Senior Cinema Sales Manager, US

Dolby Laboratories, Inc.

About The Position

Join the leader in entertainment innovation and help us design the future. At Dolby, science meets art, and high tech means more than computer code. As a member of the Dolby team, you’ll see and hear the results of your work everywhere, from movie theaters to smartphones. We continue to revolutionize how people create, deliver, and enjoy entertainment worldwide. To do that, we need the absolute best talent. We’re big enough to give you all the resources you need, and small enough so you can make a real difference and earn recognition for your work. We offer a collegial culture, challenging projects, and excellent compensation and benefits, not to mention a Flex Work approach that is truly flexible to support where, when, and how you do your best work. Dolby’s consumer entertainment and cinema businesses are bringing Dolby’s breakthrough technologies, powering the world’s top movies, TV shows, music, games, and live sports to more places around the world across a wider range of consumer experiences and devices. Dolby Cinema is looking for a Senior Sales and Partner Management team member in North America. The individual will lead the effort to develop and manage business relationships with exhibitors in North America; and as a key member of the Sales and Partner Management team, develop, sell and manage business relationships with select Dolby Cinema and Dolby Vision+Atmos partners, cooperate with the technical team for site deployment, support marketing programs and drive site performance to meet our target business goals. Reporting to the Director of Sales and Partner Management, Americas, the individual will establish relationships with key exhibitors and work with other team members to manage the relationships with the goal that key exhibitors choose Dolby Vision+Atmos as the first preference in their premium cinema offerings. As part of the Sales and Partner Management team, the individual will engage with customers and prospects to provide them with the information, follow-through activities required to successfully complete their Dolby Vision+Atmos adoption projects. The Senior Sales and Partner Management position will be the primary representative and “voice of the customer” within the Cinema & Group Entertainment. Through initial contact and follow up meetings and demos with exhibitors, the Senior Sales and Partner Management member will regularly report on the key trends, obstacles, competitive analysis and customer feedback. The selected candidate must be versed in market analysis, customer prospecting and development, as well as sales planning and execution. The desired candidate should be a flexible self-starter able to create and express a strong point of view across departments and to senior executives in a rapidly changing growth environment.

Requirements

BA/BS, MBA preferred
10 years’ working experience including at least 6 years customer relationship development and account management skill related within the cinema industry
Exceptional written and verbal communication skills, ability to work independently to achieve goals established in a team environment
Intimate knowledge of cinema exhibition and how the business operates
Understanding of cinema distribution and with experience working and selling around box office targets and goals as pertaining to exhibition
Demonstrably excellent time management, decision making, interpersonal skills, presentation and organization skills. Professional appearance and presentation required
Proven ability to communicate information and get alignment across departments to senior executives in a flat organization
Ability to work independently
Ability to work with many diverse functional areas as a “voice of customer” of the Dolby Vision+Atmos business within Dolby
Position will require 40 to 50% percent travel

Responsibilities

Lead efforts to establish and manage cinema relationships in North America regarding Dolby Vision+Atmos
Market analysis to identify key exhibitors
Provide information of decision-making process of key exhibitors
Establish relationship with key stakeholders and c-suite within exhibitor
Provide information for Dolby Vision+Atmos opportunities for the next 5 years
Secure key opportunities through the engagement with exhibitors
As a key member of the North America Sales and Partner Management team, drive site performance and manage relationships with partners
Develop and maintain regional executive management exhibitor relationships
Establish regular meetings with customers to review business opportunities, challenges and plans
Provide information to customers regularly regarding content availability and marketing program results
Provide necessary information to different departments in Dolby on partner requirements, changes and opportunities
Develop and execute the account plan for Dolby Vision+Atmos accounts
Interface of the technical team and customers during the early stages of customer engagement and site deployment
Communicate with senior management of both sides to reach agreement during the process for site selections, design and construction
Provide suggestions for process improvement
Interface of marketing team and customer for landlord relationships and during launching and business operation
Work with marketing team for key tradeshows and industry events to promote Dolby Vision+Atmos opportunities
Managing cinema customer expectation and executive engagement of Dolby Vision+Atmos through demos, site opening and key events