Position Title: Sales Head Department: Sales

Reports to : Cluster Head

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:

- Service Leadership

- Excellence in execution

- Constant innovation

- Sense of Urgency

- Team Work

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

- Daily Sales Report 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 SMEs

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

Compliance:

- 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.

Behavioral Attributes:

- Innovative approach to brand issues

- High Ownership of responsibilities

- High sense of integrity

- Strong communication skills

- Fluent command over English

- Ability to work under pressure

- Willingness to address internal customer expectations

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

- Learning Attitude

- Inspire Commitment - Logistics Teams towards superior execution

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

- Command the respect of the sales & logistics team

- Be an active guide and mentor towards their growth.

Qualifications & Experience:

- Should be a full time MBA majored in Marketing with a min of 10-13 years of relevant experience

- Should have at least 18 months experience in the current organization

- Edge would be to have any Concept Selling Experience.

Future Career opportunities:

- Other metros Sales head / Station Head

- Cross-functional lateral movement

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.