Head - Revenue Strategy - Media

Job Description - Revenue Strategy Head - N2L

- Hindustan Times Media Ltd

Organization (cost centre): HTML/HMVL Designation Band: AGM/DGM

Reporting to: N2L CRO Department: Media Marketing

Experience Level: 8 years Job Location: Gurgaon

Academic Qualification: Post Grad Industry Preference (If any): Media

Job responsibilities

This position is of the Revenue Strategy Head for N2L - (English & Hindi), the primary responsibility of this position holder is to design and drive overall revenue strategy for the Nation to Local business through customer analytics, data on sectors/products/clients and also deepen the One India Alliance. This role will have the following responsibilities (indicative and not exclusive):

Direct responsibilities:

- Defining a comprehensive strategy, Driving One India Alliance and ensuring sales organization achieves overall revenue target

- Design & build customized campaigns for clients looking at the deal lifecycle management and create win-back strategies.

- Understand and closely follow the Agency landscape, for leveraging on opportunities

- Maintain the product mix to prevent bundling/lower pricing and driver category/sector analytics to ensure each vertical has adequate focus

- Engage with frontline sales teams for ensuring revenue realization by forecasting projections/trends, tracking the funnel/pipeline for a healthy business and working with the CRO to project potential gaps and cover-up plan

- Influence and directly work with vertical leaders to be able to take data backed decisions and also build client pitches/stories based on sector analytics

Supervisory responsibilities:

- Develop and manage appropriate pricing for all OI queries

- Create programs to nurture these agency relationships by developing innovative solutions that best fit the agency and clients- needs.

- Define and establish mechanism for evaluation and recognition of agency partners, through incentives, rewards and similar programs

- Periodic monitoring and tracking for ensuring health of the business: understanding sales productivity metrics - through Adex competitive tracking, client side CRM and devise ways of tracking and improving productivity.

- Partner with the frontline with the objective of increasing revenue for N2L clients and One India Alliance - through special initiatives, annual engagements, festive and other rhythmic connects.

- 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

Key Result Areas:

- Revenue achievement and revenue growth for the One India Alliance

- Cost management/spends on Agency programs & incentives

- Customer Analytics, trends and insight mining, customer pitches and turnaround on effort

Stakeholders :

Internal External

Vertical Heads & Channel Heads + teams Media Agencies

Sales Excellence team Key Clients

Business Assurance team

The required background

- Minimum 8 years of experience in in Media/Events & entertainment/ FMCG/ telecom required

- Strong experience in driving agency/partner programs, sales strategy initiatives

Skills & Abilities:

- Strong executive presence with Innovator and influencer level communications

- Interest in and aptitude for creative thinking and problem solving attitude

- Action and detail-oriented with strong organization and prioritization skills

- Very strong networking skills, ability to deal with existing media partners and network with potential new agency partners

- Experience navigating large and complex organizations, including gaining access to key executives and stakeholders and successfully managing relationship