Head of Planning, Pricing

2 weeks ago

Singapore Bbc Studios Singapore Private Limited Full time
Job Purpose

BBC Global Media & Streaming, a division of BBC Studios is seeking a Head of Planning, Pricing & Inventory for the Ad Sales group in APAC, in support of BBC owned platforms & services, including BBC.com, BBC News (TV), BBC Earth, Top Gear, BBC World Service Languages, and BBC social media. The principle purpose of this role is to be a driving force in region for standards of excellence in Sales Planning, managing pricing policy, media inventory and yield optimization. This position will work directly with Advertising Sales teams and intersect with Integrated Marketing, Business intelligence, Ad Ops & Tech Ops, to help inform commercial planning and G2M proposition development.

The position directly supports the business goals and reputation for the Ad Sales group in APAC and is integral to achieving commercial success in advertising sales. This role reports into the SVP Advertising & BBC StoryWorks APAC (Sydney) with dotted lines into the Business Intelligence Director and the Head of Inventory Management & Yield Ops, central roles based in the UK.


Key Responsibilities and Accountabilities

Primary Accountabilities of the role

  • Building and setting a vision, framework and culture for sales planning excellence, providing counsel, and fostering growth of Sales Planners, defining, and overseeing best practice standards for the Planning function
  • Delivering consistency, accuracy, and efficiency in implementation of Sales Policy, Pricing Policy, and Sales Planning processes to maximise commercial success
  • Be the functional expert for Pricing, Inventory and Audience Targeting, providing accurate and compelling information for packaging of Sales Propositions and initiatives
  • Analysing digital inventory utilisation by APAC Ad Sales to enhance yield optimisation strategies across the full demand ecosystem and maximise revenue potential

Pre-sale

The pre-sale function is responsible for supporting ongoing selling activities across digital, programmatic, audio and TV inclusive of media plan preparation, campaign implementation, data segmentation, programmatic requests, and technical troubleshooting. This role will represent the client's point of view when collaborating with cross-discipline functions and will reflect a customer-centric approach when interacting with Planners, Sales managers, and other stakeholders.

Post-sale

The post-sale function is responsible for the oversight of standards that deliver seamless execution of advertising campaigns and best-in-class customer service management. This will involve working collaboratively with colleagues across departments to achieve efficient and effective delivery and post-campaign analysis and reporting.

Principle Responsibilities

  • Managing digital inventory to ensure sales requirements are supported appropriately and can be delivered with confidence
  • Own and manage the induction and onboarding training and coaching of all new Sales Planners, working in collaboration with Sales Leadership in territory
  • Own and be responsible for developing regular Sales Planner upskilling training to enable them to be subject matter experts
  • Have oversight of sales planning teams as they maintain the success of campaigns: update and standardize sales planning templates, optimization process, PCR reports etc.
  • Have special oversight of top key accounts (by revenue), supporting media plans and delivery
  • Responsible for deep product knowledge across digital + data, programmatic, TV, social, audio and Insights
  • Build and hold extensive knowledge and expertise of audience data storytelling and data products for media planning and sales teams
  • Become a Sales + Planning expert for data segmentation capabilities and audiences
  • Coach and develop Sales Planners to be able to deliver best practice media strategy to clients that are derived from industry insights and expertise
  • Establish smart workflows to promote efficiencies
  • Oversee the programmatic planning process and support the upsell from OMP to PMP / PG
  • Monitor Sales Planner standards and output for mid-flight optimizations, inclusive of troubleshooting of delivery issues
  • Help Sales Planners remain accountable for proactively identifying delivery challenges and proposing and securing buy-in for solutions
  • Analyze planning output and pitch conversations to help Senior Leadership asses where product mix, CPMs, or content offerings might be updated to facilitate a more successful sales strategy

Knowledge, Skills, Training & Experience
  • Strong leadership and interpersonal skills, with the ability to thrive in a matrix management structure and effectively communicate and collaborate with cross-functional BBC stakeholders
  • Highly motivated and proactive, with a demonstrated ability to thrive in a fast-paced environment while managing multiple projects and tight deadlines
  • Enthusiastic, curious, and approachable mindset, excellent organizational and project management abilities, attention to detail with creative problem-solving skills
  • Analytical with proficiency in data analysis and interpretation, using tools and technologies to provide critical insights and inform decision-making
  • Foundation in media planning, with knowledge of Ad Ops and sales support systems, technologies, and tools is a real benefit, such as GAM, Mydas, Operative One, Permutive, Adobe, IAS, Salesforce
  • 8+ years in digital media planning or similar environment, preferably in an agency or publisher setting, with 3+ years of people management experience
  • Bachelor's degree in Marketing, Communications, Business, or related field preferred.

Job Impact
  • Collaborate with regional SVP to help shape and inform sales strategy through use of inventory, targeting and pricing levers
  • Dotted line management of Sales Planners in Singapore, Tokyo, and Sydney to deliver against planning priorities and responsibilities
  • Close working relationship with Sales management in region to support and aid commercial objectives, consulting and advising on Sales Planner development
  • Coordinate global pricing and yield management approaches with stakeholders in UK and other regions, adapting workflows and decisioning processes for regional requirements
  • Collaborate with Integrated Marketing team (incorporating Data & Insights) to contribute and inform Sales Propositions
  • Liaise with regional Business Intelligence Manager to support forecasting related to inventory and product
  • Contribute to the development of broader company and department initiatives
  • Role model and promote a High-Performance culture and BBC values

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