Regional Sales Manager: SADC (DSTV Media Sales) at MultiChoice

Purpose of the Position:

• The Regional Sales Manager: SADC has the primary role of leading DMS sales in the SADC region and is responsible for achieving DMS business plan targets through the generation of client sales and commercial performance.
• The Regional Sales Manager: SADC is responsible for all SADC territories, including Angola & Mozambique

Key Performance Areas

Tasks

Sales Generation

• Drive the sales of DStv media and advertising products to media agencies and independent clients
• Develop a robust understanding of the market landscape, competitors and Media Sales industry trends
• Input into regional strategies and implement them across the SADC region
• Strategically segment client base into key and portfolio accounts in order to retain and grow clients
• Provide direction in setting performance criteria, ensuring alignment to growth strategy
• Design account management plans to understand client needs and identify market opportunities
• Use client insights to identify and evaluate strategic and innovative revenue generating sales initiatives and pathways to support the execution of the DMS sales strategy
• Understand client patterns and market behaviour to define data-driven forecasting strategies to increase profitability through improved targeted sales strategies
• Record opportunity wins and losses to inform sales strategy and tactical approach
• Attend industry events and conferences to generate new business leads
• Scan market landscape to identify potential business opportunities
• Expand and maintain network of clients across the SADC region

Media Skills

Understand media metrics and measurement tools
Cross-functional Leadership & Stakeholder Management

• Manage client engagement using a Customer Relationship Management (CRM) system
• Collaborate, champion and enable effective leadership and synergistic cross-functional working relationships with channel, sport, sponsorship and spot sales, media strategy, marketing, planning, and digital activities to enhance key priorities and market penetration
• Ensure alignment across functions and create optimal ways of working to enable an integrated client experience
• Collaborate cross-functionally to design customised and bespoke sales proposals
• Work closely with Head of Sales: Africa to define annual Sales revenue targets, and allocate the overall, centralised budget, prioritising key brands and optimising marketing mix

People Management

• Lead the recruitment and retention of the best talent and drive a proactive, hunting sales culture
• Develop a high performing team by embedding formal performance development and informal coaching. Encourage frequent knowledge sharing between team members.
• Determine and analyse development needs for the team and ensure that identified training requirements are budgeted for and executed.
• Interview and recruit new members of the team, including determining appropriate compensation levels with input from Human Resources.
• Approve leave requests for team members and create leave plans to ensure adequate coverage.
• When required, initiate disciplinary processes for team members, calling on support from HR when required.
• Resolve grievances raised by team members and escalate only if required.
• Address poor performance of any team member through the formal Performance Improvement programme and ensure that continued poor performance is appropriately dealt with.
• Motivate team members and ensure that their efforts are recognised

Qualifications

Essential

Post-graduate degree in Business, Sales, or Marketing
Experience

• A minimum of 8-10 years in Sales
• A minimum of 3 years in the Television Advertising industry
• Proven record of sales generation   
• Knowledge of current and future content trends in multiple markets and platforms
• People management experience is essential
• Understanding of the Africa Television industry and proven successes in the continent

Technical Competencies

• Numeracy skills
• Financial Management
• Sales management
• Presentation Skills

Behavioral Competencies

• Relationship Building
• Conflict Resolution
• Decision Making
• Critical Appraisal
• Holistic Thinking
• Persuading & Influence
• Coaching