The NBA’s Media Distribution Team are looking for a talent to lead sales and account management for selected broadcast and digital media partners in Europe and Middle East.

The role is an integral part of developing all aspects of the NBA’s media distribution business and will require a dedicated and passionate individual with a proven track record in media rights sales and account management.

The position will include conducting full lifecycle contractual negotiations from client presentations through to contract negotiations but also day-to-day execution of agreed deliverables for specific markets and projects. It will also require identifying individual needs and providing marketing support, with the goal to establish NBA as a “must-have” content on our partners’ platforms.

The role will also involve staying up-to-date on market developments and undertaking competition analysis. The candidate should have articulated and persuasive oral and written presentation skills, as well as being motivated, energetic and resilient. She/he will be required to travel and work across multiple time zones while working in a highly pressured and complex matrix environment.

Main Responsibilities: 

  • Sales 
    • Conduct detailed analysis supported by our research team and define the appropriate rights distribution strategy across all platforms in each market of responsibility . 
    • Negotiation and execution of media rights agreements with broadcast and digital partners in coordination with other departments (legal, marketing, content, broadcast operations…) 
    • Follow and control all steps of the contractual process, from drafting of term sheet and deal memo to performing due diligence and deal valuation when necessary 
    • Work closely with media distribution leadership to exceed aggressive revenue targets and assist other members of the team in sales discussions when required 
  • Account management 
    • Execution of all deliverables in licensing agreements and ensure partners are adhering to contractual obligations 
    • Day to day management of assigned partners with a particular focus on digital partners 
    • Provide creative marketing / promotional suggestions to partners and work with other teams (legal, marketing, PR..) to ensure all materials are in line with NBA standards and guidelines 
    • Provide support to partners on-site (e.g. Global Games, NBA All Star Week-end, NBA Finals..) and other general account/client servicing tasks when required 

Other key responsibilities: 

  • Keep up-to-date on market trends, new technologies, and competitive forces, and assess their impact on the NBA’s business 
  • Strategy planning & business development: Identified new business concepts and new prospects for NBA Media assets. 
  • Construct, deliver and execute sales presentations and detailed market briefing materials in order to support and further develop the media strategy 
  • Maintain and nurture relationships with broadcast partners and relevant industry stakeholders 
  • Provide critical field input and maximize and uphold customer satisfaction amongst partners 

Required Skills and Knowledge: 

  • Proven negotiation skills and understanding of sales cycle and various business models of the media distribution market 
  • Understanding of both the traditional television landscape and of digital distribution platforms in Europe 
  • Capacity to manage complex contractual negotiations and follow processes 
  • Strong problem-solving skills and solution-oriented 
  • Team player with the ability to build strong relationships with partners and colleagues from all functions and departments 
  • Extremely capable of muti-tasking with the ability to handle and prioritize a high volume of work during peak periods 
  • Strong communicator with excellent written and verbal communication skills 
  • An understanding of the NBA and love of sports will be an advantage 

Experience and Education Needed: 

  • University degree with a major (or focus) in Business, Strategy, Digital Media, Technology or related subjects 
  • Minimum 3 years in sales/account management role in media company, broadcaster or sports league 
  • Experience in media content sales and business development and/or digital content/OTT distribution 
  • Experience in working on complex deals and contractual negotiations, with proven success in exceeding sales targets 
  • Fluency in English and at least one other European language 
  • Experience in working in international / multicultural environments

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