Cluster Sales Head - Media/Advertisement/Entertainment Industry (14-20 yrs)

Required Skills: Understanding of relevant regulations and compliance requirements, Inter department co-ordination, Client Servicing & Relationship Management, CONCEPT SELLING Experience

Description:

NOTE: Candidate should be from Media, advertisement or Entertainment industry only.

Purpose:

Overall responsibility of driving growth and enhancing stakeholder value through the development and execution of strategic business plans, effective financial management, and the attraction and retention of a high-performing team

To fulfill the revenue objective by:

- Service Leadership

- Excellence in execution

- Constant innovation.

- Sense of Urgency

Duties, Responsibilities and Expected Contributions:

- Provide Strategic Thought Leadership

- Elevate the dialogue with the customer at a strategic level to solve business needs

- Demonstrate an understanding of the Business and where the customer currently exists in these areas.

- Leverage best-in-class insights from outside the customer's market to drive performance.

- Foster thought leadership within account team.

- Sell as per the rate card and constantly work towards increasing yield.

- Special focus on spikes and special days.

- Maintain target/achievement executive wise for your region.

Enhance Relationships:

- Own executive level relationships with assigned customer.

- Ensure execution of the Large Account Management Process framework to identify the most critical initiatives and relationships. Work with the account team to lay out short-term and long term plans to enhance relationships at the appropriate level for the account.

- Manage the Reliance Broadcast value equation with the senior team of customer and ensure it is understood and advanced.

- Develop strong supplier relationships by obtaining alignment and developing and delivering on mutually established goals.

Drive Business Results:

- Achieve or exceed budgeted goals for financials across the enterprise.

- Pursue new opportunities that align enterprise competencies with customer needs.

Enhance Talent:

- Attract, develop and retain key talent to enable the execution of the collective goals of the customer and enterprise.

- Ensure succession plans are in place for critical roles.

- Identify expected level of decision-making and risk-taking for team members.

- Drive employee satisfaction by continuously enhancing the trust and skills of associates to make a desired workplace.

Manage Execution:

- Demonstrate functional expertise in all facets via on-the-job development, educational and networking opportunities.

- Create and measure clear performance expectations with suppliers and the customer.

- Execute new strategic initiatives for the account.

- Identify and convert non radio advertisers.

- Grow the brand count of the stations.

- Focus on SME's.

- Access and allocate resources at the account level and access the enterprise.

- Support account team in the development of sales plans.

- Direct, delegate, and empower effectively, while having desire and ability to roll sleeves up as needed.

- Ensure appropriate amount of support (time & resource allocation) for our top relationships.

Client Servicing:

- On time revert to client on briefs/proposals.

- Post evaluations for all campaigns with a deal value of 10 Lacs per month and any other important advertiser/campaign.

- Objection handling.

- Trade Marketing activities to be suggested at the beginning of a month.

- Build and maintain business relationships with key clients and agencies.

QUALIFICATIONS & EXPERIENCE:

- Should be a full time MBA majored in Marketing with a min of 14 years of relevant experience.

- Experience of Sales / Marketing or Brand management would be an added advantage.

Preferable Industries of: Media

Edge would be any CONCEPT SELLING Experience.

Inter department co-ordination:

- Work closely with the programming team and BIG solutions for creative ideas for the clients.

- Ensure sales entitlements are as per the programming guidelines.

- Seek assistance from marketing and content planning teams for key client pitches.

Compliances:

- Make sure the advertisements are as per the government guidelines.

- Ensure all the release orders, schedules and terms and conditions are stamped and signed by the client/agency.

- All internal and external documentation is as per the company policy.

- Ensure no revenue leakage.

BEHAVIOURAL 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.

Mandatory Pointers:

1. Elevate the dialogue with the customer at a strategic level to solve business needs.

2. Demonstrate an understanding of the Business and where the customer currently exists in these areas.

3. Leverage best-in-class insights from outside the customer's market to drive performance.

4. Sell as per the rate card and constantly work towards increasing yield.

5. Maintain target/achievement executive wise for your region.

6. Achieve or exceed budgeted goals for financials across the enterprise.

7. Create and measure clear performance expectations with suppliers and the customer.

8. Identify and convert non radio advertisers.

9. Post evaluations for all campaigns with a deal value of 10 Lacs per month and any other important advertiser/campaign.

10. Should be a full time MBA majored in Marketing with a min of 14 years of relevant experience.

11. Experience of Sales / Marketing or Brand management would be an added advantage.

12. Preferable Industries of: Media.

13. Edge would be any CONCEPT SELLING Experience.