Cluster Sales Head - Media & Entertainment

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 15 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.