Head of Agency Sales

Remuneration:	cost-to-company
Location:	Johannesburg, Sandown, Sandton
Own transport required:	Yes
Travel requirement:	Occasional
Job policy:	Employment Equity position
Type:	Permanent
Reference:	#Head of Agency Sales
Company:	Primedia Recruiter

 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 team in line with sales strategy

Attributes

• Exceptional communication skills
• Successful at building and maintaining relationships, internally and externally
• Ability to operate in a demanding creative and analytical environment
• Problem solving and critical thinking ability
• Informed and calculated decision-making ability
• Thorough with attention to detail with high emphasis on follow-up and follow-through
• Approachable and accessible
• Ability to cope with pressure
• Ability to work within a team and lead a team

Suitable candidates will be selected in accordance with Primedia Broadcasting’s Employment Equity Policy. Correspondence will only be conducted with short listed candidates. Should you not hear from us within two weeks of the closing date, please consider your application unsuccessful.

Send your detailed CV to broadcastingcareers@primedia.co.za with the Subject Line “Head of Agency Sales”. The closing date for applications is 29 October 2024.

Posted on 24 Oct 16:18, Closing date 31 Oct