Cluster Head - Associate Director, Hindi GEC (paid) - South
Ad SalesOVERVIEW OF THE COMPANY
StarStar India has defined the Indian media landscape for more than 30 years, and today is one of the country’s leading media conglomerates, reaching around 700 million viewers a month on TV across India and over 100 other countries. Star India’s channel portfolio cuts across general entertainment, films, sports, infotainment, kids, and lifestyle content across eight languages. The network generates over 20,000 hours of content every year and broadcasts 70+ channels, reaching 9 out of 10 C&S TV homes in India. The Star Sports network is one of the leading sports networks with 17 channels in its bouquet. It is home to a number of leading domestic and international sports and is making quantum leaps in transforming sports in the country, helping India become a multi-sporting nation. Disney+ Hotstar, India’s largest premium streaming platform has changed the way Indians watch their entertainment - from their favourite TV shows and movies to sporting extravaganzas. With the widest range of content in India, Disney+ Hotstar offers more than 100,000 hours of TV Shows and Movies in 8 languages, regional and national News, and coverage of every major global sporting event, including the IPL. The company is present in the Indian movie production and distribution space through Fox Star Studios. The studios is also responsible for the marketing and distribution of its Hollywood slate in the country. For more details visit us at http://www.startv.com/JOB DESCRIPTION
CONTEXT
As the Cluster Head for Hindi GEC (paid), this position is responsible for owning and driving the Ad Sales efforts for the channel in the region. The incumbent will be responsible for leading a team of Ad Sales professionals, devising regional sales strategies in line with the national plan, driving teams to achieve revenue targets, and anchor relationships with strategically critical key accounts and agencies in the North territory.
KEY RESPONSIBILITIES
Strategic / Policy related KRAs
Carving out a regional revenue generation strategy for the channels basis market analytics, understanding of channel performance and expectations;
and basis this strategy lay the roadmap for quarterly/bi-annual/annual channel sales targets.
- Work closely with the National Channel Head to create the quarterly/bi-annual and annual sales plan by providing inputs specific to their region (key accounts and their expected advertising spends, understanding of categories etc.)
- Develop and maintain relationships with key stakeholders within agencies and brands - CMOs, Brand Leads, agency leads so as to act as a thought partner for them to help them bring in efficiencies in their advertising campaigns. Also have direct visibility on upcoming campaigns.
- Build strategies to strengthen relationships within existing clients and to identify new clients
Operational / Process / Technology related KRAs
- Build a deep product (Genre/Channel) and market (clients, agencies) understanding along with economic factors that have a direct/in—direct impact on client spends.
- Prospect agencies and clients alike to sell our suit of offerings and solutions
- Leverage key relationships with clients and agencies to drive high value deals, complex negotiations and identify opportunities to maximise market share and revenue.
- Map competition (Sales strategy/Programs/Clients) and use market intelligence to develop strategies to maximize market share
- Supervise execution of deals and campaign effectiveness evaluation. Manage escalations and conversions based on post evaluation.
- Work with cross-functional teams internally to ensure campaign success, growth of partnerships and identify additional monetization opportunities
- Work closely with PRS and Operations teams to deliver on deals to exceed advertiser and agency marketing objectives and expectations
- Ensure adherence to internal processes and compliance guidelines
Financial Accountability / Commercial Impact
- Monthly/Quarterly/Annual revenue projections for the region
- Driving team towards accurate revenue projections and ensuring achievement of revenue numbers within timeframe
- Ensuring achievement of CPRP benchmarks and high market share by team
- Achievement of CPRP benchmarks and high market share by team
- Drive team to identify opportunities for additional revenue sources through non FCT avenues – Brand Solutions
- Continuously strive to identify opportunities to maximise revenue opportunities in both TV and Digital, through a bundled approach
People Management KRAs
- Driving and motivating the sales force to achieve numbers by undertaking reviews and sales funnels, and driving sales processes
- Developing talent and career management by identifying learning opportunities, recognizing and rewarding high performance and coaching and mentoring
- Building a culture of cross-functional collaboration and driving team to productively work across functions (PRS, Operations, Analytics etc.) and resolving escalations / conflict management where required.
- Managing performance of direct reports by continuous performance feedback, timely course-corrections and working with HR to launch performance plans as and when required. Ensuring similar practices are followed by all people managers within team.
PERFORMANCE MEASURES
- Revenue contribution
- Price / yield
- Client Count (Effective coverage)
- Coaching and developing team
QUALIFICATION
- Minimum Qualification: MBA
- Total of 12-14 years of experience with sales experience
KNOWLEDGE AND SKILLS
- Strong business acumen with a deep understanding of product as well as market
- Ability to read numbers and take decisions basis data
- Strong networking skills and ability to build relationships with key decision makers at agency and client organizations.
- Strong process orientation to drive team towards adherence
- Ability to collaborate with internal as well as external stakeholders and resolve conflicts as and when they arise
- Ability to strike a balance between negotiation and influencing to help team drive closures
- Ability to lead and motivate high performing teams
COMPETENCIES
- Business acumen
- Analytical thinking
- Networking
- Process orientation
- Conflict management
- Collaboration
- Negotiation and Influencing
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, gender identity, disability, protected veteran status, or any other characteristic protected by law. We will consider for employment qualified applicants with criminal histories consistent with applicable law.