Radio Big FM - Cluster Head

Designation : Cluster head - Pune

Job Location Location : Pune

Reporting : Regional Business Head - Rest Of West Region

Basic Purpose :

Ensure achievement of regional sales targets in a timely and organized manner. 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 :

1. Servicing Leadership

2. Ensuring Excellence in execution

3. Setting examples of Constant innovation

4. Last but not least, driving with 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 co-ordination :

- 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

Compliance :

- 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