Skip Navigation
The Walt Disney Company: Be Part of the Story

Be Part of the Story

Senior Manager - Product & Revenue Strategy

Apply Now Apply Later Current TFCF Employees and Freelance / Contractors Apply Here Job ID R10012612 Location Mumbai, Maharashtra, India Business Star Date posted Sep. 15, 2021

Job Summary:



Star India has defined the Indian media landscape for more than 30 years, and today is one of the country’s leading media conglomerates, reaching around 700 million viewers a month on TV across India and over 100 other countries. Star India’s channel portfolio cuts across general entertainment, films, sports, infotainment, kids, and lifestyle content across eight languages. The network generates over 20,000 hours of content every year and broadcasts 70+ channels, reaching 9 out of 10 C&S TV homes in India. The Star Sports network is one of the leading sports networks with 17 channels in its bouquet. It is home to a number of leading domestic and international sports and is making quantum leaps in transforming sports in the country, helping India become a multi-sporting nation. Disney+ Hotstar, India’s largest premium streaming platform has changed the way Indians watch their entertainment - from their favourite TV shows and movies to sporting extravaganzas. With the widest range of content in India, Disney+ Hotstar offers more than 100,000 hours of TV Shows and Movies in 8 languages, regional and national News, and coverage of every major global sporting event, including the IPL. The company is present in the Indian movie production and distribution space through Fox Star Studios. The studios is also responsible for the marketing and distribution of its Hollywood slate in the country. For more details visit us at



In order of importance, list the key accountabilities critical to the performance of the position.  It is recommended to focus on essential responsibilities that highlight accountability and level of judgment required.

Strategic / Policy related KRAs

Customer and Pricing Strategy:

  • Defining the pricing strategy along with the PRS Head and National Genre Head for the channel/cluster basis organization objectives, budget for the year, market scenario, competition, etc. in order to ensure the sales organization achieves overall revenue target.
  • Driving the channel pricing agenda - setting benchmarks, providing inputs and sign-offs on deals, and participating in deal negotiations as and when required
  • Build client wise strategy/ deal structuring for the channel which includes creating and recommending client pricing options for individual client deals, building monthly client packages including decisions on what time bands to allocate to each client based on what works for their target segments and track deviations in delivery
  • Build sponsor packages for impact shows and ensure maximum monetization for each property on the channel
  • Build band wise revenue budget, show and property wise pricing including determination of sponsor packages
  • Create and maintain strategies based on key genres to help understand the genre behavior, trends, movements etc. that may have impact on business.

Strategic Forecasting:

  • Creating revenue business plan across portfolio of channels in a particular genre
  • Building bottom up revenue plans for the fiscal, quarter & month
  • Tracking performance vs. annual plan, revising forecasts etc

Operational / Process / Technology related KRAs

Product Understanding

  • Developing insights into the genre & channel deliveries to develop customized pitches for clients
  • Creating & implementing trade marketing agenda for the channel – Mailers, On Air promos, Trade events etc.
  • Define a measurement process to ensure that client and agency are aligned on key performance metrics, establishing realistic business goals, and providing frontline support through reporting and analytics
  • Impact landscape sizing of a particular genre – understand the kind of impact properties across channels, changes and evolutions compared to the previous year and deeper understanding of the advertisers who buy impact

Cross functional collaboration:

  • Engage with sales teams for ensuring revenue rationalization by forecasting projections/trends for a healthy business and designing attractive packages for the sales team to take to the market, conducting roadshows. Prepare the sales team so they can handle queries from clients and media planners/buyers with confidence.
  • Supporting ad sales team with operational tasks on rate cards, internal deal approvals, client sales proposals etc.
  • Liaise with the Programming teams and build a thorough understanding of the channel objectives and performance in order to identify monetization opportunities, as also provide market / sales feedback in relation to channel properties
  • Work collaboratively across Sales and Ops to ensure seamless delivery on deals from a client perspective, as well as inventory optimization and revenue maximization from a business perspective

Use of Tools and Systems :

  • Building an understanding of the industry and clients through industry reports, trends, articles and BARC data to know plans of our key clients and categories to pre-empt the sales team for proactive pitching.
  • Analyze market trends, Media performance versus Brand parameters and other critical trends.
  • Helps building client dockets to understand the advertising patterns for key advertisers versus competition genre wise, channel wise, brand wise, market wise and make recommendations basis the same to improve the efficiency of clients’ buys
  • Deep dive on how advertisers in various sectors buy across genres – understanding the top categories, players, buying mix, impact purchased, channel mix, etc

Financial Accountability / Commercial Impact

  • Revenue and Yield Delivery
  • Working along with the sales team to ensure revenue targets are met
  • Achieve yield objectives of annual plan
  • Maximise channel/genre revenues across time slots, execute corrections and manage monthly revenues.
  • Develop a strategy for the next year including customer strategy, pricing strategy and programme wise plans to add up to the channel revenue


(internal and External)

  • Internal - Ad Sales , Ad sales operations, Programming
  • External - Clients & Agency


  • Revenue performance vs. plan
  • Yield achievement vs. plan


  • Minimum Qualification : MBA/PGDBM (Premier or Tier 1 management institute)
  • With at least 8-10 years of post-qualification experience


  • Strong quantitative and analytical ability
  • Knowledge of BARC, Media express, BI/BO tools desirable
  • Excellent quantitative aptitude
  • Strong Interpersonal skills with an assertive personality
  • Excellent communication and presentation skills


  • Business Acumen
  • Strategic planning
  • Influencing Skills
  • Result Orientation
  • Negotiation Skills
  • Analytical thinking

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, gender identity, disability, protected veteran status, or any other characteristic protected by law. We will consider for employment qualified applicants with criminal histories consistent with applicable law.

About Star:

Star India has defined the Indian media landscape for over two decades and today is one of the country’s leading media conglomerates, reaching approximately 650 million viewers a month across India and more than 100 other countries. Star generates 20,000 hours of content every year and broadcasts 40+ channels in 8 different languages, reaching 9 out of 10 C&S TV homes in India. The network’s entertainment channel portfolio includes Star Gold, Channel V, Star World, Star Movies, Star Utsav, Life OK, Movies OK and Star Plus, India's No. 1 Hindi General Entertainment Channel. It has a leading presence in regional broadcasting as well, through a bouquet of affiliate channels which includes Star Jalsha, Jalsha Movies, Star Pravah, Asianet, Asianet Plus, Suvarna, Suvarna Plus, Vijay and now Maa. It is also present in the Indian movie production and distribution space through Fox Star Studios, an affiliate joint venture company.

About The Walt Disney Company:

The Walt Disney Company, together with its subsidiaries and affiliates, is a leading diversified international family entertainment and media enterprise with the following business segments: media networks, parks and resorts, studio entertainment, consumer products and interactive media. From humble beginnings as a cartoon studio in the 1920s to its preeminent name in the entertainment industry today, Disney proudly continues its legacy of creating world-class stories and experiences for every member of the family. Disney’s stories, characters and experiences reach consumers and guests from every corner of the globe. With operations in more than 40 countries, our employees and cast members work together to create entertainment experiences that are both universally and locally cherished.

This position is with Star, which is part of a business segment we call Star.

Apply Now Apply Later

Watch Our Jobs

Sign up to receive new job alerts and company information based on your preferences.

Specify LocationsSelect a job category from the list of options. Select a location from the list of options. Finally, click “Add” to create your job alert.