Job Title: Vice President of Western Sales

Department: Sales

Reports To: Chief Publishing Officer

FLSA Status: Exempt

Location: Los Angeles, CA

Job Summary:

Square Enix is seeking a commercially driven strategic leader to become our Vice President of Western Sales.

This newly created role is a critical part of our recently organized Publishing Group and will be responsible for the growth of our revenue-generating channels through the Americas, EMEA and Australia/New Zealand. They will drive for constant improvement in our sales and operations team’s performance by fostering coordination across our regional groups; looking for opportunities to improve and streamline the group’s processes and developing and growing the skills of the team.

The Vice President of Western Sales will be responsible for leading our digital and retail sales teams, our operations teams and the commercial results of our online store and merchandising teams. They will work closely with key leaders in our Western Publishing group, our Japanese Publishing team, development studios, external partners, and our Finance team. They will organize and manage the territory heads to that ensure that goals are aligned, understood, and achieved, and that local net sales are maximized, including optimal distribution mix (digital/physical), optimal distribution and retail relationships.

This data-driven leadership role requires knowledge of our consumer base and the gaming market, strong commercial acumen, and an ability to analyze sales performance.

Responsibilities:

Strategy

Develop and own the Western sales strategies to achieve the agreed financial goals.
Lead the forecasting process, working with key stakeholders in marketing and the development studios.
Develop responsible and thorough category plans to maximize opportunities across our portfolio.
Ensure that the critical balance between boxed and digital distribution business is managed efficiently and pro-actively.
Lead/participate in material third party contract negotiations (e.g., distributor partnerships, third party platforms, new services or technologies).

Leadership

Oversee Digital and retail sales teams across Los Angeles, London, and other EU offices, ensuring alignment in the pursuit to deliver goals. Communicate goals clearly to Sales teams, secure buy-in and maintain appropriate dialogue with leaders on progress / challenges.
Set organizational structures to get the best results and oversee the adoption of organizational vision and values, which form part of the Square-Enix work culture.
Build development plans for team members to help to grow their skills and pave the way for them to advance in their careers.
Drive and share expertise on testing and understanding demand generation. Knowing when, where and how to chase success and when to rescale plans as needed.

Management

Formulate robust plans for the Western Sales teams to deliver.
Ensure accountability within the sales teams, developing appropriate metrics for leading compensation plans.

Analytics

Hone a robust reporting process to ensure that senior management and business teams receive regular, meaningful reports and insights that will inform their decision making and guide future strategies.
Define and communicate KPIs and targets to the Western sales personnel, analyze patterns in consumer and market behavior, and define data-driven action strategies to consistently optimize commercial performance.
Utilize analytics tools and work with the analytics team to undertake detailed analyses of sales performance for the purpose of reporting sales sell-in quantities, launch successes, weaknesses, and opportunities to leadership across Western and Eastern Publishing.
Identify areas of improvement in sales strategies with a view to establish actionable insights for the improving of sales and business profits.

Collaboration

Collaborate closely with Publishing Strategy and game studios to produce game title forecasts and to create appropriate fiscal year budgets, with appropriate targets set by territory, format, and opportunity. Active participant to align the SEJ and SEW sales goals, with global synergy to deliver against target.
Collaborate and/or lead on considering new market opportunities, driving initial traction, and transforming into lasting growth. Follow market developments to ensure that Square-Enix can capitalize on new initiatives and to advocate these opportunities to the senior management team.
Collaborate with publishing leadership to ensure that all Sales and Marketing publishing strategies are aligned, with local forecasting and territory spends in synergy.

Relationship Building

To be a lead presence and a recognized “go-to-exec” when discussing commercial plans and performance both internally and externally.
Lead initiatives to further bridge communications across our territories and functional teams.
Develop close relationships with external partners, fostering a rapport that allows for greater collaborations and partnerships.

Qualifications & Skills:

Bachelor’s Degree, MBA preferred
Minimum of 15 years commercial experience in video game sector –including senior roles amongst publishing, distribution, digital and retail functions.
Proven ability for growing business with strong diplomacy and team leadership skills - ability to unify multiple teams to align around a common goal.
Strong project management, critical thinking, and analytics skills.
Demonstrable experience in advocating and using data to drive decisions.
Analytical skills and ability to track results and drive open and honest communications on how to improve.
Highly effective communicator and presenter (internally to both Western and Japanese executives, potentially externally at industry events to “evangelize” the company).
Authentic passion for video games is a plus.
Experience working across global business units, with strong cultural and interpersonal skills, and the ability to develop meaningful relationships.

Square Enix America

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