Senior Director, Sales and Operations
The Senior Director, Sales and Operations is responsible for driving strategy and revenue growth of Warner Bros. Discovery (WBD) content within the Television Licensing and Home Entertainment divisions across the Australia and New Zealand markets. This role evaluates and structures deals to optimise results, ensures revenue targets are reached/exceeded, and aligns with overall divisional and corporate objectives.
In addition to the commercial function, this role leads the operational function of the Television licensing division, overseeing pre‑ and post‑sales administration, data management, contractual obligations, reporting, invoicing and content delivery.
Department
Content Sales
Location
Sydney, Australia
Reports To
Managing Director, ANZ
Responsibilities
Content Sales
* Manage all TV licensing of Warner Bros. and Discovery content across Australia and New Zealand.
* Develop, service and maintain strong professional relationships with external partners and clients.
* Lead deal negotiations, content distribution strategy, analyses, deal models, term sheets and long‑form agreements across Free TV, Pay TV, SVOD, AVOD/FVOD media.
* Drive revenue from the licensing of WBD TV content across all platforms in Australia & New Zealand to exceed revenue targets.
* Manage and service multi‑year and volume deals, seeking additional opportunities within these deals to drive revenue growth and the reach of WBD franchises and programs.
* Ensure revenue projects are analysed and reported correctly on a regular basis.
* Analyse the WBD product inventory and, based on client needs and market trends, develop new ways to increase revenues for Australia & New Zealand.
* Work closely with Head of Studios across ANZ windowing strategy, gathering information from Theatrical, Home Entertainment and Streaming teams locally and globally.
* Lead, mentor and develop the Sales team to ensure strong sales performance.
* Monitor performance of all assets as well as those of competitors.
* Work closely with TV Marketing to facilitate potential sales and post‑sales servicing.
* Collaborate with all WBD divisions (Streaming, Networks, Consumer Products, Home Entertainment, Theatrical, Production, Franchise Management) to ensure key properties are licensed in ANZ and windowing strategies are maximised cross‑divisionally.
* Build effective relationships with key stakeholders across WBD (both US and international).
Content Sales Operations
* Lead the Sales Operations function, ensuring the smooth running of the pre‑ and post‑sales process.
* Oversee the maintenance and administration of enterprise systems – SAP (COSMOS) and SMART (forecasting system).
* Manage and deliver all forecasting and planning projects.
* Ensure timely and accurate delivery and distribution of telecast materials.
* Continually review and improve processes for efficiency.
* Collaborate with key stakeholders across WBD in the US (WB International Production, Legal, Contract Management, Rights Management, Finance, Servicing, Research).
Home Entertainment
* Set and own the ANZ Home Entertainment strategy, aligning global priorities with local market opportunities across physical and digital distribution channels.
* Hold ultimate accountability for financial performance, including budgets, forecasts, investment decisions and delivery of agreed ANZ commercial outcomes.
* Provide executive oversight of licensee and agent partnerships, setting performance expectations, approving strategic initiatives and resolving commercial or operational risks.
* Sponsor and govern market innovation and new revenue opportunities, ensuring disciplined evaluation and alignment to global strategy.
* Act as the ANZ Home Entertainment representative to global, regional and cross‑functional stakeholders, ensuring alignment and effective decision‑making.
Leadership
* Lead, mentor, coach and develop direct reports (across both the TV Licensing & Home Entertainment Divisions) to achieve business objectives and career development.
* Create and foster a positive, inclusive and high‑achieving team culture that encourages creative risk‑taking and embraces continual change.
* Motivate, train and develop staff to their full potential, ensuring each project achieves its objectives.
* Set goals and conduct team reviews to overachieve revenue targets and develop both sales skills and sector knowledge.
* Share leadership vision and provide tools and skills necessary for teams to deliver their objectives effectively.
Job Qualification Standards
Work Experience
* 15+ years related work experience in entertainment & media industry.
* Previous business management, analysis and planning experience required.
* Experience in managing and developing sales staff.
* Knowledge of and experience in TV licensing and sales negotiation.
* Experienced presenter, negotiator and influencer.
* Experience working within a matrixed corporate structure or a multi‑national company with multiple stakeholders is an advantage.
* Commercial senior executive experience, with a track record of growth.
Knowledge / Skills
* Ability to engage and manage clients, structure and implement business strategy.
* Excellent negotiation and influencing skills at all levels.
* Demonstrated strategic and creative thinking.
* Excellent communication, able to articulate ideas and concepts persuasively.
* Partner effectively with internal and external parties to drive results.
* Responsible, accountable and results‑oriented.
* Strong decision‑making and problem‑solving capabilities.
* Excellent attention to detail and high level of accuracy.
* Ability to work across multiple business areas, balancing multitasking and handling tight deadlines under pressure.
* A strong team player who contributes to an environment embracing constant change and innovation.
* Proactive and passionate seeker of knowledge including trends and developments in the media industry, content and advertising.
* Excellent organisational and administrative skills with exceptional attention to detail.
* A strong leader that inspires commitment and excellence.
Equal Opportunity Employment
Warner Bros. Discovery embraces the opportunity to build a workforce that reflects a wide array of perspectives, backgrounds and experiences. We are an equal opportunity employer, taking seriously our responsibility to consider qualified candidates on the basis of merit, regardless of sex, gender identity, ethnicity, age, sexual orientation, religion or belief, marital status, pregnancy, parenthood, disability or any other category protected by law.
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