Posted By
Posted in
Sales & Marketing
Job Code
517368
Searching for a sales leader with Minimum 10-12 years of strong Sales & Distribution experience. Minimum qualification is MBA.
Develop & implement sales strategy for the Station
Tasks
- Overall revenue responsibility for the region
- Develop and implement sales strategy.
- Enhance revenue through direct sales w/advertising agencies and clients
- Provide client solutions and integrations
- Create and or identify convergent opportunities with advertisers that capitalize on the Station's capacity to attract a desirable demographic
- Optimize current agency and client relationships
- Function strategically and tactically to position the Station to dominate the radio space.
- Develop sales plans and goals by studying and understanding the station's market and approve all sales promotion campaigns
- Determine price schedules
- Review operational records and reports to project sales and determine profitability.
- Monitor and analyze sales and marketing activity against goals.
- Scan the environment to gain insights into competitor strategies, potential business opportunities and market trends
- Identify key strengths and weaknesses of the function, assesses value chains and then formulate the future plans for the business
- Oversee billing
Performance standards -
- Revenue Target along with Market share
- Manage and Grow Rate/10 sec
- Manage Traffic Fill rate Target
- Manage dispersion target
- Ensure Collections as per target
- Ensure new clients as per targets
Responsibility :
Talent/Staff Management
Tasks :
- Plan and direct staffing, training, and performance evaluations to develop and control sales programs.
- Recruit and train Account Managers & Team Leads for the station and work with the sales staff to meet a specific financial goal for the station
- Provide coaching and regular one-on-one meetings for staff.
- Establish accountability for achieving results through entire sales team.
- Set stretch goals aimed at developing the business skills and competencies of the people in the team
- Manage all aspects of reward and recognition necessary to reinforce and communicate important messages about performance and organization direction and values
- Direct staff to keep records of sales correspondence, bid requests, and credit collections, and to maintain current information on tariffs, licenses, and restrictions.
Performance standards
- Employee retention and employee satisfaction ratings
- Develop Sales Team within Budgeted cost
Responsibility :
Financial :
Tasks :
- Set and control cost budgets for the Sales Department and adherence to the same.
- Analyze the financial performance of the function and identify and remove bottlenecks to performance
Performance standards :
- Ensure operational costs do not exceed budgeted levels.
Responsibility :
- Monitor competition and obtain market share
Tasks :
- Be constantly aware of new trends in media.
- Ensure all sales staff work seamlessly with programming and marketing/promotions
- Monitor competitive stations to own Station in format and audience.
- Identify and resolve customer complaints regarding sales and service.
- Monitor customer preferences to determine focus of sales efforts.
Performance standards :
- Update Station head / National Head on new trends.
External :
Clients: Agencies, Advertisers, Institutions
- Maintain and develop new business with clients and agencies to attract their desired demographic.
- Sell network specials and Radio programming offerings that are of interest to national advertisers
- Function effectively within major advertisers seeking access to urban markets
- Present professionally to major corporations/institutions
External media - As and when required
Internal Stati- on Head
- Work closely to determine and direct the station's policies and to plan the most effective sales strategy for the station.
- Executive Management
- Regular updates and meetings with Executive Management
- Programming and Marketing
- Regular meetings and updates with Programming and Marketing to drive activities that help promote brand building and increase sales
Unique Knowledge & Skill Requirement -
- Strong management skills to direct sales staff and resources
- Should have handled and built airtime revenue business from retail and corporate clients in the region
- Strong client relationships in the region any or all: Automotive; Adult Beverage, Beverage, Entertainment, Music, CPG, Pharmaceutical, Leisure, Apparel, Foot Wear; Financial Services, Luxury Goods and others.
- Strong agency relationships to get immediate awareness of programming initiatives
- Ability to work well with major media and entertainment companies
- Excellent track record of delivering and exceeding targets.
- An extremely polished sales person with the capacity to gain internal and external consensus
- Ability to work in concert with the interactive group when required
- A person who enjoys building other executives to succeed in a dynamic broadcasting environment
- A strong understanding of the regional market as it relates to the urban, music, entertainment, motion picture and other media business.
- Strong communication skills to gain consensus internal and external to the Stations.
- Self-motivated, proactive, strong work ethic. Intelligent strategic thinker.
- Creative seller who takes advantage of opportunities. A person who can also create their own compelling opportunities for clients and the Company
- Capacity to convey the Company's music programming and audience to the senior most decision makers on the agency and client side who want a leading Radio Network to attract their desired demographic based on urban music programming
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Posted By
Posted in
Sales & Marketing
Job Code
517368