Regional Sales Head - Radio Station

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

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 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.

Performance standards

- Employee retention and employee satisfaction ratings

- Develop Sales Team within Budgeted cost

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.

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.

- Update Station head / National Head on new trends