Position Title: Regional Sales Head

Department: Sales

Reports to: National Sales Head

Exp range – 8-10 yrs

CTC – 12-15 lacs pa fixed plus variable

Location – Bangalore

Team – 2-3 members across south

Basic Purpose

Ensure achievement of regional sales targets in a timely and organized fashion for the respective region for Language TV sales team. 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

Service Leadership

Excellence in execution

Constant innovation.

Job Specifications:

- A MBA with at least 10+ years of experience as a business head.
- Age around 35 years or more
- Familiarity with the business community in respective areas
- Have successfully led large teams in the past

Duties & Responsibilities

Sales

- Annual Sales target phasing/setting

- 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

- 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 TV 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.

Future Career opportunities

- National Sales Head
- Lateral Movement to other verticals

Please send your resume to preeti@brainsearchindia.com

Preeti
9717271666 (M)/ 0120 - 2481910
www.brainsearchindia.com
Brainsearch Consulting Pvt Ltd, Sector - 51, Gautam Budh Nagar, Noida - 201301, UP, INDIA