Retail Market Development Manager in Burbank, California | DiversityInc Careers

Retail Market Development Manager

Job Title
Retail Market Development Manager Time Warner
Warner Bros. Entertainment Group WB Business Unit WHV:Domestic Industry Film Production and Distribution Area of
Sales Location United States - California - Burbank Requisition # 163784BR Position
Full Time Company Overview Warner Bros. has been entertaining audiences for more than 90 years through the world’s most-loved characters and franchises. Warner Bros. employs people all over the world in a wide variety of disciplines. We're always on the lookout for energetic, creative people to join our team. Business Unit Overview Warner Bros. Home Entertainment Group (WBHEG) brings together all of the Company’s businesses involved in delivering home entertainment content to consumers. This includes global distribution of packaged and digital media, and formats including DVD, Blu-ray, video-on-demand, cable, satellite, online, mobile, electronic sell-through and more. Posting Job Description The Retail Market Development Manager is a key sales role reporting to the SVP, Sales.  The role is responsible for achieving assigned financial targets through development and execution of commercial and promotional plans, managing our existing physical rental and liquidation customers, incubating new accounts as well as expanding WB’s distribution into alternative channels. The successful candidate will be viewed as a key contributor and driver of customer growth for WB and the customer. Develops and executes annual plans through collaboration with SVP, Sales and with Trade Marketing, Marketing, Retail Planning, Operations, Finance and other WB divisions. 
What part will you play?
  • Secure placement and premier support of all products, both new release and catalog. Negotiate terms
  • Work with Business Units (BU) to identify and recommend excess inventory eligible for liquidation.  Serve as primary contact with authorized liquidation partners.  Maintain list of eligible liquidation outlets and police market for compliance
  • Maintain principal relationship and contact with customer movies & TV merchandising, marketing, and operations personnel
  • Continually evaluate and seek to improve WB’s market position within the customer’s video business, while maintaining appropriate level of internal attention, support and investment.
  • Remain versed in customer’s products and services as well as competitive offerings that may impact accounts business
  • Actively research and analyze the industry and market conditions to fully identify the customer needs and demonstrate WB value proposition within the context of customer’s needs
  • Create, implement and monitor/forecast an annual sales plan, while making necessary adjustments in order to achieve goal/ budget
  • Lead customer meetings both internally, at customer locations, and elsewhere as necessary.
  • Drive internal meetings with marketing, operations, account planning, trade marketing and finance to achieve support towards customer revenue and profitability goal attainment  
  • Work to resolve and mediate disputes between customer and WB
  •  Expand WB’s distribution in the alternative channel market
  • Evaluate US marketplace and make recommendations on channel expansion opportunities
  • Assess viability of various business models to ensure profitability of new accounts/ channels
  • Incubate new accounts to assess viability and transition the accounts to Field Sales as appropriate post incubation period
  • Accurately capture, record and communicate liquidation executions with the appropriate internal teams
  • Work closely with Film & Tv BU to ensure rental accounts buy matrices are being followed appropriately
  • Collaborate with Operations to ensure timely and effective delivery of product
  • Complete ad hoc presentations upon management request
What do we require from you?
  • BA in Sales, Management, Marketing or equivalent work experience is required.
  • 5-7 years sales experience dealing with a wide range of retailers
  • 5 years transactional sales experience
  • Understanding of working and managing multiple channels of trade
  • Proven track record in selling to varied customers or organizations
  • Proven history of driving successful promotional campaigns and programs with customers
  • Proven history of consistently exceeding goals, award recognition, etc.
  • Proficient with Microsoft Office and similar applications


The Warner Bros. Entertainment Group of Companies is an equal opportunity employer and considers all candidates for employment regardless of race, color, religion, sex, national origin, citizenship, age, disability, marital status, military or veteran's status (including protected veterans, as may be required by federal law), sexual orientation, gender identity or any other category protected by law.