A little over a year since ascending into the chief revenue role that Arlene Manos had held for several years at AMC Networks, Scott Collins has had the challenge of adapting the organization to a business in which change is more constant and unpredictable. "Sales leaders have always been reading and anticipating the market," he commented in an exclusive MediaVillage interview. "This is a challenging market to get a handle on in traditional ways." As Collins (pictured above) and his team approach this year's Upfront season, he is taking a more holistic view of the economy and a realistic view of marketers' needs. "The Upfront is a guide to the vitality of the market but we need to look at the full year," he said. "It really is about giving clients the opportunity to dig deeper and look at a full-year of opportunities that differentiate our value and serve their unique needs. They're looking for partners, not just inventory, and we're recognized for being a good partner."
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