Group Head

Basic Purpose :

The Group Head is responsible for achieving the sales targets measured by successful collections and create a robust business pipeline for sustainable performance.

Duties & Responsibilities :

The duties and responsibilities of Group Head will include, but are not limited to, the following :

Sales, Strategy And Planning :

- Prepare and implement annual sales strategy

- Guide the sales team by developing, implementing and monitoring progress of the quarterly sales targets

- Monitor competition and develop strategies to maximize market share

- Identify, develop and implement strategies to build the concept of integrated sales as a category with the advertisers and agencies

- Recommend improvements in processes and executions basis market feedback & trends.

AID Team Members In Achieving Their Targets :

- Lead from the front to engage with Sr Management of the client list

- Help and aid in all sales closures.

- Contribute to ideas and concepts for clients

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

- Meet and build relationships with top accounts in the city(agencies and clients)

Team Building And Others :

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

- Monitoring all reports sent by team members

- Responsible for motivating the team for performing and maintaining team morale.

- Ensure through his team that monies are collected on time

- Implement processes and systems

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

- Guide the learning & development plans of the team to ensure self growth

Consumer Insight & Needs Mapping :

- Map the key client tracker with client priorities and needs.

- Identify the seasonal patterns / trends specific to the area / city of operation

- Identify customized opportunities (Built by the planning team) that could be sold targeting these consumers

- Keep a roadmap ready for the entire year.

Market Coverage :

- Map the clients and engage at all levels across silos for business opportunities

- Prioritize key clients basis seasonality & spending patterns and basis past trends

- Map the organogram and the identify key decision makers in each client's setup

- Ensure adequate coverage to build ensure tapping the market effectively for the said property.

Meeting & Pitch Phase :

- Ensure the consumer profile & geography of the client / brand matches that of the property

- Study the brand thoroughly through primary & secondary sources/research

- Building a customized pitch for the brand so targeted.

The Sales Process :

- Prioritize getting in a title sponsorship, before approaching clients for associate / partnerships.

- Once we have a confirmation from a client for title sponsorship, open the property for associate sponsorship's across the country

- Follow the reporting formats & timelines for the same, regularly

Post Evaluation & Future Business :

- Follow thru all key indicators of the conduct of the activity with the promotions team

- Escalate any issues to ensure timely correction.

- Accompany promotions team for the post evals presentation to the client

- Receive the customer satisfaction score from the client, and use it as an indiactor for mapping our strengths & weaknesses

- Ensure all issues are closed well, for sustainable business from the client.

Mapping Competition :

- Conduct competition mapping surveys with a view to benchmark properties, investments and trends.

- Update the weekly competition mapping done by the sales team into a central database.

General :

- High discipline in conduct. Timely attendance during office hours.

- Keeping immediate superior (as stated in the docket above) informed for delays, changes or aberrations.

- Ensuring timely work completion of any sort. Ensure work completion notwithstanding working beyond office hours or weekends.

- Following the HR Policies for the leave permissions

- Following all other applicable policies of the company

- Escalate issues to immediate superior on time.

Geographical Responsibility : City as specified with responsibility for a defined client list.

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 6-8 years of relevant experience

- Experience of Sales / Marketing or Brand management would be an added advantage.

- Preferable Industries of: Media / Telecom / Insurance

- Edge would be any CONCEPT SELLING Experience.

Future Career opportunities

- Sales Head

- Lateral Movement to other verticals

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