KEY PERFORMANCE INDICATOR
MAXIMIZE REVENUE POTENTIAL ACROSS ALL PLATFORMS
Portfolio and Deal Management: Oversee a portfolio of HIGH VALUE AGENCY/BRAND accounts, including deal negotiation, commitment tracking, volume discount management, fiscal spend growth, performance reviews, and reconciliations
Lead negotiations for new business IN BOTH ALLOCATED AGENCY AND HIGH VALUE BLUE CHIP COMPANIES
Handle operations across multiple agencies and direct clients to ensure revenue targets are met.
Develop tailor-made sales opportunities and deals.
Track and Manage Commitments and manage deals
Prepare and negotiate all sales deals including renewals and renegotiations within the parameters of the governance prescripts.
Offer a 360-degree solution across all platforms to address client's needs.
Package and sell sponsorable programmes on respective platforms.
Develop innovative sponsorship opportunities.
Educate client on all organisational platforms on a regular basis.
30%
MARKET RESEARCH AND ANALYSIS
Facilitate and understand analysis of competitive market in order to identify revenue opportunities.
Conduct need analyses of all client's in portfolio in order to understand needs, identify opportunities.
Action a client brief and produce relevant media solutions not limited to a specific platform.
Source and evaluate lost /dropped business to determine reasons in order to re-establish business.
20%
ACCOUNT MANAGEMENT
Facilitate and understand information to ensure thorough knowledge of own platforms.
Liaise with Product Managers regarding potential sponsorships opportunities within programmes.
Accurate and consistent usage of all sales management systems e.g. CRM & SAP to manage the sales processes end to end.
Compile the quarterly reviews and negotiation documentation, on client history in preparation for reviews or negotiations.
Planning and Optimisation for clients upon request on available industry related planning and buying tools.
Provide feedback to Senior Management & Client monthly with regards to tracking of commitments.
STAKEHOLDER MANAGEMENT
Update clients through proposals and presentations regarding opportunities.
Follow up on all correspondence from clients and adherence to deadlines.
Compile all Submissions and Term Sheets within respective portfolios as well as manage the long form contract process.
Update electronic contracts register/commitment book monthly.
Sound administration as well as weekly and monthly status reporting.
Conduct a minimum number of client visits as agreed with respective line Manager.
Develop and maintain effective working relationships with internal and external clients.
Maintain after sales service by following up to ensure client satisfaction and future business within an agreed time frame directed by senior management.
Prepare the Deal Evaluation, business case and secure approval.
FORMAL QUALIFICATIONS:
A relevant tertiary qualification (degree or diploma) at NQF Level 6 or above
EXPERIENCE:
5-8 years' relevant front-line sales specialist / sales management / account management experience within the Media|Marketing|Advertising environment.