Activation Head - Sales - Media

Hi we do have openings for SALES HEAD /ACTIVATIONS HEAD

INDUSTRY:MEDIA

TITLE OF THE JOB: Sales Head

DEPARTMENT: Sales

LOCATION:

RESPONSIBILITIES:

- Primary responsibility:

- Ensure budgeted revenue achievement and timely collections for the city/region

- Responsibilities:

- Sales Strategy and Planning

- Prepare and implement annual sales strategy for the city

- Provide direction to sales team by developing, implementing and monitoring progress of the yearly and monthly sales plan

- Monitor competition (OOH as well as other media) and develop strategies to maximize market share

- Be the custodian of revenue performance of the city and also be responsible for yield maximization

- Identify, develop and implement strategies to build OOH as a category with the advertisers and agencies

- Recommend pricing strategies / tactics for the city

- Give feedback and recommend improvements based on market feedback

- Aid team members in achieving their targets

- Help and aid in large value sales closures

- Contribute to ideas and concepts for clients

- Conceptualise and implement monetizable opportunities and motivate team to sell the idea

- Meet and build relationships with key accounts (agencies and clients)

- Team Management

- Monitor, coach and mentor team members to ensure high levels of competence in the team

- Provide training to all team members on a regular basis on sales skills

- Participate in recruitment and selection of team members

- Spend time with team members in giving feedback on their performance and also in resolving issues / conflicts

- Monitoring all reports sent by team members

- Ensure through his team that monies are collected on time through the respective sales manager

- Implement processes and systems as developed by the corporate office

- Monitor yields and ensure that revenue bookings are as per company policy

- Approve deviations / bonusing / rates as authorized by the sales policy

ORGANIZATIONAL RELATIONSHIPS:

- Reports to Station Head and National Sales Head (matrix reporting)

The position expects the person to work with considerable amount of independence and take decisions regarding target achievement.

CONTACTS:

- Internal persons

The position requires the person to coordinate regularly with

1. Programming for client activities, ideas etc

2. Marketing to understand events calendar and generate revenue from them

- External persons

The position requires the person to coordinate with agency personnel, clients, their key decision makers, decision influencers etc

Career Progession

Will progress into Station Head's role (Profit Centre responsibility) in 18-24 months time.

Activations Head

Mirchi Activation: It's strategic importance:

The Activations business (NTR + Marketing activities) was started off as a logical off-shoot of the main-stream radio business. While it is a good fit for almost any media business, the fit of the activation business with radio is even stronger. With its unique characteristics of being a) city centric b) immediate c) relatively low cost and d) high frequency, it can generate foot-falls for any event like no other media can. The fact that Radio Mirchi is so wide in its reach only makes it an even more effective brand in the activations space.

To summarize, the reasons why Mirchi entered the Activations space were the following:

1) It helps demonstrate the power of radio to potential advertisers

2) It helps to take the brand to the people - where they can touch and feel the brand

3) It helps generate revenues from the Below-the-Line (BTL) budgets of advertisers and clients

Demonstrate the power of radio: Each of the above reasons has been justified. For eg., a client like UTI Bank started off with us with the sponsorship of a property mela in Delhi, Pune and Kolkata. After seeing the results, it has quickly come on to mainstream radio advertising. Ditto with HDFC Bank, MTR and others.

Brand building: It is equally true that our melas have been the only marketing activity we have undertaken in our non-metro markets - like Ahmedabad and Pune. As well as in the metro markets of Chennai and Kolkata. In each of these markets, our listenership has grown over the last 12 months. For eg., in Pune, our daily listenership has grown from 9.22 lacs in August 2003 to nearly 12 lacs in December 2004. So also in Ahmedabad, where our weekly listenership has grown from 13.87 lacs in September 2003 to 21.33 lacs in January 2005. The role of Mirchi activations in brand building is clear

Additional revenues: Further, most importantly for a growing company, the revenues that we have generated from the Activations business have been very encouraging. We have grown 43% in this year on the activations business - even without providing adequate resources to the business. The business has now acquired critical mass and is poised to grow dramatically in the coming year.

Job Description: Activations Head

- Primary responsibility: Ensure budgeted P&L and revenue achievement and timely collections for the station

- Profit & Loss Account Management

- Prepare and implement the annual activations strategy for the station

- Prepare and implement the activations calendar for the station in conjunction with the Station Director and the National Activations Head

- Develop and monitor costs and build the Activations business into a profitable and scalable vertical

- Develop monetizable properties in the activations space and drive implementation

- Provide direction to the Activations team by developing, implementing and monitoring progress of the yearly and monthly plan

- Monitor competition (Radio as well as other mediums) and develop strategies to maximize market share

- Be the custodian of revenue and cost performance of the business and also be responsible for yield maximization

- Recommend pricing strategies / tactics for the station

- Give feedback on programming and product to marketing and programming and recommend improvements based on market feedback

- Aid team members in achieving their targets

- Help and aid in large value sales closures

- Contribute to ideas and concepts

- Meet and build relationships with key accounts (agencies and clients)

- Team Management

- Monitor, coach and mentor team members to ensure high levels of competence in the team

- Provide training to all team members on a regular basis on sales and Planning skills

- Participate in recruitment and selection of team members as and when necessary

- Spend time with team members in giving feedback on their performance and also in resolving issues / conflicts

- Monitoring all reports sent by team members

- Ensure through his team heads / team that monies are collected on time through the respective account manager

- Implement processes and systems as developed by the corporate office

- Monitor yields and ERs and ensure that revenue bookings are as per company policy

- Approve deviations / bonusing / rates as authorized by the sales policy

ORGANIZATIONAL RELATIONSHIPS:

- Reports to Station Director and the National Activations Head (matrix reporting)

The position expects the person to work with considerable amount of independence and take decisions regarding target achievement.

CONTACTS:

- Internal persons

The position requires the person to coordinate regularly with

1. Programming for client activities, ideas etc

2. Marketing to understand events calendar and generate revenue from them

- External persons

The position requires the person to coordinate with agency personnel, clients, their key decision makers, decision influencers etc