Main purpose of the position
To grow sustainable SABC revenue and market share through the sale of radio-related advertising, sponsorship and associated products, services and solutions across its portfolio of linear, audio and digital platforms within Radio Sales. This will be achieved through working with a select portfolio of radio stations as a high-performing sponsorship and product specialist, with focused responsibility for building commercial relationships and exploiting opportunities to meet SABC content sponsorship revenue needs and requirements within the assigned radio portfolio of stations.
Key accountabilities
Develop a comprehensive sponsorship strategy and plan with the Senior Product Manager and the Head of Sales, in alignment with the allocated Radio Channel / s, to achieve revenue targets and grow market share with the Radio segment of the broadcast media marketplace.
Match brands' marketing goals with the Radio program's audience, negotiating terms like cost, placement frequency, and creative control.
Collaborate with advertisers, media planners, and channel executives to create tailored sponsorship deals that maximize visibility and impact for sponsors while generating revenue for the channel or production.
Drive sponsorship and station sales in a professional, disciplined, structured and focused manner to achieve and exceed set sales targets within the Radio segment of the broadcast media marketplace.
Understand the needs, expectations and requirements of internal and external clients in the Radio segment to develop differentiated solutions based on the SABC's portfolio of scripted and unscripted content across, linear and digital media assets.
Collaboratively develop and propose to stations and advertisers appropriate, relevant and innovative media solutions leveraging a mix of Radio channels and platforms to meet budget requirements, optimize campaign performance and enhance revenue opportunities.
Work collaboratively with the Creative Solutions Team to ensure that sales team's proposals and presentations are of high quality, offering insightful solutions and providing measurable outcomes.
Ensure active use the SABC CRM system and adhere to all sales disciplines and reporting requirements.
Provide regular, comprehensive monthly reports on Radio Sponsorship sales progress against set targets, inclusive of a detailed sales pipeline report and performance against key metrics such as calls made, proposals delivered, value of proposals, conversion ratios, as a measure of productivity and effectiveness etc Collaborate with Sales Intelligence, Creative Solutions, Sales Innovation, and Channel teams to successfully commercialize, and implement new product solutions and offerings.
Proactively address Client needs and expectations, resolving any challenging issues to ensure mutual satisfaction.
Engage in trade marketing efforts to maintain and enhance industry relationships, visibility, and ongoing communication.
Build a performance-driven, disciplined approach to sponsorship sales execution, underpinning a client-focused culture aligned to the new Sales Operating Model.
Develop a comprehensive sponsorship strategy and plan with the Senior Product Manager and the Head of Sales, in alignment with the allocated Radio Channel / s, to achieve revenue targets and grow market share with Radio segment of the broadcast media marketplace.
Match brands marketing goals with the Radio program's audience, negotiating terms like cost, placement frequency, and creative control.
Collaborate with advertisers, media planners, and channel executives to create tailored sponsorship deals that maximize visibility and impact for sponsors while generating revenue for the channel or production.
Drive sponsorship and station sales in professional, disciplined, structured and focused manner to achieve and exceed set sales targets within the Radio segment of the broadcast media marketplace.
Understand the needs, expectations and requirements of internal and external clients in the Radio segment to develop differentiated solutions based on the SABC's portfolio of scripted and unscripted content across, linear and digital media assets.
Collaboratively develop and propose to stations and advertisers appropriate, relevant and innovative media solutions leveraging a mix of Radio channels and platforms to meet budget requirements, optimize campaign performance and enhance revenue opportunities.
Work collaboratively with the Creative Solutions Team to ensure that sales team's proposals and presentations are of high quality, offering insightful solutions and providing measurable outcomes.
Ensure active use the SABC CRM system and adhere to all sales disciplines and reporting requirements.
Provide regular, comprehensive monthly reports on Radio Sponsorship sales progress against set targets, inclusive of a detailed sales pipeline report and performance against key metrics such as calls made, proposals delivered, value of proposals, conversion ratios, as a measure of productivity and effectiveness etc
Collaborate with Sales Intelligence, Creative Solutions, Sales Innovation, and Channel teams to successfully commercialize, and implement new product solutions and offerings.
Proactively address Client needs and expectations, resolving any challenging issues to ensure mutual satisfaction.
Engage in trade marketing efforts to maintain and enhance industry relationships, visibility, and ongoing communication.
Build a performance-driven, disciplined approach to sponsorship sales execution, underpinning a client-focused culture aligned to the new Sales Operating Model.
