Senior Account Manager Advertising Sales: SADC at MultiChoice

Senior Account Manager: SADC

                                                                                                                                


The Organization

MultiChoice Group Limited (“MultiChoice”) is a multinational media group headquartered in South Africa and Dubai with principal operations in pay television and video entertainment. The group operates in almost 50 countries in Africa and is listed on the Johannesburg Stock Exchange (JSE).

An African platform operator, MultiChoice’s expertise lies in distributing video entertainment products, creating media content and selling advertising. Its key areas of operations are:
 

• Pay Television: direct-to-home satellite and digital terrestrial television services; and
• VOD: video on demand services across multiple online platforms
   

Operating in the majority of Sub Saharan African countries, MultiChoice is the leading Pay TV provider in most of its markets. Its strategy is to offer the best local and international content across all its platform to customers wherever they are.

The group’s strength lies in its focus on local language and culture, its entrepreneurial spirit and the quality of its workforce. Over the years MultiChoice has built a successful track record of identifying trends early, adapting them for the markets in which it operates and leveraging them to maximum advantage. The group generates revenues mainly by collecting subscription fees, with a moderate contribution from advertising revenue. Its key objectives are to:
 

• Scale its PayTV and VOD subscriber base
• Maintain a local approach with the best content
• Provide quality service across the best platforms
• Focus on digital, technology and big data/analytics
• Attract the best talent

Purpose of the Position:

• The Account Manager: SADC has the primary role of achieving DMS sales in SADC and is responsible for achieving DMS Africa group and individual targets through the generation of client sales and commercial performance.

Key Performance Objectives
Tasks
Sales Generation

• Drive the sales of DStv media and advertising products to media agencies and independent clients

Have a robust understanding of the market landscape, competitors and Media Sales industry trends

• Strategically segment client base into key and portfolio accounts in order to retain and grow clients
• 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
• Attend industry events and conferences to generate new business leads
• Scan market landscape to identify potential new business opportunities
• Expand and maintain network of clients across region
• Be available for monthly travel to key territories in Southern Africa. 

Media Skills

• Understand media metrics and measurement tools

 
Cross-functional leadership & Stakeholder Management

• Manage client engagement through the use of a Customer Relationship Management (CRM) system
• 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

Qualifications
Essential

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

Experience

• A minimum of 5 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
• Understanding of the Africa Television industry and proven successes in the continent

Technical Competencies

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

Behavioral Competencies

• Strategic Thinking
• Networking
• Negotiation Skills
• Future Orientated