Reliance Broadcast Network - Group Head - Govt Sales - BIG FM

JOB DESCRIPTION

Position Title: Group Head

Department - Sales

Reports to - Sales Head

Full time MBA in Marketing/ 18 months in current profile /org, Total experience of 7-8 years preferably in team lead position

Basic Purpose

Ensure achievement of regional sales targets in a timely and organized fashion. Ensure timely recruitment and Training and development of sales teams. Manage client expectations in conjunction with the respective business teams.

To fulfill the revenue objective by

1. Service Leadership

2. Excellence in execution

3. Constant innovation.

4. Sense of Urgency

Duties & Responsibilities

Sales

- Annual Sales target phasing/setting

- Provide direction and leadership to team both strategically and tactically

- Drive the team to achieve revenue objectives of the station

- Timely dissemination of data to the sales teams.

- Abide by the credit policy of the company

- Timely collection of the payments.

- Sell as per the rate card and constantly work towards increasing yield.

- Ensure consumption across all day parts.

- Special focus on spikes and special days.

- Work closely with the revenue planning team.

- Maintain target/achievement executive wise for your region.

Planning

- Prospecting to be done with the historical data, print, TV and other medium advertisers

- Pitch Calendars

- BUD for the key clients

- Client/Agency database to be updated at all times with executives who service them

- To have the updated rate card, RAM, Indica data and Sales presentation

- Identify new growth strategies and implement the same.

Reports

- Monthly pipelines

- Weekly pipeline

- Top 25 trackers and deal trackers

- Daily missed client action taken reports

- DSR to be maintained at all times

- Missed client letters, campaign commencement letters to be sent out to clients.

Client Servicing

- On time revert to client on briefs/proposals

- Post evaluations for all campaigns with a deal value of 10 Lacs per month and any other important advertiser/campaign

- Objection handling

- Trade Marketing activities to be suggested at the beginning of a month

- Build and maintain business relationships with key clients and agencies.

HR

- Implement 15 min training

- Recruitment and training of associates

- Motivation and retention of associates.

- Identify the training needs to the team.

- Ensure the key result areas are clearly defined for the associates.

- Appraise and be appraised in the given time frame. It is as much your responsibility.

New Business Development

- Identify and convert non radio advertisers

- Grow the brand count of the stations

- Focus on SME’s

Inter department co-ordination

- Work closely with the programming team and BIG solutions for creative ideas for the clients

- Ensure sales entitlements are as per the programming guidelines

- Seek assistance from marketing and content planning teams for key client pitches

Compliances

- Make sure the advertisements are as per the government guidelines.

- Ensure all the release orders, schedules and terms and conditions are stamped and signed by the client/agency

- All internal and external documentation is as per the company policy

- Ensure no revenue leakage

Others

- Closely monitor the inventory in stations of your region and suggest pricing/packaging strategies accordingly

- Track competition

- Be honest in your dealings

- Work in the best interest of the organization

- Follow the sales monthly process.

- Attend the revenue meting regularly

- Service the key 10 clients of your region personally.

- Read Dan O Day books and subscribe to RAB and encourage the team to do so.

BEHAVIOURAL ATTRIBUTES:

1. Innovative approach to brand issues

2. High Ownership of responsibilities

3. High sense of integrity

4. Strong communication skills

5. Fluent command over English

6. Ability to work under pressure

7. Willingness to address internal customer expectations

8. Self Starter, High level of drive to give shape to new initiatives

9. Learning Attitude

10. Inspire Commitment - Logistics Teams towards superior execution

11. Collaborative approach - Working with the Solutions & Programming team to build compelling pitches

12. Command the respect of the sales & logistics team

13. Be an active guide and mentor towards their growth.

QUALIFICATIONS & EXPERIENCE

1. Should be a full time MBA majored in Marketing with a min of 9-11 years of relevant experience

2. Experience of Sales / Marketing or Brand management would be an added advantage.

3. Preferable Industries of: Media / Telecom / Insurance

4. Edge would be any CONCEPT SELLING Experience.

Future Career opportunities:

- Other metros sales head

- Cross-functional lateral movement

For more information, please log onto www.reliancebroadcast.com