Branch Head - Sales

- 15-20 years of experience in Channel Sales, Direct Sales, Strategic planning, Sales processes, Business Development & Client Management.

- Proven track record in a branch sales leadership role

- Strong background in developing and implementing sales strategies to maximize revenue opportunities.

Areas of Responsibility (Key Result Areas)

Revenue Ownership:

- Take full responsibility for the branch's revenue (B-Revenue) and ensure that all revenue targets are met or exceeded.

- Develop and implement strategies to maximize revenue opportunities across all products and solutions offered by the company.

Sales Leadership:

- Drive sales efforts for all products and solutions, including English, Languages, and customized branded solutions.

- Focus on both L2L (local to local) and L2O (local to others) business, ensuring maximization of revenue opportunities for the company.

- Provide leadership for Branch sales across clients and industry verticals within the specific geography.

- Review sales pipeline, assess sales progress with respect to targets on a monthly basis, trace causes of any shortfalls, extend support to team members on operational issues, suggest necessary course corrections in order to consistently meet the targeted budget figures for the period.

Smart Sell Development:

- Identify new smart sell avenues, form the idea to execute, get sponsors, co-create the solution with the client and position the brand.

- Brainstorm ideas with team members, support new initiatives and advertising solutions (beyond print) at branch-level, examine and approve proposals put up by team members to generate incremental revenue for the business.

Key Account Relations:

- Meet existing high value / major Clients and Advertising Agencies (Business Associates) periodically and update on production, seek communication needs, innovate and come up with new ideas to map to the customer needs.

- Provide customized solutions, develop rapport at senior levels in the client organization, resolve any service-related issues and offer value-added suggestions for better return on their advertising investments.

Operations Management:

- Coordinate with backend functions like Edit, Scheduling, Front Office etc. to decide on pagination & ad placements.

- Coordinate with Revenue team & provide required support for revenue collections.

- Decide on operational/process issues during meeting with various functional heads within company or outside, take action to allow credit or continuation of business with client in order to ensure overall value creation from customer perspective.

Team Management:

- Lead and manage a team comprising Branch Vertical Heads, and Sales Team Members (STMs).

- Ensure that the team is motivated, well-trained, and aligned with the branch's revenue goals.

- Conduct regular performance reviews and provide coaching and development opportunities to team members.

Market Intelligence:

- Conduct comprehensive research on local market trends, customer preferences, and competitive landscape to identify growth opportunities, potential risks, and emerging trends.

- Keep abreast of macroeconomic factors such as inflation rates, employment statistics, and economic policies that impact the local market.

- Build relationships with local industry experts, market analysts, and other stakeholders to gather relevant market and economic information.

Reporting and Analysis:

- Regularly report on sales performance, revenue achievement, and market insights to the Zonal Director.

- Utilize data and analytics to track progress, identify areas for improvement, and optimize sales strategies.