This week we interview an Affiliate Sales Manager in the broadcast sector.
Bobby is responsible for the development of international new business opportunities for an International Entertainment Network of digital television channels within the Satellite, Cable, IPTV, Closed Network and Mobile industries, with particular emphasis on pan-European and African linear carriage
Why is your role important to the business?
This role is key in any media studio looking to expand their TV offerings internationally. Affiliate deals expand the footprint of the company globally and widen the distribution and audience numbers for that particular channel or content.
How long have you been doing what you have been doing?
I have been doing affiliate sales for over 4 years now, I have been doing sales generally for the last 10 years.
- How did you get into this : what did you do before?
I worked for Yell.com, I was a London Key Account Sales Manager. My role was to develop and maintain client growth, customer acquisition, turnover and profit expectations ensuring company targets & deadlines were met. This was done by conducting accurate and effective business building reviews, presenting new product offerings and negotiating service requirements.
This role whetted my appetite for face to face high level business discussions/sales and led me into media.
- What was the interview process like to get this position, or how did you start your career in this sector?
I was always interested in media, especially new media – so when I was approached with the role for my current employer I grabbed the opportunity. It was a lengthy interview process which involved meeting directors and also doing presentations at a high level. This was an important insight into the role I was walking into.
- What tips would you give someone who was interviewing in your company?
Be confident, concise and have a good knowledge of the company and your role. Another key point is remember an interview may be the only chance you have to sell yourself to the company so as well as following the structure of answering questions and saying the right things, if you need to go off track to emphasise a point of why you are the best person for the role, grasp that opportunity, you may not get another.
- What aspects of your role do you enjoy the most?
I enjoy the travel aspect of my role and having face to face business discussions which vary from country to country. Also the feeling when you have made a sale which you know will impact the business in a positive way and your revenues/targets also is fantastic!
- What are the challenges faced in the role?
Saturated market in some territories, cost, and of course competition.
- What 3 adjectives would you use to describe the type of person/ skills needed in your job?
Motivated, Entrepreneurial and Persistent
- What is the highlight of your career to date?
Making my employer the most widely distributed South Asian TV channel in the UK and Europe.
- What is the most valuable lesson you have learnt in your career so far?
To be patient, persistent and focus on the end goal as opposed to trying to focus on the short term target.
- What are your predictions on how your role will evolve in the next 5 years?
It will evolve from being very linear based to being very much content based and focusing much more on the new media technologies and the different methods of consuming content.
- What advice would you give to someone who wants to get into your sector?
Build relationships, be patient in your approach to selling and find opportunities in places you would not normally consider
What do you do in your spare time, when you aren’t working?
I enjoy running, I am captain of my local Sunday league football team and I enjoy travelling and exploring the world.