Senior Account Manager Advertising - Business Development & Government at MultiChoice

Job Code: CODMS50014
Reports to

• Regional Sales Manager: Johannesburg

Direct Reports

• No

Division

• Sales: SA

Department

• Johannesburg

Key Customers

• External Customers: Advertising Industry (Agencies and Direct Clients); Government
• Internal Customers: DMS General Entertainment Team, DMS Sport Team, DMS Delivery Department, DMS Business Enablement Department, DMS Business Optimisation Department, Finance Department, DStv Commercial Channels, DStv Digital Media

Location

• Randburg, South Africa

Purpose of the Position:

• Responsible for leading the Business Development portfolio and achieving team targets through the generation of commercial sales and platform performance
• Generate revenue for DStv Media Sales
• Create and sell platform advertising opportunities for advertisers
• Responsible for portfolio: Business Development / New Leads – including, but not limited to, the Government portfolio

Key Performance Areas Tasks
Achieve Budgets  

•  Achieve budgets within the designated area of responsibility across, but not limited to:

• General Entertainment: Local & Third Party
• SuperSport
• Next Generation (VOD, OTT, Digital)
• Achieve portfolio targets

Sales Generation  

• Drive the sales of the DStv platform and products to seek new leads and missing business (not within Key Accounts and Portfolio Sales), with main emphasis across the Government portfolio of business
• Apply and sell platform agnostic advertising opportunities to advertisers
• Understand client needs and patterns to identify opportunities
• ‘Hunt’ for new, and re-gain missing, business
• On-board new advertisers to the Platform

 Operational Excellence  

• Record opportunity wins and losses to inform sales approach
• Manage portfolio (deal management, commitment tracking, manage volume discount deals and increase fiscal spend / grow share, reviews, recons, selling of key opportunities)
• Lead negotiations for new business
• Handle volumes of business across a multitude of agencies and direct clients

Client Relationship Management & Networking  

• Formulate strategic advertiser partnerships
• Maintain and develop a network (build new relationships and keep/enhance existing client relationships)
• Establish solid relationships with direct clients
• Attend industry events and conferences, as well as to generate new business leads

Innovation

• Collaborate cross-functionally to design customised and bespoke sales solutions and/or new revenue streams
• Drive the successful adoption of the sales automation platforms and dashboards
• Enhance client engagement using a data driven customer tool

Qualification

• Degree
• Post Grad advantageous

Experience

• 5-8 years sales experience in a large Telecommunications company or Media Sales environment
• A minimum of 3 years in the Television Advertising industry
• Proven record of sales generation
• Proficient in digital sales
• Knowledge of the advertising industry and established networks
• Understanding of the SA Television industry and proven success in the country
• Existing media industry relationships and a proven ability to build productive relationships

Technical Competencies

• Exceptional sales acumen
• Project management
• Presentation skills
• Excellent communication skills, written and verbal in English
• Audience measurement metrics
• Data driven approach
• Networking
• Negotiation skills

Behavioural Competencies

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