RESPONSIBILITIES:
Primary responsibility:
- Revenue generation & timely collection for the company from the concerned category by engaging self & team on job
Responsibilities:
Sales Planning & Budgeting:
- Prepare monthly and quarterly sales plan based on the category (retail / corporate) business plan
- Develop and implement sales strategy for the territory assigned
- Track revenue achievement at an individual and team level
- Monitor competition (Magus) and use innovative ideas to maximize market share while maintaining alignment to overall station & company strategy
- Recommend pricing strategies for the category
- Give feedback on programming and product to programming and marketing teams respectively and recommend improvements based on market feedback
- Aid team members in achieving their targets
- Help and aid in sales closures
- Go out on coaching calls with team members
- Contribute to ideas and concepts for furthering the team's objectives
- Meet and build relationships with key accounts (agencies and clients)
Team Management:
- Participate actively in all team activities including going to field on calls
- Coach and mentor team members
- Actively encourage upward feedback
- Provide training to all team members on a regular basis on sales skills
- Spend time with team members in giving feedback on their performance and also in resolving issues / conflicts
- Monitoring all reports sent by team members
- Own the responsibility of timely collections of team revenues through the respective team members.
- Maintain strong relationships with clients and agencies
- Implement & maintain processes and systems as developed by the corporate office
- Making sales calls along with team members
- Reviewing client proposals, presentations made by members
- Plan weekly sales cycle and schedule client meeting accordingly
- Help team in ideation for clients based on the brand requirement
Market Information:
- Reviewing client and market mapping reports for assigned territory / category
- Reviewing reports on client spends at a brand level
- Independent media tracking to generate prospects
- Reviewing sales and sales related reports including daily call reports, weekly reports, sales projection report, monthly sales plan etc
- Plan and budget revenue generation for the week and month
- Review written briefs given to programming by team members for the spot / commercial based on inputs from client / agency
- Monitor ROs and TOs generation and scheduling (through the sales coordinator and scheduler)
- Contribute to sales strategy and generate ideas for revenue maximization
- Help develop and sell specials and events
ORGANIZATIONAL RELATIONSHIPS:
- Reports to Retail / Corporate Sales Head in Metros and to Sales Head in non-metros
The position expects the person to work with considerable amount of independence and take decision regarding the target achievement.
CONTACTS:
- Internal persons
The position requires the person to coordinate regularly with
1. Programming
2. Marketing
3. Scheduling
4. Sales coordinator
5. Branch Accounts
- External persons
The position requires the person to coordinate with agency personnel, clients, their key decision makers, decision influencers etc
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