Radio Mirchi - Group Manager - Sales

RESPONSIBILITIES:

Primary responsibility:

- Revenue generation & timely collection for the company from the concerned category by engaging self & team on job

Responsibilities:

Sales Planning & Budgeting:

- Prepare monthly and quarterly sales plan based on the category (retail / corporate) business plan

- Develop and implement sales strategy for the territory assigned

- Track revenue achievement at an individual and team level

- Monitor competition (Magus) and use innovative ideas to maximize market share while maintaining alignment to overall station & company strategy

- Recommend pricing strategies for the category

- Give feedback on programming and product to programming and marketing teams respectively and recommend improvements based on market feedback

- Aid team members in achieving their targets

- Help and aid in sales closures

- Go out on coaching calls with team members

- Contribute to ideas and concepts for furthering the team's objectives

- Meet and build relationships with key accounts (agencies and clients)

Team Management:

- Participate actively in all team activities including going to field on calls

- Coach and mentor team members

- Actively encourage upward feedback

- Provide training to all team members on a regular basis on sales skills

- Spend time with team members in giving feedback on their performance and also in resolving issues / conflicts

- Monitoring all reports sent by team members

- Own the responsibility of timely collections of team revenues through the respective team members.

- Maintain strong relationships with clients and agencies

- Implement & maintain processes and systems as developed by the corporate office

- Making sales calls along with team members

- Reviewing client proposals, presentations made by members

- Plan weekly sales cycle and schedule client meeting accordingly

- Help team in ideation for clients based on the brand requirement

Market Information:

- Reviewing client and market mapping reports for assigned territory / category

- Reviewing reports on client spends at a brand level

- Independent media tracking to generate prospects

- Reviewing sales and sales related reports including daily call reports, weekly reports, sales projection report, monthly sales plan etc

- Plan and budget revenue generation for the week and month

- Review written briefs given to programming by team members for the spot / commercial based on inputs from client / agency

- Monitor ROs and TOs generation and scheduling (through the sales coordinator and scheduler)

- Contribute to sales strategy and generate ideas for revenue maximization

- Help develop and sell specials and events

ORGANIZATIONAL RELATIONSHIPS:

- Reports to Retail / Corporate Sales Head in Metros and to Sales Head in non-metros

The position expects the person to work with considerable amount of independence and take decision regarding the target achievement.

CONTACTS:

- Internal persons

The position requires the person to coordinate regularly with

1. Programming

2. Marketing

3. Scheduling

4. Sales coordinator

5. Branch Accounts

- External persons

The position requires the person to coordinate with agency personnel, clients, their key decision makers, decision influencers etc