POSITION DETAILS

POSITION TITLE

Frontline Sales

NAME

FUNCTION

Sales

SUB-FUNCTION

Ad Sales

SUPERVISOR POSITION

Branch Head

SUPERVISOR NAME

GRADE

LOCATION

Kolkata

POSITION PURPOSE

POSITION CONTEXT

• This role is critical for driving on ground sales operations and hence the incumbent needs to have good grasp of the local market with the ability to build and leverage relationships with clients.

POSITION SPECIFICATION

Education

Post Graduate Diploma in Management

Experience

9-10 years of experience

POSITION INTERLINKAGES

WITHIN THE ORGANIZATION

OUTSIDE THE ORGANIZATION

• Content team
• 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 market
• Understanding of network’s offerings
• Understanding of clients expectations and requirements

• Effective collaboration
• Execution excellence
• Communicating to influence
• Customer focus

AREAS OF RESPONSIBILITY

#

 AREA

KEY ACTIVITIES

KEY METRICS

1

Executing the sales strategy

• Participate in the annual sales planning process providing relevant data, insights, forecasts, etc.
• Review the prioritized objectives for the region and channel, draft action plans and identify ways to achieve the laid down target
• Provide local market intelligence to the Group Head and help the Group Head in drafting plans to ensure a unified action in order to deal with any anticipated changes
• Study the content plan for the year and identify ways to enhance monetization

• Sales plan for the year
• Revenues from new clients

2

Driving sales revenues

• Track own sales achievement vs. plan on monthly and quarterly basis, and deploy action-plans 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
• Approach new and prospective clients/ agencies and deliver sales pitch in order to influence the clients and secure the sale
• Provide appropriate support to the Group Head in framing business pitch for large deals with clients
• Coordinate seamlessly with all internal stakeholders to drive higher revenues for the channel and escalate in case of any issues
• 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 collections and support the Receivable Management team in order to minimize bad debts

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

3

Building relationships with the client

• Maintain and leverage relationships with clients/ agencies in order to secure market intelligence
• 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