Manager - Corporate HR at Hindustan Times Group at Fever 104
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Fever.FM - Regional Sales Head (10-15 yrs)
Develop & implement sales strategy for the Region - Mumbai Station
- 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
- 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
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.
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
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 regarding sales and service.
- Monitor customer preferences to determine focus of sales efforts.
Qualification
Experience
MBA Min 10-15 years of media sales experience at regional levels in a reputed organization
Combination of FMCG & media experience would be an added advantage
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