Sales Head - Bangalore - Profuse Consultancy
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TITLE: Sales Head Bangalore
REPORTS TO: Station Head, Bangalore
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.
FINANCIAL IMPACT: Sales target / Station revenue
Responsibility Develop & implement sales strategy for the Station
Tasks Overall revenue responsibility for the region
Develop and implement sales strategy.
Enhance revenue through direct sales w/advertising agencies and clients
Provide client solutions and integrations
Create and or identify convergent opportunities with advertisers that capitalize on the Stations capacity to attract a desirable demographic
Optimize current 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
Determine price schedules
Review operational records and reports to project sales and determine profitability.
Monitor and analyze sales and marketing activity against goals.
Scan the environment to gain insights into competitor strategies, potential business opportunities and market trends
Identify key strengths and weaknesses of the function, assesses value chains and then formulate the future plans for the business
Performance standards Revenue Target along with Market share
Manage and Grow Rate/10 sec
Manage Traffic Fill rate Target
Manage dispersion target
Ensure Collections as per target
Ensure new clients 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 Managers & Team Leads 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
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
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
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
MBA Min 10-12 years of strong Sales & Distribution experience in a leading set-up in India.
Salary: Not Disclosed by Recruiter
Industry: Media / Entertainment / Internet
Functional Area: Sales, Retail, Business Development
Role Category: Senior Management
Role: Head/VP/GM/National Manager -Sales
Keyskills: Sales Region corporate Retail Sales
Desired Candidate Profile
Please refer to the Job description above