Business Head is at the helm of a Cluster and is responsible for sales, trade marketing, coordination between sales and programming, and administration of sales team.
Duties & Responsibilities :
The duties and responsibilities of Cluster Head will include, but are not limited to, the following:
Sales:
- Plan and Drive sales strategy for the city for market share and achieve revenue objectives of the city
- Ensure execution of sales strategy with Groups heads and monitor on daily/weekly basis as per process
- Ensure teams follows sales process to drive revenue achievements in scientific manner
- Carry out at least five sales calls a week especially with the top clients in the city to build relationship and have firsthand knowledge of market conditions
- Establish and nurture good relations with celebrities, top 25 clients, public officials, vendors, community, agencies and other stakeholders in the city.
- Ensure team is motivated and ensure associate satisfaction and retention of key associates and filling vacancies on priority.
- Responsible for day-to-day admin and discipline in the sales force.
- Drive the daily MOM meeting with the sales force.
- Maintain a - movement register- for the sales force to monitor sales calls.
- Maintain a sales board to track individual revenue targets.
- Ensure all sales associates are certified and plan training in conjuction with RSH.
- Responsible for BUD audit and sales pitch and creative\'s reviews.
- Carry out after-sales calls with key clients.
- Chair the weekly sales meeting to take stock of achievements of the last week, plans for the coming week and any impediments to sales. This Network/National Sales Head will chair the meeting if in attendance.
- Ensures the missed client report for print and radio is dispatched daily.
- Ensures the weekly missed client report for print, radio, TV originating from sales planning is analyzed and tracked by the sales team.
- Ensure that the Cluster maintains updated client database with their preferences (CRM).
- Ensures adequate support to sales from creative and other departments and work with local PH/RADIO OPS HEAD.
- Will directly work with Group Heads in city and will be responsible for sales and quality of sales
Trade Marketing :
- Work with marketing head of station to drive sales key enablers for the city(Dotted line reporting)
- Develop marketing initiatives for clients in the market
- Plan strategy and communication campaign.
- Drive alliances and partnerships in accordance with the alliance strategy i.e. tie-ups and activating alliances.
Human Resources :
- Manage people process link recruitment, training, onboarding, talent management for the team.
- Ensure all associates are issued with job description and allotted business goals.
- Ensure recognition & celebration events are organized as per Company guidelines to motivate, reward and retain associates
- Carry out periodic rap sessions with associates to proactively ensure high associate satisfaction.
- Establish career plans for all associates of the Cluster and foster alignment of individual and company goals.
Finance/ Legal :
- Analyze P&L statements and cost variance with respect to budget with a view to cut wastage and improve profitability and ROI.
- Ensure the Cluster has adequate petty cash and the same is being used for sundry expenses only.
- Ensure a statement of ageing of debtors with justification, wherever applicable is maintained in the following format :
- O/s for more than 30 days
- O/s for more than 60 days
- O/s for more than 90 days
- Monitor and ensure the following advances are settled with proper documentation :
- Travel Advance
- Salary Advance
- Advance against Reimbursement if any
- Advances to Vendors
- Other Advances with details
- Ensure Daily Revenue Reports for Corporate and Retail clients from Wide Orbit along with analysis of target and commitment, based on ads scheduled are prepared and disseminated in time.
- Ensure Daily Collection Report for Corporate and Retail Clients from Wide Orbit and with updated PDCs are prepared and disseminated in time.
General :
- Ensure weekly reports are submitted by all departments every Monday as per laid down format.
Maintain a schedule of meetings which include the following :
- Station Leadership Team meeting on all Wednesdays (fortnightly reviews to be done on how well need-gaps are being addressed)
- Marketing meeting (Weekly)
- Sales meeting - missed clients, revenues (Weekly)
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