SVP Physical Sales & Distribution
Home Entertainment

A superb opportunity to join a major US studio its London office, overseeing international physical home media sales.

This senior executive-level role requires 15+ years' sales and distribution experience in international home media or related industries, in a leadership role.


Our client is a Hollywood studio, with a long successful history distributing some of the world’s best loved movies. From action thrillers to Sci-Fi franchises, the studio continues to release successful films both theatrical and on home media.


Reporting into the LA-based EVP, this is a key leadership role overseeing the entire physical media sales business, covering forecasting, strategy and market analysis and managing third party operations. 

This position is accountable for defining sales targets, ensuring territories meet the goals, while aligning sales objectives within the studio’s wider strategy. Additional responsibilities include leadership and motivation of the sales team, fostering a high-performance culture. 

As this role has an international scope, there will be extensive travel to visit regional offices and relevant territories.

Specific responsibilities include:

  • Align the sales organisation’s objectives with business strategy through active participation in the strategic planning, sales strategy development, annual and quarterly forecasting, sales resource planning, and budgeting process
  • Meet assigned targets for net sales, market share, contribution margin and other strategic performance objectives
  • Lead and refine the sales organisations high performance management processes and culture. This includes embedding the sales organisational principles for managing high performance, embedding critical performance measures for all sales roles; and overseeing the equitable allocation of organisation objectives across all the defined area of responsibility
  • Provide leadership, coaching and development to the sales team, while fostering a culture of high-performance and accountability
  • Accountable for the sales organisation supporting budget including but not limited to Trade Investment. Proactively assessing existing sales organisation investments (ensuring efficient return), including those in technology, training, and administrative support
  • Lead the identification, formulation and communication of sales strategy for physical including, competitive analysis, capabilities assessments, forecasting and cost/revenue projections, and developing strategic recommendations. Working closely with the planning, marketing and finance teams on the sales strategy
  • Secure promotional opportunities on partner platforms; ensure operational goals, execution of content strategy and compliance with contractual obligations
  • Research and explore emerging business models and trends; conduct market assessments to formulate physical international business strategies
  • Lead and support the sales organisation change initiatives by continuously assessing the need for organisational change, championing change initiatives, and removing obstacles impeding constructive and progressive organisational change.
  • Develop Licensing strategy to maximise the return on the studio’s assets
  • Establish and maintain productive peer-to-peer relationships with customers and other internal and external stakeholders
  • Oversee the execution marketing strategies for launch of physical new release and catalogue content to ensure effective implementation of such strategy.  



The successful candidate will possess:

  • 15+ years' sales and distribution leadership in home media or related industries
  • Extensive experience in physical media distribution and business development, or related media/entertainment required
  • Proven success in driving superior value from direct management and/or leadership of large scale national and/or multinational customers
  • Ability to think strategically and consider longer term impacts
  • Highly numerate, analytical and commercially astute
  • Excellent communication and ability to influence at all levels with confidence to challenge appropriately
  • Strong presentation and negotiation skills required, including the ability to successfully communicate with internal and external decision makers; excellent oral and written communications skills
  • Strong experience analysing and presenting all relevant market, industry and company factors to support proactively identifying targets and priorities; experience in navigating complex issues that straddle business, legal, product and technology considerations
  • Ability to contribute to high level strategy in addition to being a master of details and process when needed.


An attractive package including bonus potential will be tailored to the successful candidate.

If you have the credentials for this role and are interested to learn more, please contact Anne Fenton at Lumina Search for more details.