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 & Planning :
- Prepare and implement annual sales strategy for NBD & Retail segments
- 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 to present BIG portfolio
- 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)
- Network with other Reliance media companies and other relevant mediums to leverage for our activation properties.
Team Building & 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 sponsorships across the country
- Follow the reporting formats & timelines for the same, regularly
Post Evals & 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.
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