Vice President, Sales - Walmart

Sony Pictures Entertainment Inc. - Bentonville, AR4.1

Full-timeEstimated: $100,000 - $140,000 a year
EducationSkills
The Vice President of Sales will be responsible for overall sales management and P&L performance for the US Walmart business across New Release, Catalog and TV product for stores, ecommerce and digital. This individual must possess an ‘omni-channel’ mindset focused on maximizing and optimizing SPT’s physical business, while simultaneously accelerating our growth in digital and ecommerce. The Vice President will develop, execute and communicate SPT sales strategy, while leading and developing a sales team directly responsible for the performance of Sony Home Entertainment products at Walmart. The Vice President will work collaboratively with SPT’s internal cross-functional teams to optimize, enforce, train and execute standard SPT operating processes/procedures. Additionally, the Vice President will collaborate with peers to deliver agreed strategic alignment and strengthen synergy across the broader Commercial team.

MAJOR AREAS OF RESPONSIBILITY:
Business Planning & Strategy

Overall P&L responsibility for Walmart account extending to stores, ecommerce and digital businesses across all product segments of New Release, Catalog and TV
Identify and implement commercial priorities aligned with delivering gross profit targets, as part of annual business planning process
Create regular financial review with team and adjust action plans as part of expected gap planning process
Requires thorough understanding of commercial P&L line items and drivers
Provide commercial input for key titles and retail differentiation strategies including scheduling, format and pricing
Guide creation of presentation materials for key meetings and strategic discussions
Develop a thorough understanding of market trends, retail environment and key players
Customer Management

Thorough knowledge of customer strategies, priorities, and financial performance
Lead strategic relationship with key account contacts in buying, marketing, operations and programming to understand strategic and financial goals and objectives to develop effective growth initiatives and plans
Optimize financial performance while balancing SPT and customer priorities/initiatives
Align with SPT internal teams regarding customer solicitation timing, materials, and needs
Supervise and control agreed pricing and terms
Coordinate internally to develop relationships with other Sony business units as necessary
Team Management

Build and manage effective teams to align objectives ensuring sale performance, customer service, and relationship management
Lead your team to demonstrate SPT’s value proposition with actionable plans that provide key consumer insights that uncover new opportunities and/or address business problems
Ensure sales team and cross-functional support teams are current on customer strategies and areas of focus for both SPT and Walmart
Provide input into annual goals and KPIs for performance management of both customer and team members
Enable training and development of team to ensure timely inputs into customer and SPT systems (business tools) to support sales activity and internal needs
Ensure delivery of sales forecasts, shipment accuracy and on-time metrics within the customers and internal benchmarks
Process Improvement / Project Management

Initiate projects related to current business challenges such as inventory, catalog sales and/or customer strategic opportunities
Assemble/lead cross-functional team to research, support and make recommendations related to the project
Build support for recommendations across Operations, Sales Planning and Marketing
Implement programs or process improvement; measure effect of implementation and retool as necessary

KNOWLEDGE, SKILLS / ABILITIES & EXPECTATIONS

Knowledge:
Experience with and knowledge of US retail landscape
Home Entertainment sales experience representing key studio content preferred, but will consider candidates with a CPG (consumer product goods) background
Home Entertainment industry and current trends affecting consumer content-viewing and buying decisions preferred
Experience in digital transactions and ecommerce retail preferred
Experience in leading high-performing sales teams and effectively collaborating with cross-functional support teams for increased business performance
Home Entertainment supply chain operations knowledge preferred
Budgeting and P&L analysis required

Skills / Abilities:
Proven ability to provide strategic direction in a dynamic, deadline driven environment, all the while communicating and providing value to the consumer
Proven ability to effectively pivot competing priorities and provide clarity and direction to internal and external stakeholders
Motivational and energetic leadership skills capable of attracting and developing top talent
Excellent communication, negotiation and presentation skills
Ability to be flexible and agile, while influencing people to build and develop internal teams and client relationships
Detail-oriented individual who can handle multiple projects simultaneously while meeting deadlines
Ability to apply financial discipline in all areas of the business
Build relationships with studio and key retail partners
Drives engagement across cross-functional teams while delivering results
Keen sense of process and entrepreneurial approach

Expectations:
Provide strategic direction to internal support and customer-facing team
Negotiate effectively with varying customers and circumstances
Monitor and report on sales performance and trends
Deliver against established budget goals and sales objectives
Consistently and persistently follow through on commercial objectives
Work and collaborate with all levels of management
Effectively influence process improvement and innovation

Minimum Requirements:
Bachelor’s Degree
10+ years of key retail, industry experience
5+ years in leadership or senior management position within Home Entertainment industry highly preferred, but will consider candidates with relevant years of functional and leadership experience
Passion for film and entertainment
Travel as required (minimal monthly)
  • Sony Pictures Entertainment is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, age, sexual orientation, gender identity, or other protected characteristics.
USA - Arkansas Office- AR01