Activations Head - Sales - 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.