Pricing and Yield Management Director

Job Title 

Pricing and Yield Management Director

Department 

DTC – Disney+ 

Reports To 

VP Commercial 

Location 

London 

Overall Purpose of the Role 

The Walt Disney Company, together with its subsidiaries and affiliates, is a leading diversified international family entertainment and media enterprise. Disney’s stories, characters and experiences reach consumers and guests from every corner of the globe. With operations in more than 40 countries, its employees and cast members work together to create entertainment experiences that are both universally and locally cherished. 

Disney+ is The Walt Disney Company’s Direct to Consumer video entertainment service.  The service consists of long form and short form video built around key content brands (Disney, Pixar, Marvel, Star Wars, National Geographic) as well as in EMEA a large catalogue of general entertainment, with an appealing and easy-to-use interface accessed across multiple platforms.   

The Disney+ team is responsible for the day to day operation of Disney+ across EMEA, specifically focused on customer acquisition and retention, trading, marketing, partnerships growth, content programming, research, analytics and consumer strategy & business development. 

This key role in the  Disney+ commercial team, is responsible for the profitable implementation of pricing strategies for Disney+ across EMEA. 

Reporting to the VP Commercial, the Pricing and Yield Management Director will partner with a range of cross-functional leaders in the US, EMEA and local markets to provide senior-level analytical and strategic oversight of our pricing and yield management approach in the region. 

Areas of Responsibility 

The Pricing and Yield Management Director will inform the long-term price strategy for Disney+ in EMEA, and be responsible for price implementations, working across operational teams to maximise customer value perception, retention and profitability.   

They will identify cohort-level retention strategies for Disney+ EMEA customers and will be accountable for the profitability of price changes as they are implemented.  

This role will build and lead a high performing pricing and cohort management team to deliver against strategies and KPIs. 

• Build, lead and drive a high performing pricing and cohort management team to deliver against strategies and KPIs

• Partner with the EMEA Consumer Strategy and global Pricing and Analytics team to inform and influence long-term pricing strategy, with a particular focus on insights and analysis from actual price changes

• Develop robust price implementation plans, working across operational teams to optimise customer communications, content and marketing plans and other steps to improve response to pricing  

• Lead implementation of price plans as part of annual budget process, including mix across tiers, localisation across markets, and creating and assessing multiple scenarios  

• Partner with Analytics and Product to develop tools enabling monitoring and targeting of specific customer cohorts for pricing, offer, upsell, acquisition, engagement and retention strategies 

• Identify key ‘at risk’ customer cohorts, and set up bespoke commercial strategies working closely with Acquisition, Trading and Consumer Strategy teams, to optimise pricing, promotions, acquisition / engagement / retention for these cohorts 

Experience and Professional Qualifications Required 

• 10-15 years of relevant work experience with pricing and customer base management, ideally in a high-growth DTC subscription business or consumer tech with a role focused on retention, or in a pricing consultancy firm 

• Experience working cross-functionally to plan and orchestrate price implementation and cohort retention plans at scale across product, strategy, finance, data and commercial teams 

Competencies Required 

• Leadership skills including influencing, persuading and motivating others 

• Deep commercial acumen combined with customer focus 

• Analytical agility, combining detail-orientation and big picture understanding of data. Ability to understand, develop and enhance a complex analytical modelling 

• Clear communication with attention to detail and tailoring of messages to audiences 

• Ability to build relationships, influence, navigate and build trust in a complex organisation 

• Ability to work well with ambiguity and manage multiple priorities 

• Comfortable working in a fast-paced environment 

Additional Information 

Some travel may be required 

Application deadline: 4th April.