Senior Commercial Manager Bulgaria & Med

Posted Date 4 weeks ago(2/23/2018 1:04 PM)
Requisition ID
Career Category
Affiliate & Distribution
Company Employee Full-Time

Position Summary


Reporting to the HCD, the position is responsible for delivering revenue targets (Discovery & Eurosport) in remit and developing new distribution business across its remit in CEEMCA. The position holder will also be the Companies ‘eyes and ears’ on the markets it is responsible for, to ensure future opportunities across the region, both in Distribution and beyond, are discussed and potentially exploited.


Distribution Sales:

  • Support HCD in preparation of Commercial Development Strategy and Distribution plan
  • Implementation and ongoing review of the agreed with HCD Distribution plan, whilst managing all technical and administrative aspects under the remit of the role
  • Achievement of all aspects of the Distribution Plan KPIs in the remit
  • Management of an effective strategy designed to access all relevant individuals in the Distributor
  • To be fully conversant with customer performance, proactively identifying issues and opportunities and taking action to address
  • To be fully conversant with competitor structure and approach, highlighting and acting upon areas of weakness and strength
  • To ensure all internal and external communications present and mirror the Discovery image and brand and Commercial Team in CEEMCA
  • Project work as required
  • Responsibility for the management and development of a team to manage all levels of the distribution, fostering a business development mindset and can-do approach.
  • Proactively partners with HCD on development of new business strategy, develops plans for markets and regions (not only clients).




Manage Strategy:

  • Has knowledgeable strategic thinking skills to manage and develop a portfolio of markets


Manage Deals & Clients:

  • Drives the implementation of the strategy in portfolio of markets
  • Understands the markets and trends and assesses market opportunities, providing feedback to HCD to influence strategy development
  • Works with HCD to set revenue budgets and business initiatives that require a creative approach in an uncertain business landscape
  • Has the mindset and confidence to make calculated decisions and operate in the management space
  • Manages key clients, regulatory bodies, relationships with associations and potential strategic partners – building the image of Discovery and its brands across the region
  • Actively makes self-known in the markets and the respect is evident
  • Takes accountability for all clients in the remit
  • Proactively finds new business, new clients and leverages existing assets
  • Has a client centered approach: consults, listens and develops convincing proposals



  • Has a practical and commercial approach
  • Has financial capability: understands financial reporting and accurately forecasts
  • Has strong numerical and analytical skills
  • Has a strong project mindset, great self-organization and prioritization
  • Is a confident decision maker able to work with limited supervision



  • Strong  and confident oral and written communication skills, articulate, engaging
  • Has the skill and mindset to share the right information and encourage others to share
  • Working in CEEMCA: effective at working in a multicultural environment and a matrix, able to maximise relationships


  • Strong people management skills
  • Proven track record in sales
  • Strategic thinking around managing and developing a portfolio of markets.
  • Business development mindset
  • Knowledge of the pay-tv and sports industry in the region
  • Ability to travel extensively and at short notice
  • Multi-territory experience is a plus


Personal Style:

  • Has a passion and knowledge for TV, media, mobile, sports and technology
  • Has ambition and courage, applying a revolutionary and entrepreneurial spirit
  • Retains a human face, even in challenging circumstances
  • Can take negative feedback and deal with it constructively

Sofia, Bulgaria, BR, Europe


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