Job Description
The Manager will be responsible for the negotiation of retransmission consent and cable network distribution agreements with Nexstar Media's small & mid-sized Multichannel Video Programming Distributors (MVPDs), as well as managing the overall relationship with these partners. The position requires a person who can manage the full scope of the account management and affiliate sales processes – creating and executing sales strategies, while also building relationships with key MVPD contacts. In addition to negotiating retransmission consent agreements with the small and mid-sized MVPDs, this person will also support the SVP and VP in negotiating affiliation renewals with i) the large MVPDs and digital MVPDs (dMVPDS) and ii) the broadcast networks (e.g., ABC, CBS, NBC, etc.). The manager will also work closely with dMVPDs- to operationalize station launches and broadcast networks- to fulfill network affiliation obligations. The ideal candidate will be a strong team player who demonstrates outstanding analytical and problem-solving skills as well as excellent oral and written communication skills.
Primary Responsibilities
- Provide end-to-end account management for assigned accounts; interact with the decision-makers and influencers of assigned MVPD/dMVPD partners.
- Develop sales strategies to meet or exceed established revenue goals and targets for assigned MVPD/dMVPD accounts.
- Construct and deliver sales presentations/proposals to senior execs from assigned MVPD/dMVPD partners.
- Lead negotiations with select MVPD/dMVPD partners regarding pricing, programming content, new technology platforms, and marketing.
- Assist in the management of the relationship with Nexstar's network partners (e.g. ABC; CBS; FOX; NBC).
- Manage day-to-day relationships with assigned MVPD/dMVPDs.
- Point person to collaborate with Nexstar Media station marketing leadership teams to identify, convey and implement marketing opportunities to distribution.
- Work with internal Finance department to develop financial models relating to deal negotiations.
- Gather competitive intelligence and current marketplace information.
- Collaborate with CW team to implement key CW marketing initiatives with distributors.
- Maintain an accurate account status for regular review by the SVP, Distribution.
Requirements
- +5 years of affiliate sales and negotiation experience in the cable and television industry, including account management experience that includes a track record of delivering results.
- Detailed knowledge of the television industry, including broadcast, cable, digital, and other market segments.
- Current relationships with key clients in digital and linear distribution.
- Strong understanding of distribution and retransmission consent agreements.
- Experience with alternative distribution platforms (e.g. VOD; TVE; OTT).
- Ability to travel as required for business purposes.
- Proven interpersonal and relationship building skills.
- Exceptional presentation and negotiating skills necessary to work through complex deal provisions.
- Proven analytical, organizational, and communication skills.
- Ability to work efficiently under pressure, meet deadlines and multi-task.
- Must be comfortable working in a remote environment as part of a team.
- In-depth understanding of the competitive landscape and of current industry trends.
- Expert proficiency in Microsoft Word, Excel, and PowerPoint with a strong attention to detail.
- Bachelor's Degree.
