The Account Manager, Russia is responsible for managing and servicing our key accounts from Russia, delivering the revenue target and increasing our share of business with these clients.
The role will be responsible for fully exploiting both our Content Sales and Format Sales catalogues with these clients. The role will report into and work closely with the General Manager for Central and Eastern Europe and will be responsible for day to day operational activity, negotiating deals and decision making. The Account Manager will be responsible for working with the General Manager, CEE to determine the strategy for exploitation of programmes and formats of all genres in Russia.
In addition, the Account Manager will be responsible for business development of potential key clients across Russia, including through creating synergies between the content sales and affiliate sales teams.
Sales Performance: To explore sales opportunities within the territory to meet annual sales and profit targets including (i) being an expert in the BBC catalogue and pipeline; (ii) keeping clients fully informed of all new programming available to them by all available means including attendance at TV markets where required; and (iii) developing sales strategies for targeting the programming requirements of key customers.
Sales negotiation and contracting: To directly negotiate the TV content and format sales contracts and output/package deals in the territory with key customers on outline terms as agreed with the General Manager to ensure that all sales are recorded accurately and in accordance with policy and legal guidelines and BBC Studios’ strategy on linear and digital. Working closely with the BBCS CEMA Business Affairs team, be aware of all existing agreements that might impact new sales, for example, rights agreements and existing and future Pan regional, global and digital windows.
Sales forecasting and tracking: To help maintain all current activity reports and forecasts accurately and regularly updated to ensure accurate forecasting of prospective sales and pipeline in accordance with the BBCS business process, including keeping a sales tracker update with actual and forecast sales on a weekly basis and building the budget on yearly basis.
Sales reporting and fulfilment: To meet all sales reporting requirements on relevant sales’ team tallies and BBCS databases, as well as through notifying relevant team members (e.g. finance team; GM) to ensure that all sales are properly recorded, payments invoiced and underlying right holders are paid in a timely manner.
Relationship management: To foster and maintain a strong working relationship with existing and prospective clients, with BBC Production departments and commercial teams, independent producers and key talent where appropriate, to maintain and grow TV sales opportunities.
Territory expertise: To be an expert in your market, the performance of BBC and third party programmes, and each channel’s specific programme needs and how this is best fulfilled from the BBCS programme catalogue to maximise the opportunities for selling the BBC catalogue.
Excellent product knowledge and networking within the Russian market to build awareness of and promote BBCW content, with ability to tap into business community to access research/market intelligence and explore opportunities.
Regularly tracking market trends, clients/industry developments, and competitor activities and sharing with management and team member
Team working: To work closely with all members of the CEE and CEMA teams and to help create a dynamic and passionate team which works closely together to fulfil the team targets; including participating in, and contributing to all sales meetings. To provide leadership and coaching to Sales Execs.
The Sales Manager will work closely with the General Manager, CEE and the other team members supporting the CEE & CEMA businesses including colleagues in the central operations, Finance, Legal, marketing, PR and brand divisions of BBC Studios, and with relevant commercial and marketing teams in the BBC. The Sales Manager will also be a link between the Content team and the sales team helping optimizing the flow of communication between the two entities.
Knowledge & Skills
Strong negotiation skills and experience in commercial negotiation.
Evidence of substantial account management skills.
Strong awareness of the market and the programming that works in the territories, particularly in relation in BBCS programme catalogue.
Excellent management skills
Excellent communication skills and evidence of building strong relationships with both internal divisions and customers.
Strong teamwork spirit
Thorough understanding of underlying programme rights and clearances.
Commercial awareness and creative deal structuring and devising and implementing windowing strategies
Strong experience in forecasting and budgeting sales.
In depth knowledge of Russia and the Russian market
Substantial sales and/or business development experience in a multiplatform distribution environment.
Substantial account management experience.
Proven management experience
Experience in exploiting programme content on broadcast platforms
Education: Bachelor’s Degree
Prior Experience / Industry: sales role in media, television, digital industry, specifically working in Russia
Knowledge: Microsoft skills (Desirable), PowerPoint presentation skills
Technical and Business: Well-connected in the media industry
Self-Management: Independent, ability to drive and achieve sales targets
Management and Leadership: Leverages relationships and is a capable networker
Language: Proficiency in English and Russian
Regular travel to Moscow will be required
About The Company
Diversity matters at the BBC. We have a working environment where we value and respect every individual's unique contribution, enabling all of our employees to thrive and achieve their full potential.
We want to attract the broadest range of talented people to be part of the BBC – whether that’s to contribute to our programming or our wide range of non-production roles. The more diverse our workforce, the better able we are to respond to and reflect our audiences in all their diversity.
We are committed to equality of opportunity and welcome applications from individuals, regardless of age, gender, ethnicity, disability, sexuality, social background, religion and/or belief. And we promote flexible working opportunities where operational needs allow.
We don’t focus simply on what we do – we also care how we do it. Our values and the way we behave are important to us. Please make sure you’ve read about our values and behaviours in the document attached below.