Group Head - Ad Sales (2405)

JOB DESCRIPTION

POSITION TITLE

Group Head - Ad Sales

NAME

FUNCTION

Sales

SUB-FUNCTION

Ad Sales

SUPERVISOR POSITION

Regional Sales Head

SUPERVISOR NAME

GRADE

LOCATION

Mumbai

POSITION PURPOSE

Drive revenue growth for the channel by effective client acquisition and retention techniques and gather market intelligence by closely tracking the local market thereby enabling and executing the sales strategy of the organization

POSITION SIZE

FINANCIAL / OPERATIONAL

NON-FINANCIAL

Revenue of INR 100 Crs (Sony) & 20-25 Crs (Others)

DIRECT REPORTEES

2-4

INDIRECT REPORTEES

GEOGRAPHICAL COVERAGE

Domestic

POSITION CONTEXT

This role is critical for driving on ground sales operations and hence the incumbent needs to have good grasp of the sales strategy of the network while at the same time possess innovative thinking to make sales deals with clients.

POSITION SPECIFICATION

Education

Post Graduate Diploma in Management

Experience

9-12 years of experience in broadcast sales

WITHIN THE ORGANIZATION

OUTSIDE THE ORGANIZATION

• Channel Business Head/ Programming Head
• Legal team
• Finance
• Sales coordination team
• Receivable management team

• Clients and media agencies
• Industry Forums
• Business partners

TECHNICAL COMPETENCIES

BEHAVIORAL COMPETENCIES

• Understanding of the broadcast industry
• Understanding of competition landscape in the region
• Understanding of network's offerings
• Understanding of clients expectations and requirements

• Effective collaboration
• Execution excellence
• Impactful communication
• Customer focus

AREAS OF RESPONSIBILITY

#

AREA

KEY ACTIVITIES

KEY METRICS

1

Executing the sales strategy

• Provide inputs to the National Sales Head/ Regional sales head and participate in the development of the sales plan for the year by providing relevant data, insights, forecasts, etc.
• Prioritize objectives, draft action plans and identify target clients for the year which will aid in achievement of the annual sales plan
• Cascade the created annual sales plan to the team below and allocate sales target amongst the front line sales executives basis the scope and past revenue achievement
• Provide local market intelligence to the Regional/ National Sales Head and draft plans to ensure a unified action in order to deal with any anticipated changes

• Sales Plan
• Revenues target from new clients

2

Driving sales revenues

• Track sales achievement vs. plan for the group of accounts, and deploy action-plans, and provide support/ guidance to the team to exceed the sales plan target for the year
• Liaise seamlessly with the channel teams and identify ways to drive revenues by projecting the strength of the content to the clients
• Provide appropriate support to the Regional/ National Sales Head in framing business pitch for large integrated deals with clients
• Lead and guide the team during deals and ensure complete alignment of all internal stakeholders drive higher revenues for the channel
• Liaise seamlessly with the sales coordination team to ensure high level of serviceability to the clients take appropriate steps in case of any issue to ensure highest level of client satisfaction
• Track sales cost of the region and deploy relevant interventions/ process changes to ensure minimum operational costs
• Track collections and support the Receivable management team in order to minimize bad debts

• Sales achievement vs. targets
• Increase in wallet share
• Yield %
• EBIT
• Collections

3

Building relationships with the client

• Drive client retention by networking with clients frequently to understand their business requirements and expectations from the channel
• Reach out to new and prospective clients and position the channel favorably in order to secure business for the Network

• Client retention
• New clients added

4

Managing team performance

• Track team performance at an overall and individual level and provide support/ guidance wherever required to ensure achievement of yearly plans
• Manage effective resource allocation, enhance the capability quotient of team members and drive higher team engagement through appropriate HR interventions

• Team engagement score
• Attrition