The incumbent will be responsible for delivering agreed target for the region.

Role Dimensions

Strategic : Forecast / plan and implement Sales Strategy :

- Contribute to create sales strategy for the region and drive its implementation as per AOP plan.

- Gather trends (competitor and self) from market research and historical data around sales to estimate the market size for the region on both volume as well as value basis to forecast.

- Plot the market potential of the region on the basis of the desired presence across the space available .

- Cascade the sales targets for team and track performance.

- Track and manage existing client relationship & performance against business plans and determine next steps for increase in current market share.

- Deliver zone sales and profitability targets on a monthly, quarterly and annual basis as projected in the AOP.

Deliver Superior Client Engagement & Market Dynamics

- Focus on providing customized solutions to clients, based on research and understanding of market dynamics.

- Provide both, ATL & BTL solutions to increase client market share and drive region sales.

- Invest time & effort to deep dive into each client's challenges and thus offer innovative / creative product / service.

- Design innovative sales strategies and discuss guidelines with reporting manager to streamline operations in the region.

- Incumbent will require a solution-selling approach and develop long-term relationships. New client acquisitions are important, however, repeat business will be key to delivering agreed target

- Track market trends and subsequently utilize the information to improve business offering.

- Maintain strong awareness of market and competitors.

Sales Planning & Budgeting :

- Creating Annual Business plan with clear milestones

- Plan and adhere to the region sales plan & budget.

- Monitor and ensure adherence to budget through controls of operating expenses for the region.

- Implement and monitor sales processes in the region to ensure adherence and increase productivity.

Team management

- Coach and motivate team to improve sales efficiency.

- Drive ongoing development of team to increase productivity in the region

- Conduct annual review of team performance

- Help create PIP for team members to improve performance, wherever required

Ideal Candidate

- Post Graduate with 12+ yrs of relevant experience in a B2B environment

- Demonstrated experience of having increased current and new market share

- Ability to offer customized solutions, hence a combination of creative and commercial bent of mind

- Experience of managing a large team (10+ members)

- Incumbent should be high-energy, aggressive, growth oriented person and likes to lead from the front

- Should have strong leadership qualities to inspire and motivate

- Team manager

- Commercial acumen - a number loving person

- Strong creative and relationship oriented

- Fire in the belly / go getter disposition

- Market connected

- Age bracket of 32--38 years preferred

Reporting Structure

The position will report to the National Head - Advertising Sales

Team of 15 sales professionals support this role

Location: Mumbai (HQ)

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