AVP/Head - Sales - Radio

Requirement Details :

Job Title/Designation :

Sales Head

Job Description :

Role Description

TITLE : Sales Head Bangalore

REPORTS TO : Station Head, Bangalore

PURPOSE OF ROLE : Provide leadership and generate revenues for the region. Work closely with the Station Head on all matters related to the sale of airtime and properties for the station.

FINANCIAL IMPACT : Sales target / Station revenue

Key Responsibilities :

- Responsibility Develop & implement sales strategy for the Station

- Tasks Overall revenue responsibility for the region

- Develop and implement sales strategy.

- Enhance revenue through direct sales w/advertising agencies and clients

- Provide client solutions and integrations

- Create and or identify convergent opportunities with advertisers that capitalize on the Stations capacity to attract a desirable demographic

- Optimize current 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

- Determine price schedules

- Review operational records and reports to project sales and determine profitability.

- Monitor and analyze sales and marketing activity against goals.

- Scan the environment to gain insights into competitor strategies, potential business opportunities and market trends

- Identify key strengths and weaknesses of the function, assesses value chains and then formulate the future plans for the business

Oversee billing :

- Performance standards Revenue Target along with Market share

- Manage and Grow Rate/10 sec

- Manage Traffic Fill rate Target

- Manage dispersion target

- Ensure Collections as per target

- Ensure new clients as per targets

- Responsibility Talent/Staff Management

- Tasks Plan and direct staffing, training, and performance evaluations to develop and control sales programs.

- Recruit and train Account Managers & Team Leads 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

Responsibility 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.

- Responsibility 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.

- Performance standards Update Station head / National Head on new trends.

Primary Interaction Nature :

External :

Clients :

- Agencies, Advertisers, Institutions Maintain and develop new business with clients and agencies to attract their desired demographic.

- Sell network specials and Radio programming offerings that are of interest to national advertisers

- Function effectively within major advertisers seeking access to urban markets

- Present professionally to major corporations/institutions

- External media As and when required

Internal :

- Station Head Work closely to determine and direct the station's policies and to plan the most effective sales strategy for the station.

- Executive Management Regular updates and meetings with Executive Management

- Programming and Marketing Regular meetings and updates with Programming and Marketing to drive activities that help promote brand building and increase sales

Unique Knowledge & Skill Requirement :

- Strong management skills to direct sales staff and resources

- Should have handled and built airtime revenue business from retail and corporate clients in the region

- Strong client relationships in the region any or all: Automotive; Adult Beverage, Beverage, Entertainment, Music, CPG, Pharmaceutical, Leisure, Apparel, Foot Wear; Financial Services, Luxury Goods and others.

- Strong agency relationships to get immediate awareness of programming initiatives

- Ability to work well with major media and entertainment companies

- Excellent track record of delivering and exceeding targets.

- An extremely polished sales person with the capacity to gain internal and external consensus

- Ability to work in concert with the interactive group when required

- A person who enjoys building other executives to succeed in a dynamic broadcasting environment

- A strong understanding of the regional market as it relates to the urban, music, entertainment, motion picture and other media business.

- Strong communication skills to gain consensus internal and external to the Stations.

- Self-motivated, proactive, strong work ethic. Intelligent strategic thinker.

- Creative seller who takes advantage of opportunities. A person who can also create their own compelling opportunities for clients and the Company

- Capacity to convey the Company's music programming and audience to the senior most decision makers on the agency and client side who want a leading Radio Network to attract their desired demographic based on urban music programming

Profile :

Qualification Experience :

- MBA Min 10-12 years of strong Sales & Distribution experience in a leading set-up in India.

Keywords : Sales, Region

Locations : Bengaluru / Bangalore

Neha Sharma