Regional Sales Head - Media

PURPOSE OF ROLE: Provide leadership and generate revenues for the region. Work closely with the Station Head on all matters related to the sale of airtime and properties for the station.

SUPERVISES: 3 (Direct), 8 - 10 (In-direct)

IMPACT: Sales target / Station revenue

Key Responsibilities

Responsibility Develop & implement sales strategy for the Station

Tasks - Overall revenue responsibility for the region

- Develop and implement sales strategy.

- Enhance revenue through media agencies and clients

- Ensure dispersion to other stations

- Provide client solutions and integrations to enhance revenues

- Create and or identify convergent opportunities with advertisers that capitalize on the Station's capacity to attract a desirable demographic

- Optimize & build 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

- Drive effective rates upwards as per plans

- Monitor daily the sales processes

- Scan the environment to gain insights into competitor strategies, potential business opportunities and market trends

- Ensure timely collections

Performance standards

- Revenue Target

- Revenue Market Share

- ER

- Manage Traffic Fill rate Target

- Manage dispersion target

- Ensure Collections as per target

- Ensure new clients as per targets

- Pure monies 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 executives 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 with staff.

- Establish accountability for achieving results through the 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.

Primary Interaction

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

Station 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