Vice President, Sales & CRM Integration

Warner Bros. Home Entertainment Inc. seeks a Vice President, Sales & CRM Integration for the Domestic Sales department based in Burbank, CA.

Position Responsibilities:Position will align WHV account goals with corporate objectives, measuring actual vs. target attainment and recommending shifts in course, as necessary. Monitor individual account and overall market sales conditions / trends while assessing their impact on our sales and marketing plans.Analyze results of sell-through and inventory data reports for each account. Identify opportunities to capture more value from high-potential or under-performing accounts, and improve execution by triggering recommended actions based on progress against account goals.Develop and maintain operational dashboard for business performance at key retail accounts – identifying key metrics and making account plan changes and recommendations based on measurement results.Monitor return allowances to ensure compliance with policy while not exceeding budgeted levels. Conduct quarterly sales meeting with business unit General Managers and SVP, Field Sales to review program strategies and track budget requirements.Conduct meetings with Sales Director’s to monitor progress against sales budget. Develop and manage a process which seeks to coordinate and prioritize the various WHV sales programs between the Business Units, Distributed Lines and the WHV Field Sales team.Develop and manage a comprehensive Sales Planning process to meet annual Company financial objectives and optimize the performance of our key retail accounts. Analyze merchandising programs, over see payouts to sales force. Lead efforts towards retailer-specific vernacular and margin calculations with the goal of developing collaborative goal-setting and score carding. Identify shortfalls by business segment and manage stretch plan coordination to fill gaps.Develop new sales policies as necessary to meet market conditions. Act as liaison with SVP, Field Sales and conduct twice-monthly meetings to understand business challenges, risks and opportunities. Oversee Sales incentive plan administration, ensure compliance with policy, and act as final decision-maker on payout disputes. Oversee the planning and execution of all national, regional and customer-specific sales meetings and conventions. Final approval of all Sales T&E reports. Manage and coordinate the development of a integrated sales information system.Manage team efforts to evolve current system from estimate/advertising admin/analytics to full CRM solution which serves as annual account/demand planning, detailed promotions planning & evaluation, and central spending/cost reporting linked to volume in order to optimize trade spend.Drive and manage change which eliminates redundant reporting, while channeling all planning, tracking and reporting into one cohesive system. Responsible for developing training guidelines to educate and lead Sales in full utilization of next generation tools. Develop and use score cards to measure Sales on their effective use of systems. Identify returns mitigation strategies for WHV top 5 accounts in conjunction with business units GMs and WHV Finance. Develop P&L for WHV Top 5 accounts in conjunction with business units GMs and WHV Finance.

Position Requirements:Bachelor’s degree in business management or related field required.MBA strongly preferred. Minimum 10-15 years sales experience required, preferably in either home video or major packaged goods (i.e., Proctor & Gamble, Colgate-Palmolive, Beatrice, etc.). Must have the ability to communicate effectively and tactfully with executives and WHV personnel. Must have the ability to pay close attention to detail and understand written and oral instructions. Must have the ability to organize and schedule work effectively. Must have the ability to work well under time constraints.Must be able to handle multiple tasks. Business travel, as necessary.