National Sales Manager (12651) at The South African Broadcasting Corporation (SABC)

KEY ACCOUNTABILITIES:

• Initiate and participate in sales pricing and tactical pricing initiatives.
• Develop and monitor operational sales strategies in conjunction with the Sport division to achieve revenue targets and increase market share against primary competitor sets.
• Manage the portfolio end-to-end, taking full accountability for revenue performance (collectively with the platform, sales team, and individually), as well as sales behavior and output deliverables.
• Implement sales strategies at both strategic and tactical levels to ensure targets are achieved and exceeded.
• Drive integrated sales and trade marketing solutions within Sales and across the business.
• Foster a culture of high performance, customer focus, and people centricity.
•  Offer clients specialized media solutions through various opportunities designed to deliver maximum campaign results by integrating multiple channels and unlocking additional revenue.
• Act as an active and highly effective networker with strong relationships with senior-level agencies and C-suite client contacts in the coastal regions of Western Cape and KZN.
• Ensure quality control of the team’s proposals and presentations by incorporating insights and measurability.
• Collaborate closely with Sales Intelligence, Creative, Product, and Channel teams to develop, commercialize, and implement new packages for commercialization.
• Manage, motivate, and drive the team to achieve and exceed revenue targets.
• Take proactive actions to meet customer needs and concerns by responding positively and resolving problems.
• Ensure sales teams are proficient in integrated sales solutions across the SABC ecosystem.
• Participate in sales pricing and tactical pricing initiatives.
• Develop and manage sales strategies in collaboration with relevant stakeholders.
• Continuously measure sales plans to ensure iterative execution, consistent reporting, and address sales behavior as necessary.
• Focus on stakeholder management by ensuring high visibility with internal and external stakeholders and maintaining cross-functional communication with other divisions
• Manage, monitor and analyse customer segments, e.g. Public and commercial sectors to exploit opportunities and increase market share.
• Ensure the relevant market intelligence information is disseminated to the teams effectively to influence spending patterns in favour of SABC media sales. 
• Actively participate in new data / insights / research requitements and utilise research results, in order to optimise revenue.
• Ensure constant update and maintenance of client’s database.
• Monitor and analyse competitor business to identify and exploit new business opportunities and increase market share   Interpret and utilize research results in order to optimise revenue (e.g. market trends, lost/dropped business by agency/ client, etc.)
• Ensure maximum income is realised from the allocated portfolio of agencies and clients.
• Ensure the cost of sales is managed consistently to ensure profitable revenue growth.
• Increase revenue market share.
• Ensure all sales deals, commitments and any other contractual agreements with clients / third parties are managed and reported on monthly.
• Ensure contribution to target setting, budget preparation and sales plans are timeously implemented and measured at regular intervals.
• Identify, monitor and report on the operational risk and compliance matters.
• Develop Standard Operating Procedures for the business unit and monitor implementation thereof.
• Develop, Implement and monitor internal control measures to ensure good governance in line with relevant legislations and policies.
• Report on Occupational Health and Safety Act.
• Implement Risk Management Plan and Internal Risk Audit.  
• Review and Report on the achievement and challenges of business units’ objectives. (Monthly, quarterly and annually).
• Ensuring strict adherence of sound business principles through application of the Sales policies.
• Plot and trend market and revenue shifts in order to avert market and revenue losses.
• Grow and maintain excellent relationships with the SABC Platforms and other stakeholders.
• Attend Industry related functions and ensure visibility in market weekly.  
• Maintain a positive image and relationships for SABC Sales in the marketplace.
• Creaate increased revenue opportunities and positve commercial relationships within agencies and clients direct with the aim to build partnerships for mutual gain.
• Provide infield and formal training and succession planning for all / any direct reports and specified others.
• Manage, motivate, and develop the sales and sales support teams who work directly / collaboratively under your leadership.
• Effective implementation of a Performance Management System in accordance with organizational policy and procedures.
• Oversee the implementation of organizational development initiative i.e. Wellness, Employment Equity, Career Progression, Talent Management, and Human Capital Planning etc.

QUALIFICATIONS AND EXPERIENCE

• A minimum relevant degree or postgraduate diploma (NQF 7/8) (Sales / Communication / Marketing / Other) prefetable
• Supplementary Media, Digital, Sales, and other relevant training courses and certificates
• A minimum of 8 years of sales experience, and, /sales management experience, (media sales preferable) of which 4 should be on Junior Management level
• Excellent sales track record, media sales preferable.