Account Executive Business Development: Radio at The South African Broadcasting Corporation (SABC)

KEY PERFORMANCE INDICATOR

MAXIMIZE REVENUE POTENTIAL ACROSS ALL PLATFORMS

• Portfolio and Deal Management: Oversee a portfolio of MEDIUM VALUE AGENCY 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 SMALL-TO-MEDIUM DIRECT CLIENTS.
• 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; and/or 
• Additional accredited courses or certifications in Media, Digital Marketing, Sales, or other related fields at a minimum of NQF Level 5.

EXPERIENCE:

• Minimum of 3 years’ relevant front-line sales specialist / sales management / account management experience within the Media | Marketing | Advertising environment, for NQF Level 6+ qualifications. 
• Minimum of 5 years’ relevant front-line sales specialist / sales management / account management experience within the Media | Marketing | Advertising environment, for NQF Level 5 qualification.