Radio Big FM - Group Head - Sales

Group Head

JOB DESCRIPTION :

Position Title : Group Head Department: Sales

Reports to : Sales head / Regional - 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 :

1. Prepare and implement annual sales strategy for NBD& Retail segments

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

3. Monitor competition and develop strategies to maximize market share

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

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

AID TEAM MEMBERS IN ACHIEVING THEIR TARGETS :

1. Lead from the front to engage with Sr Management of the client list to present BIG portfolio

2. Help and aid in all sales closures.

3. Contribute to ideas and concepts for clients

4. Conceptualize and implement monetizable opportunities and motivate team to sell the idea

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

6. Network with other Reliance media companies and other relevant mediums to leverage for our activation properties.

TEAM BUILDING AND OTHERS :

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

2. Monitoring all reports sent by team members

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

4. Ensure through his team that monies are collected on time

5. Implement processes and systems

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

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

CONSUMER INSIGHT & NEEDS MAPPING :

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

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

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

4. Keep a roadmap ready for the entire year.

MARKET COVERAGE :

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

2. Prioritise key clients basis seasonality & spending patterns and basis past trends

3. Map the organogram and the identify key decision makers in each clients setup

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

MEETING & PITCH PHASE :

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

2. Study the brand thoroughly through primary & secondary sources/research

3. Building a customized pitch for the brand so targeted.

THE SALES PROCESS :

1. Priortise getting in a title sponsorship, before approaching clients for associate / partnerships.

2. Once we have a confirmation from a client for title sponsorship, open the property for associate sponsorships across the country

3. Follow the reporting formats & timelines for the same, regularly

POST EVALS & FUTURE BUSINESS :

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

2. Escalate any issues to ensure timely correction.

3. Accompany promotions team for the post evals presentation to the client

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

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

MAPPING COMPETITION :

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

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

GENERAL :

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

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

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

4. Following the HR Policies for the leave permissions

5. Following all other applicable policies of the company

6. Escalate issues to immediate superior on time.

GEOGRAPHICAL RESPONSIBILITY :

1. City as specified with responsibility for a defined client list.

BEHAVIOURAL ATTRIBUTES :

1. Innovative approach to brand issues

2. High Ownership of responsibilities

3. High sense of integrity

4. Strong communication skills

5. Fluent command over English

6. Ability to work under pressure

7. Willingness to address internal customer expectations

8. Self Starter, High level of drive to give shape to new initiatives

9. Learning Attitude

10. Inspire Commitment - Logistics Teams towards superior execution

11. Collaborative approach - Working with the Solutions & Programming team to build compelling pitches

Minimum Qualification : MBA