Head - Sales - Media

Looking for a Sales Head for a leading Media Conglomerate.

Position Summary: The key purpose of this role is to:

- Define & Cascade Sales Strategy for the channel

- Drive sales for channel to achieve target revenue and productivity

- Ensure credit control is maintained by overseeing the collections and resolving issues related to the same

- Proactively provide service to clients (advertisers/ media agencies) and help in resolving issues

- Own the entire Focus Sales & Execution including ideation based on requirement, production & support

- Build & nurture relationships with key clients to enhance revenue & improve brand perception

Competencies Required:

Behavioural:

- Leadership & People/ Organizational Skills

- Networking & Relationship Management

- Influencing skills

- Innovation

- Customer Focus

Functional/Technical:

- Industry Knowledge

- Sales process, tools & techniques

- Process Orientation

- Basic Finance & Accounting knowledge

Job Responsibility:

Sales Strategy:

- Support in formulating channel business strategy working closely with channel leadership committee. Also enable preparation of plans & review of performance.

- Develop Sales strategy for channel (in terms of geographic coverage, industry, target clients & mix {new vs existing clients}, sales mix and special focus areas like SMEs, Rural etc.)

- Partner with Business Heads (General News) for setting targets & appropriate intermediate milestones and performance measures for sales team

- Cascade & communicate sales strategy and targets to the sales team

Sales Execution:

- Innovate in Sales process, tools & techniques to deploy 'best in class' sales practices to make the business a future ready Sales Organization to sustain high levels of growth

- Create optimal sales mix packages (of various channels) to maximize revenue and increase market share

- Optimize sales costs via innovative sales techniques to achieve bottom line results

- Drive Sales for the channel through regular reviews, guidance to the team as required, to achieve target

- Collaborate & synergize with other organization channels to realize synergies

Client Management:

- Identify & manage key account/ critical advertisers; build and oversee relationships with key clients

- Develop & deploy client retention mechanisms by creating client engagement platforms with special focus on key clients

- Proactively service clients (advertisers/ media agencies) and help in resolving issues

Credit Management:

- Ensure timely & accurate collections from clients/ media agencies in order to maintain credit control

- Connect with clients to resolve issues regarding collection in order to avoid default

Sales Organization & Productivity:

- Design & implement optimal sales organization to achieve the desired level of performance

- Define roles and performance measures (along with goals and targets) for sales teams and bring them to life through appropriate communication to the role holders. Monitor cascade of roles & performance measures across the organization

- Conduct regular performance reviews and provide feedback in order to drive high performance culture

- Enhance capability of sales workforce through various Learning & Development initiatives and sales training to improve sales productivity

- Design & implement Sales Incentive Plan (along with HR), Engagement Platforms and Rewards & Recognition (non - monetary) mechanism for sales employees

Post Sales & Support:

- Oversee scheduling process to ensure client needs are met and available ad inventory slots are managed effectively

- Prepare/ Review ad slots utilization reports and ensure client commitments are met

Focus Sales:

- Conceptualize focus programs for clients, proactively by understanding market trends or by understanding sponsor requirement

- Execute focus sales programs by coordination with Editorial, Production & Business teams

- Provide post-sales support to sponsors and help in resolving issues

Regulatory & Compliance:

- Ensure and drive adherence to all regulatory and compliance related issues. Review and approve policies and drive their implementation.

Interested candidates, kindly apply with your resume