Career Opportunities: Head of Sales (11841)

Career Opportunities: Head of Sales (11841)

Requisition ID 11841 - Posted - Sales - Television Sales - GP - Auckland Park

THE SOUTH AFRICAN BROADCASTING CORPORATION
POSITION: Head of Sales (Segments)(Enterprise, Corporate, Government, Agencies and SMME)
DIVISION: Sales
REPORT LINE: GE: Sales
POSITION ID: 60020068
SCALE CODE: 120 (Peromnes 4, Paterson E2)

5-year Fixed Term Contract position

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CLOSING DATE: 31 JANUARY 2025

MAIN PURPOSE OF POSITION

Lead the SABC Video and Entertainment commercial sales teams across the country towards outstanding performance. Surpass sales revenue targets across SABC's Video & Entertainment channels and their extensive ecosystem, encompassing digital and on-ground platforms. Increase SABC’s Video and Entertainment’s market share as measured by MIT net levy data report. Ensure SABC’s Video and Entertainment’s growth is consistently in line or above the market as measured by MIT net levy data report. Enhance the sales team's proficiency in delivering integrated sales solutions within the SABC ecosystem. Cultivate a sales culture focused on customer centricity and high performance. Strategically develop, manage, and execute plans to expand market share and secure profitable revenue growth for the organization.

KEY ACCOUNTABILITIES

1. Foster a culture that values high performance, customer focus, and team engagement.
2. Provide clients with specialized media solutions, leveraging a mix of channels to optimize campaign performance and revenue opportunities.
3. Excel in networking, maintaining robust relationships with senior-level agency contacts and C-suite clients.
4. Ensure the sales team's proposals and presentations are of high quality, offering insightful and measurable outcomes.
5. Collaborate closely with Sales Intelligence, Creative, Product, and Channel teams to innovate, commercialize, and implement new offerings.
6. Motivate and lead the sales team to exceed revenue goals.
7. Proactively address customer needs, resolving issues to ensure satisfaction.
8. Engage in trade marketing efforts to maintain and enhance industry relationships, visibility, and ongoing communication.
9. Formulate and manage sales strategies in partnership with relevant stakeholders.
10. Continuously evaluate sales plans for effectiveness, making adjustments as needed to align with organizational goals.
11. Prioritize stakeholder management, maintaining transparent communication with both internal and external partners.
12. Manage, monitor and analyze customer segments, e.g. Public and commercial sectors to exploit opportunities and increase market share.
13. Ensure the relevant market intelligence information is disseminated to the teams effectively to influence spending patterns in favor of SABC media sales.
14. Actively participate in new data/insights/research requirements and utilize research results to optimize revenue.
15. Ensure constant update and maintenance of client’s database.
16. Monitor and analyze competitor business to identify and exploit new business opportunities and increase market share.
17. Ensure the cost of sales is managed consistently to ensure profitable revenue growth.
18. Increase revenue market share.
19. Ensure all sales deals, commitments, and any other contractual agreements with clients/third parties are managed and reported on monthly.
20. Ensure contribution to target setting, budget preparation and sales plans are timeously implemented and measured at regular intervals.
21. Identify, monitor and report on operational risk and compliance matters.
22. Develop Standard Operating Procedures for the business unit and monitor implementation thereof.
23. Develop, implement and monitor internal control measures to ensure good governance in line with relevant legislations and policies.
24. Report on Occupational Health and Safety Act.
25. Implement Risk Management Plan and Internal Risk Audit.
26. Review and report on the achievement and challenges of business units’ objectives (Monthly, quarterly and annually).
27. Ensure strict adherence to sound business principles through application of the Sales policies.
28. Plot and trend market and revenue shifts in order to avert market and revenue losses.
29. Implement Performance Management Systems in line with organizational standards.
30. Ensure timely and accurate reporting, maintaining comprehensive records in CRM systems.
31. Participate in strategic review and planning sessions, contributing professional and well-prepared presentations.
32. Monitor and report on ALL business unit's performance, managing the operating budget responsibly.
33. Enforce internal controls to uphold governance and compliance with SABC policies.
34. Address internal risk audits proactively, implementing strategies to mitigate risks and resolve audit findings.
35. Grow and maintain excellent relationships with the SABC Platforms and other stakeholders.
36. Attend industry-related functions and ensure visibility in market weekly.
37. Maintain a positive image and relationships for SABC Sales in the marketplace.
38. Create increased revenue opportunities and positive commercial relationships within agencies and clients direct with the aim to build partnerships for mutual gain.
39. Provide infield and formal training and succession planning for all/any direct reports and specified others.
40. Manage, motivate, and develop the sales and sales support teams who work directly/collaboratively under your leadership.
41. Effective implementation of a Performance Management System in accordance with organizational policy and procedures.
42. Oversee the implementation of organizational development initiatives i.e. Wellness, Employment Equity, Career Progression, Talent Management, and Human Capital Planning etc.

QUALIFICATIONS AND EXPERIENCE

1. Relevant Business qualification/Post Graduate recommended at NQF 8 level
2. Supplementary Media, Sales and/or other relevant training courses and certificates
3. A minimum of 8-10 years of sales experience, and/or management experience (media sales preferable) depending on the level of the position.
4. Supplementary Media and Sales training courses & certificates required.
5. Excellent sales track record, media sales preferable.
6. Leadership/people management skills
7. Well-known and respected in the advertising industry with established networks and relationships with current and up-coming decision makers and ad spend influencers.
8. Excellent verbal and written communication skills
9. Excellent interpersonal and presentation skills
10. Business acumen and commercially orientated.
11. Ability to work independently, perform under pressure and outside of standard working hours when required.
12. Persuasive with excellent selling skills and tenacity
13. Excellent planning and time management skills
14. Computer literacy in Word, Excel and PowerPoint, CRM software etc.
15. Thorough understanding and interpretation of industry tools
16. Energetic and results-oriented person who has a desire to succeed.
17. Ability to solve problems and take decisions whilst navigating processes and procedures with speed.