JOB DESCRIPTION

Position Title : Station Head

Department : General Management

Basic Purpose

The Station Head is at the helm of a Station and is responsible for sales, trade marketing, coordination between sales and programming, and administration of sales team.

Duties & Responsibilities

The duties and responsibilities of Station Head will include, but are not limited to, the following:

Sales

- Plan and Drive sales strategy for the region for market share and achieve revenue objectives of the region.

- 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 Region 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 Sales 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 Region 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 Region 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)

- Region meeting once a quarter

Job Specifications

- A MBA with experience as a business head.

- Must be fluent in the local language and conversant with local customs and idiosyncrasies. Should ideally have stayed in the city for the last five years.

- Basic computer skills

- Good people focus and an ability to work under pressure.

- Smart and good control on English.

Potential Career Opportunities

- Corporate functional responsibility.

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