Associate Director - Entertainment PRS, Star Plus & Star Bharat

* Job Summary
This is a team management and revenue enablement role in the Product & Revenue Strategy Function. This position is required to work with the Sales team to support part of the business of the respective cluster/ language (for eg. GEC/NGEC lead).  The incumbent will act as a key link between Programming/Content team and Sales teams and drive the brand philosophy and sales/revenue strategy for the channel to maximize revenue. This will be done through effective forecasting, planning, pricing and property integrations based on deep understanding of customer needs and patterns.

The incumbent will play a critical role in developing a comprehensive roadmap and vision for our business, studying industry-specific trends, and creating compelling narratives to drive monetization growth. This role requires a strategic thinker with strong analytical and communication skills, as well as the ability to navigate complex organizational dynamics.

The PRS teams drive the brand philosophy and sales/revenue strategy for the channel to maximize revenue by optimizing inventory. This is achieved through effective forecasting, planning, pricing, and property integrations based on a deep understanding of customer needs and patterns.

​Reporting To

* Key Responsibilities

• Creating revenue business plan across portfolio, defining the pricing strategy along with the Channel PRS 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.

• Building bottom-up revenue plans for the fiscal, quarter & month

• Tracking performance vs. annual plan, revising forecasts etc.

• 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 client and agency 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

• Engage with sales teams for ensuring 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

• 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

* Skills & Attributes for success

Business Acumen

• Strategic planning

• Influencing Skills

• Result Orientation

• Negotiation Skills

• Analytical thinking

• Strategic planning

• Leadership

* Preferred Education & Experience

Minimum Qualification: MBA

• 5+ years of post-qualification experience

• Business consulting/ strategy background preferred