Sales Head - Radio Station

We have two excellent opportunities in Radio Media Sales in Chennai.

1. Team Leader -Sales (8-10 years of experience)

2. Sales Head - ( 10-15 years of experience)

Role Description for SALES HEAD

PURPOSE OF ROLE:Sales target / Station revenue

REPORTS TO:Station Head

REPORTEES : 2 (Direct), 5-7 (In-direct)

Work closely with the Station Head on all matters

Key Responsibilities

Develop & implement sales strategy for the Station

Overall revenue responsibility for the region

Ensure dispersion to other stations

Provide client solutions and integrations to enhance revenues

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

Revenue Target

Revenue Market Share

ER

Manage Traffic Fill rate Target

Manage dispersion target

Ensure Collections as per target

Responsibility

Provide leadership and generate revenues for the region clients related to the sale of airtime and properties for the station

Enhance revenue through media agencies and

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

Ensure new clients as per targets

Pure monies as per targets

Talent/Staff Management

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 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.

Employee retention and employee satisfaction ratings

Develop Sales Team within Budgeted cost

Financial

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

Ensure operational costs do not exceed budgeted levels.

Monitor competition and obtain market share

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

Monitor customer preferences to determine

focus of sales efforts.

Update Station head / National Head on new trends.

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

As and when required

Work closely to determine and direct the station's policies and to plan the most effective sales strategy for the station.

Regular updates and meetings with Executive Management

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

Profile Qualification Full-time MBA

Experience

Min 9-12 years of media sales experience at regional levels in a reputed

organization

Combination of FMCG & media experience would be an added advantage

CTC: Best in the industry .

Location; Chennai

If you are interested in the role, please share a copy of your CV with along with the following details:

1. Current CTC

2. Expected CTC

3. Notice Period

4. Reasons for Change

Puja S Navin
HR Central