POSITION DETAILS

POSITION TITLE

Regional Head -  Ad Sales

NAME

FUNCTION

Sales

SUB-FUNCTION

Ad Sales

SUPERVISOR POSITION

Cluster Sales Head/ National Sales Head

SUPERVISOR NAME

GRADE

LOCATION

Bengaluru

POSITION PURPOSE

POSITION SIZE

FINANCIAL / OPERATIONAL

NON-FINANCIAL

DIRECT REPORTEES

2-3

INDIRECT REPORTEES

4-8

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

10 -12 Years of experience in broadcast sales

POSITION INTERLINKAGES

WITHIN THE ORGANIZATION

OUTSIDE THE ORGANIZATION

• Office of the CEO
• Office of the Head of network sales & Cluster sales head
• Channel Business Head/ Programming Head
• Legal team
• Finance

• 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 existing and evolving monetization models

• Building impactful partnerships
• Drives innovation
• Impactful communication
• Business acumen

AREAS OF RESPONSIBILITY

#

 AREA

KEY ACTIVITIES

KEY METRICS

1

Devising and executing strategy

• Provide input to the National Sales Head/ Cluster Sales Head and participate in the development of the medium and long term sales strategy for the channel/ cluster, which is in alignment with the sales strategy of the network and the cluster
• Liaise with the respective channel Business Head/ Programming Head to ensure complete alignment between the channel sales and content execution strategy to ensure maximizing of the revenue potential of the channel
• Provide input to the National Sales Head/ Cluster Sales Head and participate in creation of annual sales plans for the region basis the sales strategy; prioritize objectives and cascade the same to the team below
• Provide inputs to the National Sales Head/ Cluster Sales Head on the new trends in the region and support them in identifying new and upcoming markets which can augment revenues for the channel

• Effectiveness of sales strategy
• New profitable markets identified

2

Driving sales revenues

• Track sales achievement vs. plan for the region, and design and deploy action-plans, and provide support/ guidance to the team to exceed the sales plan target for the year
• Liaise with the Channel Business Heads/ Business Heads to identify innovative ways to monetize the content and drive revenues through all the available channels (direct, brand integrations, etc.)
• Provide appropriate support to the National Sales Head/ Cluster Sales Head in framing business pitch for large integrated deals with clients
• Lead and guide the team during large 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

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

3

Building relationships with the client

• Network with clients in the region frequently to understand their business requirements and expectations from the channel
• Initiate innovative models to enhance client engagement in order to source relevant market intelligence and ensure retention of the existing clients
• Participate in various industry forums in order to reach out to prospective clients to position the channel favorably 

• 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 across different teams, enhance the capability quotient of team members and drive higher team engagement through appropriate HR interventions

• Team engagement score
• Attrition