Sales Head - Radio Business - Media

We require a Sales Head for the Radio Business of a leading Media Organization based in Delhi.

People with 10 to 15 years experience in the Media Industry are preferred.

A combination of Media & FMCG is desirable.

Role Description :

Title : Sales Head

Reports To : Station Head

Purpose Of Role : Provide leadership and generate revenues for the region. Work closely with the station head on all matters related to the sale of airtime and properties for the station.

Supervises : 3-5 (direct), 10-15 (in-direct)

Financial Impact : Sales Target / Station Revenue

Key Responsibilities :

Responsibility Develop & implement sales strategy for the Station Tasks :

- Overall revenue responsibility for the region

- Develop and implement sales strategy.

- Enhance revenue through media agencies and clients

- Ensure dispersion to other stations

- Provide client solutions and integration's to enhance revenues

- Create and or identify convergent opportunities with advertisers that capitalize on the Station's capacity to attract a desirable demographic

- Optimize & build agency and client relationships

- Function strategically and tactically to position the Station to dominate the radio space.

- Develop sales plans and goals by studying and understanding the station's market and approve all sales promotion campaigns

- Drive effective rates upwards as per plans

- Monitor daily the sales processes

- Scan the environment to gain insights into competitor strategies, potential business opportunities and market trends

- Ensure timely collections

Performance standards :

- Revenue Target

- Revenue Market Share

- ER

- Manage Traffic Fill rate Target

- Manage dispersion target

- Ensure Collections as per target

- Ensure new clients as per targets

- Pure monies as per targets

Responsibility : Talent/Staff Management

Tasks:

- Plan and direct staffing, training, and performance evaluations to develop and control sales programs.

- Recruit and train account executives for the station and work with the sales staff to meet a specific financial goal for the station

- Provide coaching and regular one-on-one meetings for staff.

- Establish accountability for achieving results through entire sales team.

- Set stretch goals aimed at developing the business skills and competencies of the people in the team

- Manage all aspects of reward and recognition necessary to reinforce and communicate important messages about performance and organization direction and values

- Direct staff to keep records of sales correspondence, bid requests, and credit collections, and to maintain current information on tariffs, licenses, and restrictions.

Performance standards :

- Employee retention and employee satisfaction ratings

- Develop Sales Team within Budgeted cost

Responsibility Financial :

Tasks :

- Set and control cost budgets for the Sales Department and adherence to the same.

- Analyze the financial performance of the function and identify and remove bottlenecks to performance

Performance standards :

- Ensure operational costs do not exceed budgeted levels.

- Responsibility Monitor competition and obtain market share

Tasks :

- Be constantly aware of new trends in media.

- Ensure all sales staff work seamlessly with programming and marketing/promotions

- Monitor competitive stations to own Station in format and audience.

- Identify and resolve customer complaints regarding sales and service.

- Monitor customer preferences to determine focus of sales efforts.

Performance standards - Update Station head / National Head on new trends.

Primary Interaction Nature

External :

- Clients : Agencies, Advertisers, Institutions

- Maintain and develop new business with clients and agencies to attract their desired demographic.

- Sell network specials and Radio programming offerings that are of interest to national advertisers

- Function effectively within major advertisers seeking access to urban markets

- Present professionally to major corporations/institutions

- External media As and when required

Internal :

- Station Head Work closely to determine and direct the station's policies and to plan the most effective sales strategy for the station.

- Executive Management Regular updates and meetings with Executive Management

- Programming and Marketing

- Regular meetings and updates with Programming and Marketing to drive activities that help promote brand building and increase sales

Unique Knowledge & Skill Requirement :

- Strong management skills to direct sales staff and resources

- Should have handled and built airtime revenue business from retail and corporate clients in the region

- Strong client relationships in the region any or all: Automotive; Adult Beverage, Beverage, Entertainment, Music, CPG, Pharmaceutical, Leisure, Apparel, Foot Wear; Financial Services, Luxury Goods and others.

- Strong agency relationships to get immediate awareness of programming initiatives

- Ability to work well with major media and entertainment companies

- Excellent track record of delivering and exceeding targets.

- An extremely polished sales person with the capacity to gain internal and external consensus

- Ability to work in concert with the interactive group when required

- A person who enjoys building other executives to succeed in a dynamic broadcasting environment

- A strong understanding of the regional market as it relates to the urban, music, entertainment, motion picture and other media business.

- Strong communication skills to gain consensus internal and external to the Stations.

- Self-motivated, proactive, strong work ethic. Intelligent strategic thinker.

- Creative seller who takes advantage of opportunities. A person who can also create their own compelling opportunities for clients and the Company

- Capacity to convey the Company's music programming and audience to the senior most decision makers on the agency and client side who want a leading Radio Network to attract their desired demographic based on urban music programming

Profile :

Qualification Experience : MBA

- Min 10-15 years of media sales experience at regional levels in a reputed organization

Combination of FMCG & media experience would be an added advantage