Analyse and segment public, commercial, and high-growth markets to better understand client requirements, unlock new revenue opportunities and expand SABC's share across Radio
Leverage market intelligence, competitor analysis, and audience insights to shape sales strategy, influence advertiser spend, and drive data-led decision-making.
Collaborate across Radio, News, Sports, and Digital to craft integrated, cross-platform solutions that maximise client value.
Champion innovation by incubating new products through Ad-Venture and Digital Sales streams, with a focus on digital-first strategies and high-yield audience segments.
Debrief Salespeople regularly to collect relevant market and sales intelligence.
Gather and make sense of 'on the ground' Market & Client intelligence to better understand market dynamics and evolving client needs & expectations.
Provide regular reports on the ground sponsorship intelligence obtained to inform the work of the Intelligence & Analytics Team.
Provide input into pricing and packaging of sponsorships and make decisions based on market experience and realities.
Drive sustainable, profitable growth via tailored media solutions, high-impact sponsorships, and value-rich client offerings.
Leverage market intelligence and sales analytics to inform pricing, optimize campaign performance, and increase audience-driven revenue.
Manage cost of sales and sponsorship commitments with discipline, ensuring profitability, contractual compliance, and accurate monthly reporting.
Contribute to revenue forecasting and budgeting, ensuring plans are implemented, tracked, and adjusted to meet performance goals.
Deliver all Sales and other reports timeously and accurately as required.
Ensure and assure the data integrity of all sales information provided, including sales call reports
Ensure that time in market is optimised and that hybrid working is not abused.
Establish and enforce robust governance frameworks, SOPs, and internal controls to ensure compliance with legislation and SABC policies.
Identify, monitor, and mitigate operational and commercial risks, including implementation of the Risk Management Plan and internal audits.
Ensure accurate, timely reporting across CRM systems and ensure full visibility of performance and budget accountability
Track and mitigate actual and potential revenue leakage and enhance audit-readiness across the Radio Sponosrahip sales value chain
Build and sustain strategic relationships across SABC platforms, agencies, clients, and key industry stakeholders to drive collaboration and revenue growth.
Represent SABC Sales at industry forums and market-facing events, ensuring strong visibility and influence within the advertising ecosystem.
Foster mutually beneficial partnerships that unlock commercial opportunities and long-term value for both clients and the Corporation.
Champion regional sales effectiveness through collaboration with ROMs and NSMs.
Enhance SABC's brand presence and reputation through revenue-driven. engagements and commercial relationships with agencies and clients.
Qualifications and experience
NQF Level 6 in Marketing, Sales, Media Studies or above; and/or
Additional accredited courses or certifications in Media, Digital Marketing, Sponsorship Sales, or other related fields at a minimum of NQF Level 5.
Minimum of 4 years' relevant front-line sales sponsorship specialist/sponsorship management/account management experience within the Media | Marketing | Advertising environment, for NQF Level 6+ qualifications.
Minimum of 6 years' relevant front-line sponsorship sales specialist/sponsorship management/brand management experience within the Media | Marketing | Advertising environment, for NQF Level 5 qualification
Proven track record in high-volume media sales environments (Radio, digital, sponsorships).
Deep understanding of segmentation strategies, client acquisition, and key account growth.
Commercial acumen and data fluency—able to interpret insights into actions
Knowledge and experience in Sales Strategies that combine:
Presentation skills: Proven track record in presenting end-to-end media solutions
Negotiation Skills: Proven track record in negotiating terms for the benefit of both the client and the organisation
Proven track record in implementation of:
Sponsorship Packages: These include branding opportunities like on-air mentions, logo placements, or product integrations within a show.
Commercial Airtime: Selling Advertiser Funded slots on channels targeting specific audience demographics that align with the sponsor's market.
Product Placement: Ability to negotiate deals for a brand's product to be featured or used within the content of a show.
Branded Content or Segments: Ability to sell opportunities for a brand to sponsor specific segments or creating custom content that integrates the brand.
Event or Special Sponsorships: Ability to drive sponsorship revenue through live events, or special broadcasts (e.g., award shows).
Digital and Cross-Platform Extensions: Integrate Radio sponsorships with digital component creating brand extensions on streaming platforms and social media.
Influential communicator with established networks in media buying and brand leadership.
Adept at managing complexity and navigating organisational change.
Advanced knowledge of CRM systems, media measurement tools, and performance reporting.
Use of market intelligence and sales analytics to drive performance, pricing strategies, and audience value delivery.