Star TV - Product & Revenue Strategy Role - Sales Strategy Team

ABOUT THE ROLE: This role is a part of the Sales Strategy team and would be part of a particular sport focused on a vertical, genre or TG. This position is expected to be part of the product and revenue strategy function for the Sports vertical at STAR with a specific focus to support the Sales team for that sport.

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.

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.

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 :

- Making business recommendations on pricing, assets on offer, client targeting, etc.

- Presentation of the review in the formats required by management

- Providing competitive intelligence and client inputs to help frontline sales in their approaches to clients

- Proving insights on past sales trends and identifying and highlighting opportunities for improvement in monetization

QUALIFICATION :

- Minimum Qualification : MBA or equivalent

- With at least 2 - 4 years of post-qualification experience

KNOWLEDGE AND SKILLS :

- Strong Quantitative and analytical ability - strong MS Excel modelling skills

- Presentation skills - Good communicator and skilled in making PPTs

- 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

- Viewership tools like BARC (not mandatory, but must be willing to learn)

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