Associate Director - Entertainment PRS, Star Plus & Star Bharat

Jiostar; Mumbai; On-site; INR 4,000,000 - 8,000,000; Full time

Job summary

Jiostar in Mumbai seeks a senior strategist to lead the revenue and pricing strategy across flagship channels. The role interfaces with Programming, Marketing and Content teams to optimise channel inventory and drive revenue growth.

The ideal candidate has 10–13 years post-qualification experience, strong analytical and negotiation skills, and a track record of cross-functional leadership in media sales.

Qualifications

• MBA/PGDBM with 10–13 years post-qualification experience.
• Strong analytical, forecasting, pricing and revenue optimization skills.
• Ability to lead cross-functional teams across Programming/Marketing/Content and Sales.

Responsibilities

• Define the pricing strategy and manage revenue targets with leadership for channel/cluster basis.
• Develop revenue plans channel-wise and forecast performance, tracking against annual plan.
• Coordinate with Programming/Marketing/Content to monetise channel properties and drive revenue.
• Prepare client pitches and packages; structure deals and sponsor packages for maximum monetisation.
• Collaborate with sales and ops to ensure deal delivery, inventory optimisation and revenue maximisation.

Skills

Strategic planning

Influencing Skills

Result Orientation

Negotiation Skills

Analytical thinking

Education

MBA/PGDBM (Premier or Tier 1 management institute)

Job description

Job Summary

Job Summary - The role in the Product & Revenue Strategy Function for our flagship HSM channels Star Plus & Star Bharat. This position is required to support & facilitate sales team of the respective channels. The incumbent will act as a key link between Programming/Marketing/Content teams and Sales teams and drive the brand philosophy and sales/revenue strategy for the channel to optimize channel inventory. This will be done through effective forecasting, planning, pricing and property integrations based on deep understanding of customer needs and patterns.

Key Responsibilities

Strategic/Policy related KRAs Customer and Pricing Strategy: Defining the pricing strategy along with the PRS Head and National Genre Head for the channel/cluster basis organization objectives, budget for the year, market scenario, competition, etc. in order to ensure the sales organization achieves overall revenue target. Driving the channel pricing agenda - setting benchmarks, providing inputs and sign-offs on deals, and participating in deal negotiations as and when required Build client wise strategy/deal structuring for the channel which includes creating and recommending client pricing options for individual client deals, building monthly client packages including decisions on what time bands to allocate to each client based on what works for their target segments and track deviations in delivery Build sponsor packages for impact shows and ensure maximum monetization for each property on the channel Build band wise revenue budget, show and property wise pricing including determination of sponsor packages Create and maintain strategies based on key genres to help understand the genre behavior, trends, movements etc. that may have impact on business. Strategic Forecasting: Creating revenue business plan channel wise Building bottom-up revenue plans for the fiscal, quarter & month Tracking performance vs. annual plan, revising forecasts etc. Operational/Process/Technology related KRAs Product Understanding Developing insights into the genre & channel deliveries to develop customized pitches for clients Creating & implementing trade marketing agenda for the channel – Mailers, On Air promos, Trade events etc. Define a measurement process to ensure that clients and agencies are aligned on key performance metrics, establishing realistic business goals, and providing frontline support through reporting and analytics Impact landscape sizing of a particular genre – understand the kind of impact properties across channels, changes and evolutions compared to the previous year and deeper understanding of the advertisers who buy impact Cross functional collaboration: Engage with sales teams to ensure revenue rationalization by forecasting projections/trends for a healthy business and designing attractive packages for the sales team to take to the market, conducting roadshows. Prepare the sales team so they can handle queries from clients and media planners/buyers with confidence. Supporting ad-sales team with operational tasks on rate cards, internal deal approvals, client sales proposals etc. Liaise with the Programming teams and build a thorough understanding of the channel objectives and performance in order to identify monetization opportunities, as also provide market / sales feedback in relation to channel properties Work collaboratively across Sales and Ops to ensure seamless delivery on deals from a client perspective, as well as inventory optimization and revenue maximization from a business perspective Use of Tools and Systems: Building an understanding of the industry and clients through industry reports, trends, articles and BARC data to know plans of our key clients and categories to pre-empt the sales team for proactive pitching. Analyze market trends, Media performance versus Brand parameters and other critical trends Helps building client dockets to understand the advertising patterns for key advertisers versus competition genre wise, channel wise, brand wise, market wise and make recommendations basis the same to improve the efficiency of clients’ buys Deep dive on how advertisers in various sectors buy across genres – understanding the top categories, players, buying mix, impact purchased, channel mix, etc. Financial Accountability/Commercial Impact: Revenue and Yield Delivery Working along with the sales team to ensure revenue targets are met Achieve yield objectives of annual plan Maximise channel/genre revenues across time slots, execute corrections and manage monthly revenues. Develop a strategy for the next year including customer strategy, pricing strategy and programme wise plans to add up to the channel revenue Competitive Analysis and Benchmarking: Understand what the competition is doing and be agile to take decisions based on Supply, demand and other macro factors Prepare client pitch decks, Monthly/Quarterly review decks along with the team Stakeholder management: Liaise with programming on the FPC and suggest changes based on the feedback from sales, monetization potential and demand situation. Problem solving skills are mandatory

Skills & Attributes for success

• Strategic planning
• Influencing Skills
• Result Orientation
• Negotiation Skills
• Analytical thinking

Preferred Education & Experience

• Minimum Qualification: MBA/PGDBM (Premier or Tier 1 management institute) With at least 10-13 years of post-qualification experience

Perched firmly at the nucleus of spellbinding content and innovative technology, JioStar is a leading global media & entertainment company that is reimagining the way audiences consume entertainment and sports. Its television network and streaming service together reach more than 750 million viewers every week, igniting the dreams and aspirations of hundreds of million people across geographies. JioStar India Private Limited (formerly known as Star India Private Limited) is an equal opportunity employer. The company values diversity and its mission is to create a workplace where everyone can bring their authentic selves to work. The company ensures that the work environment is free from any discrimination against persons with disabilities, gender, gender identity and any other characteristics or status that is legally protected.