Head: News & Sport at The South African Broadcasting Corporation (SABC)

Main purpose of the position

• To grow sustainable SABC revenue and market share through the sale of News & Sports focused advertising, sponsorship and associated products, services and solutions across its portfolio of linear television channels and radio stations, digital media assets and SABC Plus.
• This will be achieved through leading, in a disciplined, professional and performance-focused manner, a high-performing national sales team focused on News & Sport, with responsibility for building commercial relationships, identifying advertising & Sponsorship opportunities and meeting client’s advertising / sponsorship needs and requirements.

Key accountabilities

• In close collaboration with the News & Sports divisions, develop comprehensive segment-focused sales strategies and plans, in alignment with the SABC Strategy & Corporate Plan as well as the divisional News & Sports strategies, to achieve revenue targets and grow market share within the News & Sports segments of the broadcast media marketplace.
• Develop News & Sports-focused sales strategies and plans to take advantage of opportunities provided by targeted sporting events and codes as well as significant current and future events of national interest.
• Evaluate progress on the implementation of strategies and plans and course-correct accordingly should targets not be met.
• Lead and manage a team of sales professionals, in a disciplined, structured and focused manner to achieve and exceed set sales targets within the N&S segments of the broadcast media marketplace.
• Understand the needs, expectations and requirements of clients in N&S segments in order to develop differentiated solutions based on the SABC’s portfolio of traditional radio stations, television channels, SABC Plus and digital media assets.
• Collaboratively develop and propose to clients appropriate, relevant and innovative media solutions leveraging a mix of SABC stations, channels, streaming and digital media assets to meet budget requirements, optimize campaign performance and enhance revenue opportunities.
• Work collaboratively with the Creative Solutions Team to ensure that N&S sales team's proposals and presentations are of high quality, offering insightful solutions and providing measurable outcomes.
• Ensure Salespeople actively use the SABC CRM system and adhere to all sales disciplines and reporting requirements.
• Ensure N&S Sales Team proposals & presentations are of high quality and offer insightful, measurable value & outcomes.
• Provide regular, comprehensive monthly reports on N&S 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, salesperson 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.
• Collaborate with the News and Sports divisional heads and their teams, as well as ROMs and NSMs nationally, to leverage identified resources to support and deliver on sales / revenue generation opportunities.
• Build a performance-driven, disciplined approach to sales execution, underpinning a client-focused culture aligned to the new Sales Operating Model.
• Engage in effective stakeholder management maintaining transparent, ongoing communication with both internal and external partners.
• Analyse and segment public, commercial, and high-growth markets to better understand client requirements, unlock new revenue opportunities and expand SABC’s share across the N&S segments.
• Actively develops strategies and plans to gain revenue share in line with SABC’s audience numbers and market share.
• Leverage market intelligence, competitor analysis, and audience insights to shape sales strategy, influence advertiser spend, and drive data-led decision-making.
• Collaborate across Sports, News, VE, Radio and Digital divisions to craft integrated, cross-platform solutions that maximise client value.
• Champion innovation by incubating new products through Adventure and Digital Sales streams, with a focus on digital-first strategies and high-yield audience segments.
• Debrief Salespeople on a regular basis 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 ‘on the ground’ intelligence obtained to inform the work of the Intelligence & Analytics Team.
• Monitor & analyse competitor businesses to identify & exploit new business opportunities & increase market share.
• Interpret & use intelligence & research to optimize revenue (eg market trends, lost / dropped business, shifts in competitor strategies or operations).
• Provide input into pricing and rate-card tools and decisions based on market experience and realities
• Drive sustainable, profitable growth via tailored radio-specific media solutions, high-impact sponsorships, and value-rich client offerings.
• Leverage market intelligence and sales analytics to inform pricing, optimize campaign performance and increase revenue.
• Manage cost of sales and sales commitments with discipline, ensuring profitability, contractual compliance, and accurate monthly reporting.
• Contribute to sales revenue forecasting, target setting, and budgeting, ensuring plans are implemented, tracked, and adjusted to meet performance goals.
• Manage all budgets effectively and efficiently.
• Understand and adhere to all legislative, regulatory and other restrictions and governance requirements applicable to the Sports and News / Current Affairs sectors (particularly ICASA regulations and SABC Act requirements).
• Deliver all N&S-related 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 all N&S Sales Team Members’ time in market is optimised and that hybrid working is not abused.
• Establish and enforce robust governance frameworks, Standard Operating Procedures, and internal controls to ensure compliance with applicable legislation, regulations 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 N&S sales value chain.
• Address issues raised in internal risk audits proactively, develop mitigation strategies & assist in resolution of audit findings.
• Build sound, long-term relationships of trust with members of sporting federations, sports clubs and associations as well as all other relevant N&S influencers & decision makers.
• Develop and maintain a database of N&S stakeholders within CRM system.
• Build and sustain strategic relationships across SABC platforms, agencies, clients, and key industry stakeholders to drive collaboration and revenue growth.
• Represent SABC N&S Sales at industry forums and market-facing events, ensuring strong visibility and influence within the advertising ecosystem.
• Foster mutually beneficial partnerships that unlock opportunities and long-term value for both clients and SABC.
• Champion regional sales effectiveness through collaboration with ROMs and NSMs.
• Enhance SABC’s brand presence and reputation through revenue driven engagements and strengthened commercial relationships with both agencies and clients.
• Recruit, select and contract high-performing N&S sales talent in collaboration with Human Resources.
• Implement structured N&S sales cadences, CRM disciplines and ongoing training to boost productivity, conversion rates, and execution consistency.
• Set clear N&S sales targets and performance expectations and apply effective consequence management to achieve targets.
• Recognise over-achievement and effectively manage the under-performance of members of the N&S Sales Team
• Manage and coach N&S Sales Team members to develop the necessary insights, knowledge and skills required to deliver successfully on expectations.
• Lead, inspire, and develop resilient, accountable N&S sales teams, with clear KPIs, career growth pathways, and recognition frameworks.
• Drive effective performance management in line with organisational standards, ensuring accountability and continuous improvement.
• Champion people development initiatives including succession planning, wellness, talent management, and employment equity.

Qualifications and experience

• NQF8 Degree in Sales, Marketing, Media or Business Management.
• Supplementary Media, Sales and / or other relevant training courses and certificates
• Qualifications in Sports Management or associated disciplines would be an advantage
• 8–10 years of progressive, successful sales leadership and management within the media sales industry is a strong advantage.
• A minimum of 3 years’ experience of working with News and Sports-related advertising / sponsorship media sales at a senior level.
• Knowledge of ICASA and advertising regulations as well as the requirements of the SABC Act
• Advanced knowledge of CRM systems, media measurement tools, and performance reporting.
• Ability to use market intelligence and sales analytics to drive media sales performance, pricing strategies, and audience value delivery.
• At least five years of experience in media sales with demonstrable track record of success.

CLOSING DATE: 14 November 2025