Regional Sales Manager :Western Cape (13080) at The South African Broadcasting Corporation (SABC)

KEY PERFORMANCE INDICATOR

DEVELOP AND IMPLEMENT BUSINESS UNITS SALES STRATEGY 

• Sales Generation and Revenue Achievement: Drive sales of Radio including classic airtime, sponsorships, and digital opportunities, to achieve assigned budgets across categories to meet targets; identify client needs, patterns, and opportunities to secure new business and regain lost accounts.
• Portfolio and Deal Management: Oversee all media sales agencies by managing a portfolio of radio sales people , including deal negotiation, commitment tracking, volume discount management, fiscal spend growth, performance reviews, and reconciliations; lead negotiations for new business and handle operations across 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,audio and digital sales colleagues to achieve revenue targets
• Manage the portfolio end-to-end, taking full accountability for radio agency revenue performance, 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 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 commercial  segments 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.

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