Channel Sales Partner - Star Plus Job in Star

Channel Sales Partner - Star Plus

OVERVIEW OF THE COMPANY

JOB DESCRIPTION

JOB PURPOSE / CONTEXT OF THE ROLE

This is a revenue generation role where the incumbent will be responsible to sell our advertising solutions to media agencies and marketeers. The position holder will be responsible for maintaining relationships with a designated set of key strategic accounts and large accounts and identifying new accounts to maximize revenue from them through sale of commercial time and branded solutions.

POSITION RESPONSIBILITIES

Strategic / Policy related KRAs

• Develop a thorough understanding of the product, its strengths, positioning, content etc. to be leveraged for pitch impact and effectiveness
• Develop a thorough understanding of the industries/categories being serviced as well as unique marketing challenges being faced at each client organization
• Network, engage with and build strong relationships across levels at client as well as agency organizations to understand business trends, have direct visibility on upcoming campaigns and revenue potential
• Demonstrate thought partnership through a comprehensive understanding of the client and agency organization, their marketing needs, campaign efficiency metrices etc.
• Build a strategy to derive maximum revenue for the assigned set of key accounts and for identification and partnership with potential clients
• Assist the Region Head in crafting and closure of high value and network level deals in addition to managing his/her set of clients and agencies end-to-end

Operational / Process / Technology related KRAs

• Create, negotiate and close deals that maximize price/market share and deliver on the client s and agency s marketing objectives and expectations.
• Map competition (Sales strategy/Programs/Clients) and use market intelligence to develop strategies to maximize market share
• Deliver maximum value on deals by collaborating with cross-functional teams across the organization (PRS, Operations) and taking complete ownership of deal execution, client servicing and post evaluations of campaigns
• Act as an Account Manager rather than a Seller by providing dedicated account management to develop and nurture strong long-term relationships with key accounts.
• Business development to identify new clients
• Act as a buddy / mentor to more junior channel sales partners within the team and leverage on experience to handhold them from time-to-time

Financial Accountability / Commercial Impact

• Accurate monthly revenue projections
• Meet or exceed monthly/quarterly/annual quotas
• Achievement of CPRP benchmarks and high market share
• Continuously identify opportunities for additional revenue sources through non FCT avenues viz. Brand Solutions

ORGANIZATIONAL RELATIONSHIPS

(internal and External)

• Internal: Customer Analytics, Sales Operations, PRS
• External: Brand Managers, Category Managers, Media Planners, Media Buyers

PERFORMANCE MEASURES

• Monthly / Quarterly / Annual Revenue
• Price / yield
• Client Count (Effective coverage)
• Accuracy of projections and productivity

QUALIFICATION

• Minimum Qualification: MBA
• Total of about 6-8 years of experience in sales, preferably TV media sales

KNOWLEDGE AND SKILLS

• Strong business acumen with a deep understanding of product as well as market
• Strong client relations especially with the various business segments and categories. Should have access to key decision makers at client and agency level
• Operational excellence in managing day-to-day deal execution and client servicing
• Ability to read numbers and take decisions basis data
• Ability to collaborate with internal as well as external stakeholders
• Ability to drive and achieve sales targets
• Ability to work independently with minimal need for supervision or involvement from manager only in case of escalations
• Ability to unlearn and learn to keep pace with the evolving media industry
• Demonstrated strategic, consultative and analytical sales approach with focus on building partnerships with clients

Competencies

• Business acumen
• Networking and relationship building
• Collaboration
• Learning agility
• Analytical thinking
• Result orientation
• Operational excellence

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.