Head of Agency Sales

10 hours ago

Johannesburg, South Africa Primedia Recruiter Full time

Key purpose of the role
The incumbent is responsible for the formulation and execution of the Johannesburg Agency Sales Team’s strategy as well as extracting best performance from each member of the sales team, thereby achieving revenue targets and increasing market share. They will also ensure that all operational functions are optimised with efficiencies to meet the team’s objectives.
Key outputs
Strategic planning and management
Impactful leader that will direct and ensure sound talent management of the Johannesburg Agency Sales team to improve performance and the culture of the team
Review and determine the sales team’s value proposition to existing and potential clients with a focus on: Client Segments and Access Strategy; Products; Pricing and Discounts; Sales Process design; competitor analysis etc.
Determine team objectives through effective planning, setting sales goals, analysing data on past performance and project future performance
Manage the team’s commission and incentives scheme in partnership with the CCO and CFO.
Takes full accountability of the Johannesburg Agency Sales team operating budget, etc. in close partnership with the CCO and CFO.
Determine lead generation (new business) and conversion tracking processes to achieve the team’s targets
In partnership with the Creative Solutions team and or agencies, source tailored solutions that meet client’s specific short and long-term needs
Maintain sound and constructive relationships with the Cape Town Sales team as well as leveraging on best practice between regions.
Collaboration
Relationship building and growth at all levels i.e. lobbying, sales pitches, tender processes and contract negotiation in consultation with Legal
Ensure that the team works across functions with other departments to generate new lead sources to expand targeted client base, e.g. Marketing, Trade Exchange, Media Intelligence, etc.
Establish and maintain professional relationships with various industry stakeholders
Build strong agency contacts and networks
Effective communication with sales team management - keeping them updated and informed
Works transparently with other divisional leaders in PMB
Business contracts and proposals
Manage submissions in respect of tender process to be able to successfully comply with all relevant documents and local requirements
Participate in the tender negotiations
Provide professional client service in all interactions with clients
Deliver what we promise - ensuring we get back to clients timeously and accurately
Develop and implement robust sales management processes - pipeline, account planning, and proposals
Compliance and reporting
Report on sales activities and achievement as required (weekly and monthly).
Ensure Hubspot is maintained daily by all team members.
Ensure that all Broadcasting standards and any other appropriate rules and regulations are enforced in the team
Create accountability within the company by developing appropriate metrics and coordinating compensation and promotions with these metrics
Educational qualifications and experience
Education
Graduate Degree or relevant equivalent professional qualification or corresponding NQF Level qualification advantageous but not required
Experience
At least 10 or more years sales and marketing experience preferably in a broadcasting/media environment
At least 5 or more years in a management or leadership role
Demonstrable track record of having regularly reached personal sales targets in the broadcasting industry
Strong industry and client relationships, particularly in agencies
Demonstrable track record of generating spend from ad agencies
Proven track record of developing advertising campaigns and promotions for multiple platforms including creative propositions
Sales training, e.g. negotiating skills, presentation and general selling skills are an added advantage
Essential knowledge and skills
Developed business and financial acumen
Commercial with a strong focus on actively managing and improving operational performance of the team
Agent for change with the ability to be innovative
Strong influencing skills with the ability to address a wide range of issues as well as captivate and inspire the team and greater community
Working knowledge of sales performance/operation metrics required
Working knowledge of sales processes and techniques
Excellent understanding of radio and the broadcasting industry
Knowledge of other media types would be a distinct advantage
Strong communication; negotiation and networking skills
Ability to cope with pressure and setbacks
Strong planning & organizational skills
Ability to partner with senior decision-makers yet act independently where needed
Must be creative and willing to take calculated risks
Ability to build trust and customer loyalty to all PMB stations
Maintain numeracy accuracy and attention to detail
Ability to effectively deal with queries and complaints from clients and to reach a win-win solution
Ability to lead the

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