Strategically plan and develop Sales Plans:
Define short, medium and long-term organisational sales goals, and determine key customer relationships, identify business opportunities, negotiate and closes business deals and maintain extensive knowledge of current market conditions.
Set sales targets in collaboration with various internal stakeholders.
Identify trendsetter ideas by researching industry and related events, and announcements;
Work with the internal teams, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue.
Collaborate with the Finance department and participate in pricing projects. Targets, SLAs, Plan, coordinate and control strategic sales activities:
Discover and explore potential business transactions by contacting and locating propose potential partners and or clients.
Analyse market strategies and internal priorities to screen potential business transactions and evaluate financials to ensure all sales opportunities explored are profitable.
Plan and deliver persuasive approaches and pitches that will convince potential clients to do business with Mediamark.
Study the collaboration and integration of various departments to meet sales objectives
Close new deals by coordinating and integrating requirements to deliver the end product to customer
Enhance reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job undertakings.
The Head of Sales manages the relationships with Channels, Clients and is required to make presentations on solutions and services that meet or predict channels and clients' future needs.
Grow and retain existing accounts by presenting new solutions and services to Channels and clients.
Identify opportunities for campaigns and sponsorships that will lead to an increase in sales.
Using knowledge of the market and competitors, identify and develop unique selling propositions and differentiators.
Attend industry functions, events and conferences, and provide feedback and information on market and creative trends. Monitor and manage expenses:
Determine the Sales budget requirements in collaboration with the Finance Department.
Forecast and plan expenses
Manage and monitor expenses within the set budget
Propose and submit budget review requests Customer focus:
The Head of Sales will manage existing Radio Channels and clients and ensure they stay satisfied and positive.
Establish Service Level Agreements with the various internal stakeholders to optimise service delivery.
Seek information to understand situations, needs, interests and desired potential benefits for customers.
Educate internal and external customers by sharing information to build their understanding of Television sales and service offering.
Build strategic and collaborative working relationships with internal and external customers.
Take action to meet customer needs and concerns by responding quickly to customers' needs and resolve problems.
Set up back-office customer feedback systems to effectively monitor and evaluate customer concerns and issues. Adhere to governance guidelines:
In collaboration with the Financial Manager analyse risks in sales processes
Classify the risk and constitute controls to counter risk.
Evaluate processes and procedures to ensure effectiveness of risk controls.
Monitor and report on status of risk.
Communicate and share information on controls to educate internal customers. Policies and procedures:
Identify and evaluate gaps in policy, processes and procedures relevant to the development of business.
Engage stakeholders in the improvement and or simplification of policies, processes and procedures.
Negotiate on processes and procedures that are not conducive to the development of business.
Generate innovative solutions by drawing up a contingency plan within policy and legislative framework to deal with problems and opportunities. Develop, mentor and coach team members:
Develop team member competencies by mentoring and coaching.
Give timely, specific feedback to improve performance and recognize good performance
Influence and motivate team members
Critique own performance as a means of self- improvement
Marketing/advertising/commercial degree or diploma preferred
Media and sales training courses preferred Field of experience :
Proven track record in a target driven media sales environment at a high level (radio, TV, digital)
Minimum of five to seven years of senior media sales, and or sales management. (Senior sales/project management/client service/key account management experience (account director level))
Experience in business/strategic planning
Proven track record of managing a high performing sales team Knowledge and skills
Sales management principles
Verbal and written communication
Building strategic relationships