Please find below the job Responsibilities:
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
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
- DSR 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 coordination:
- 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
Compliances:
- 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
Rashmi
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