor business models
• Effectively and efficiently communicate and collaborate with all internal cross-functional departments (Marketing, PR and Sales Planning) and Distributors
• Manage a POS budget
• Perform administrative responsibilities


REQUIREMENTS

Relationship Management

• Ability to establish, cultivate and leverage relationships with Distributor’s POS contacts
• Interface regularly with all levels of management and sales executives while on site and in between visits
• Solicit feedback from HBO and Distributor executives to ensure satisfaction, continued partnership and mutual ROI
• Gain confidence and respect from Distributors
• Serve as primary point of contact and expert for HBO and Cinemax

Resource Allocation

• Acquire clear understanding of the HBO business model, Distributor’s business and POS as a whole
• Develop cost efficient POS strategies based on analysis of pre-established metrics and business needs
• Create, manage and evaluate POS budget for sales incentives and training initiatives
• Assess Distributor sales challenges and craft collaborative performance plans with direction from team leadership
• Strength in prioritization and follow-through
• Adept at multi-tasking and balancing an extensive travel schedule with internal responsibilities
• Skilled at managing internal and external contacts

Aptitude and Competence

• Highly developed organizational and planning skills
• Strategic and analytical capabilities with tactical execution
• Ability to make independent decisions within guidelines
• Adapt and leverage interactive and engaging training solutions that focus on proficiency in product knowledge, sales skills and subscriber retention tactics
• Creatively develop new and unique HBO branded experiences that motivate Distributors to improve sales performance
• Self-starter; accountable and empowered
• Strong attention to detail
• Seek to stay current with new adult learning techniques, technologies and applications by attending courses, seminars and/or training programs
• Proficient software and hardware knowledge in Word, Excel, PowerPoint, Custom Show, Outlook, social media applications and mobile/streaming devices
• Adapt quickly to changes in the Sales Development Executive position, the marketplace and the organization

Team Collaboration

• Demonstrate support for all team members through a positive approach new policies, procedures and organizational changes
• Display enthusiastic commitment to achieving team goals of the department and larger organization
• Champion a team philosophy/approach throughout the organization
• Work collaboratively with team members, cross functional departments, other corporate contacts and affiliates.

Interpersonal/Communication Skills

• Exemplify professional interpersonal, presentation and communication skills (in person, over the phone and in written form with colleagues, supervisors and Distributors)
• Exhibit persuasive negotiation skills with Distributors
• Excel at presenting formally and informally in large and small group settings
• Ability to motivate, teach and inspire target audience

Professionalism, Standards and Ethics

• Ability to work respectfully and professionally with individuals, team members and other departments
• Exhibits professional and courteous interactions with team members, colleagues and Distributors
• Strive to demonstrate adherence to the highest professional standards and ethics; constantly act with integrity

EXPERIENCE REQUIRED

• Bachelor’s degree preferred
• 3-5 years business and budget management experience
• Adult learning techniques and sales training experience preferred
• Cable, Satellite or Telco industry experience preferred
• Proficient software and hardware knowledge required: Word, Excel, PowerPoint, Outlook, social media applications and mobile/streaming devices
• Valid driver’s license

(This position is located in Dallas, TX)

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