Regional Sales Manager: Public Sector & Business Development NW, FS, NC at The South African Broadcasting Corporation (SABC)

JOB PURPOSE

• The Regional Manager is responsible for leading the regional sales team in driving revenue growth for the Business Development and Public sector segments. This role oversees the development and execution of integrated advertising solutions across SABC’s radio, television, and digital platforms. This leadership role focuses on strategic sales planning, team management, client relationship building, and revenue optimization in a competitive media landscape, leveraging data-driven insights to connect brands with diverse audiences. This role requires a deep understanding of the regional media, business development and public sector landscapes, strong commercial acumen, and the ability to drive results in a competitive and evolving environment.

Key responsibilities

• To Manage a portfolio of salespeople allocated to  – direct public sector clients/departments and agencies servicing the public sector clients as well as business development clients in regions  
• To maximize  the regional sales revenue and increase market share growth for SABC Media sales for VE,Radio and Digital) within the region
• To Achieve and exceed sales revenue budgets, across the the business development and publci sector segments
• To deliver integrated solutions across the SABC media eco-system
• Enhance the sales team's proficiency in delivering integrated sales solutions within the SABC ecosystem.
• Cultivate a sales culture focused on customer centricity and high performance.

JOB OUTPUTS AND RESPONSIBILITIES OF THIS POSITION

KEY PERFORMANCE INDICATOR

DEVELOP AND IMPLEMENT BUSINESS UNITS SALES STRATEGY 

• Sales Generation and Revenue Achievement: Drive sales of Public sector and Business Development and , including classic airtime, sponsorships, and digital opportunities, to achieve assigned budgets across categories to meet targets for Above-the-Line (ATL), General Entertainment, Sport, and non-linear platforms (VoD, OTT, digital); identify client needs, patterns, and opportunities to secure new business and regain lost accounts.
• Portfolio and Deal Management: Oversee a portfolio of key accounts, including deal negotiation, commitment tracking, volume discount management, fiscal spend growth, performance reviews, and reconciliations; lead negotiations for new business and handle operations across multiple Public sector  and business development clients  and agencies to ensure revenue targets are met.
• This position is regionally based
• Initiate and participate in sales pricing and tactical pricing initiatives.
• Develop and monitor operational sales strategies in conjunction with radio, VE and digital sales colleagues to achieve revenue targets
• Manage the portfolio end-to-end, taking full accountability for revenue performance (collectively with regional sales managers, sales team, and individually), as well as sales behaviour 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.
• Work collaboratively with the Creative Solutions Team to ensure that Public sector & Regional business development 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.
•  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 stakeholders in the region
• 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 behaviour as necessary.
• Focus on stakeholder management by ensuring high visibility with internal and external stakeholders and maintaining cross-functional communication with other divisions

MARKET RESEARCH AND ANALYSES

• Manage, monitor and analyse public sector segments, e.g. provincial, local municipalities and Business Development within the region to exploit opportunities and increase SABC’s market share.
• Leverage market intelligence, competitor analysis, and audience insights to shape sales strategy, influence advertiser spend, and drive data-led decision-making. 
• Actively participate in new data / insights / research requitements and utilise research results, in order to optimise revenue.
• Collaborate across Radio, VE, News, Sports, and Digital to craft integrated, cross-platform opportunities that maximise client value.
• 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.)

REVENUE AND COST MANAGEMENT

• Ensure maximum revenue income is realised from the allocated portfolio of agencies and clients in the region
• Ensure the cost of sales is managed consistently to ensure profitable revenue growth.
• Increase revenue market share of the region
• Ensure all sales deals, commitments and any other contractual agreements with clients / third parties are managed and reported on monthly basis
• Ensure contribution to target setting, budget preparation and sales plans are timeously implemented and measured on a quarterly basis

GOVERNANCE, RISK AND COMPLIANCE

• 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 all Sales Team Members’ 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 within the region sales team

CUSTOMER AND STAKEHOLDER MANAGEMENT

• Build and sustain strategic relationships across SABC internal stakeholders and  external 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 within in agencies and clients.

LEADERSHIP AND PEOPLE MANAGEMENT

• 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.

INHERENT REQUIREMENT

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, Sponsorship Sales, or other related fields at a minimum of NQF Level 5.

EXPERIENCE:

• Minimum of 5-8 years’ relevant front-line sales specialist / sales 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

KNOWLEDGE:

• Proven track record in high-volume media sales environments (Radio.TV, 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:

Strategic Sales Implementation

• Sales strategy development and execution tailored to regional and public sector needs.
• Market penetration plans for new business development.
• Revenue growth initiatives across media platforms (print, digital, broadcast).

Public Sector Engagement

• Government stakeholder relationship management.
• Tender and RFP response processes.
• Compliance with public sector procurement regulations.

 Business Development Execution

• Lead generation and conversion strategies.
• Partnership development with local businesses and institutions.
• Client retention programs and upselling initiatives.

 Performance Management

• Sales team coaching and mentoring.
• KPI tracking and performance optimization.
• Cross-functional collaboration with platform teams, marketing,, and operations.

Campaign Implementation

• Integrated media campaign execution (radio, TV, digital,).
• Audience targeting and segmentation.
• ROI analysis and reporting.
• 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.

Deadline:23rd June,2026