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South Africa

Commercial Manager

Company Kagiso Media (Pty) Ltd
Reference # ECRCM01
Published 18/02/2020
Contract Type Permanent
Salary Market Related
Location Umhlanga, KwaZulu-Natal, South Africa
Introduction
We are searching for a dynamic and experienced Commercial Manager to join East Coast Radio a Division of Kagiso Media (Pty) Ltd within the Radio Portfolio. The Commercial Manager will work under the direction of the Managing Director of East Coast Radio.

The ideal candidate for this position must have Senior Sales Management experience and a proven track record for effective team management and results-driven leadership. The candidate will lead the development and implemention of the Station’s Commercial strategy, and ensure it falls within the broader Kagiso Media Radio strategy.

The Commercial Manager is responsible for leading, directing & growing the Commercial Portfolio and Value of ECR. The Commercial Manager is responsible to manage, align ECR products and services to meet customer needs and to ensure that the company’s revenue targets are met, within appropriate cost parameters, through both the regional team and the Mediamark Sales house.
Job Functions Sales
Industries Broadcasting / Transmitting,Media
Specification

Key Accountabilities:
1. Sales Strategy / Implementation
•Develop, manage, review and implement the East Coast Radio Sales Strategy in consultation with Mediamark and all relevant Stakeholders (including Retention; Trade Marketing and CRM Strategies)
•Prepare and present ECR offering to National and Regional clients
•Develop and manage the Media sales strategy
•Implement interventions to ensure financial targets are achieved
•Overseeing Targets distribution between portfolios and individual Sales Teams/Staff.
•Effectively Manage the cost of sales for the function of the sales department;
•Proactively contribute to the overall business strategy and functioning of ECR

2. Sales and Business Development
•Ensure Profitable Revenue Growth for both National (Mediamark) and Regional Sales
•Develop ‘New Business strategy’ to attract New Geographies; new customers; new segments etc
•Undertake direct sales by engaging with customers, identifying their needs, developing a proposal with a costing, negotiating with the customer and finalise the sales contract daily.
•Manage bulk volume discount (BVD) agreements
•Source and create new and review existing commercial opportunities/products to sell in market
•Drive, Draft, Lead and present key client pitches in market with clients, key advertisers and media agencies alongside relevant Mediamark teams and ECR regional team.
•Monitor and Manage team sales activity

3. Relationship Building
•Take direct responsibility for the management of Mediamark and SLA implementation which includes but not limited to: Ensuring adequate internal processes to deliver on SLA targets; Product and solution development (Events, NTR) etc.
•Developing a station/client relationship to drive revenue.
•Coordinate and officiate all joint management meetings between Mediamark and ECR.
•Ensure retention of clients while also working towards increase in regional client base.
•Develop and manage key customer list
•Manage contracts between specific partners ensuring that the station is getting maximum benefit from these relationships.

4. Market Competition/ Industry Intelligence.
•Monitor competitor activity in relation to key clients and ensure appropriate response strategies are formulated, communicated and implemented.
•Advise ECR Management & Radio Exco on industry trends and key recommendations
•Commission formal and informal bespoke research projects so as to gather meaningful intelligence for clients.
•Work with Kagiso Media Radio Market Engagement Manager, ECR and Mediamark market intelligence team to develop audience Insights to support the sales process, and develop data products for sale to advertisers
•Maintain and update Insights and Results Centre that delivers useful insights every month

5. Trade Marketing
•Ensure the brand is visible in national and local markets
•Drive trade marketing initiatives.
•Keep national and regional trade marketing team abreast with relevant information to ensure that the industry stayed informed on ECR.

6. Reporting
•Monitor and report on implementation of Sales Strategies
•Prepare and Present reports to Relevant Stakeholders (weekly, monthly, quarterly etc) as and when requested
•Report on projects by preparing and holding quarterly reviews and annual post campaign analysis (PCA) and collating reports as required
•Monitor and report on progress against budget;
•Attend weekly Ops; Mediamark leadership and Opco meetings and regular Kagiso Media Radio and national sales meetings when required.

7. Staff Management / Leadership
•Responsible for the overall Operations of the ECR regional sales team (Direct, Agency and Government sales); including but not limited to ensure the department is structured optimally, Coach and engage the sales leadership team, discussing content and direction, providing insight and inputs and problem-solving support as required
•Build capacity in consultation with HR & Training within the team through developing skills and competencies, addressing development needs and providing coaching and mentoring support on an ongoing basis and in monthly individual performance discussions (Energize and develop our people)
•Provide support, encouragement and administer disciplinary action when necessary;
Requirements
8. Qualifications and Experience
•Diploma/Degree in marketing / sales or similar (Marketing/Advertising/Commercial).
•5 to 8 Year Sales Experience at a Senior Management Level
•Proven track record in a target driven media sales environment (Radio, TV, Digital etc.)
•Experience in growing non-traditional radio revenue will be an advantage
•Previous marketing experience
•The Incumbent will be required to Travel regularly within SA
•Proficiency in CRM or relevant sales management and reporting systems
Job Closing Date 29/02/2020
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Last Updated: 13-2-2020 [20.02.01.00]
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