Please contact the consultant directly
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Job function: Sales
Position: Unit Head
Reporting To: Regional Operations Head/Regional Operations Director
Location: Mumbai/ Kolkata/ Pune/ Chennai/ Bangalore/ Hyderabad
Our client is India's 2nd largest print media company, is transforming itself to become the largest Multi Media Company in the country. The company has been growing phenomenally in the past 2-3 years (Please see attached the corporate presentation) , with a number of successful launches like Fever 104 (in partnership with Virgin), Mint (in partnership with The Wall street Journal).
The company is one of the few professionally managed and listed companies in the media sector. Its top leadership team includes talent from companies like Whirlpool, Asian Paints, HLL, Pepsi, Nokia, Microsoft, Airtel, Virgin, Hutch etc. Also, there is a growing pool of young leadership from premier Indian B-schools like IIM's, ISB, XLRI, MDI, FMS etc.
e-Ventures :
This organization, as part of its aggressive growth strategy is planning significant investments in building a robust Internet business recognizing the importance of Internet as the most important media vehicle of the future.
The big initiatives in next few months will be launching state-of-the- art portals in various business opportunities in the Internet space. We are working with a global technology provider for some of the above initiatives.
Job Description:
We are looking for experienced sales professionals to head branch operations and oversee the entire sales activity and branch operations, including but not limited to—new client acquisition, client servicing, billing, collection, team recruitment, training & motivation, meeting and exceeding targets, ensuring customer satisfaction within the given budget.
Responsibilities:
The main areas of responsibilities for this role are detailed under:
Strategy formulation and Planning:
Formulate and implement a long-term sales strategy and short term plans (segment and product wise) for the centre Internet sales team and ensure that this is in line with the overall sales plan.
Prepare annual budget for sales and sales support activities
Contribute to central decisions on product pricing, discount schemes and credit policy for the product offerings.
Sales Infrastructure:
Set up office in assigned location
Determine manpower profiles needed for various sales positions and lead the recruitment of sales team for the centre.
Sales Operations
Monitor sales vis a vis targets on daily/weekly/ monthly basis and take corrective action as necessary in order to achieve sales plan targets
Formulate sales policies and procedures for centre in collaboration with the centre and monitor adherence
Oversee collections and ageing and take necessary action
Plan and implement local sales promotion activities within budget, ensure region compliance
Customer Account Management:
Identify and build alliances with business partners, both corporate and retail.
Provide direction in the development of sales pitches and proposals.
Track and facilitate ongoing business partnerships. Manage customer expectations and resolve customer issues.
Facilitate the process of credit collections
Business Development:
Gather business intelligence and monitor competitive offerings in order to reposition/ redesign/ introduce offerings. Provide ongoing information to region.
Leverage existing relationships, negotiate with prospective partner in order to enhance market penetration and revenues.
Identify new and prospective customers, initiate and develop alternative sources of content to increase business.
Distribution Management & Enhancement
Liaise with external stakeholders (agents/ franchisees/ cafés) and build partnerships in order to enhance distribution and product reach.
People management:
Performance Management
i. Allocate accounts and responsibilities, assign targets and monitor performance of the Key accounts and Retail accounts sales team.
ii. Provide guidance, act as a mentor to centre sales team to enhance/develop their skills and quality of work.
Training and Development
i. Work in consultation with the regional sales head and HR team at the corporate to design and roll out training initiatives for the sales force.
Functional Skills:
Sound sales and operations knowledge and experience.
Knowledge of forecasting, budgeting and developing business plans would be a positive
Competence:
Customer Relationship Management and Negotiation Skills
People Management Skills
Analytical skills for analyzing products, customers and market dynamics.
Ability to prioritize competing demands,
Others:
Willingness to travel extensively
Experience of working in the Media business/Internet is not essential
Ideally should have handled corporate relationships. Candidates from hospitality, advertising, IT, telecom, banking background will be preferred.
Flair for taking up responsibilities independently
Experience 8 years in the sales function in Hospitality/ Internet/ Banking/Advertis ing/IT/Telecom
Education: MBA from a good business school
Kindly mail your Resume on approach@vsnl. com
