JOB PURPOSE

To effectively maximiser the ad spend of the direct division within the company

EDUCATIONAL REQUIREMENTS

· Matric or equivalent diploma or qualification

SKILLS/EXPERIENCE REQUIREMENTS

· Code 08 Drivers License

· Five to Seven years sales related experience

·

KNOWLEDGE REQUIREMENTS

· Business, sales and marketing principles

· Customer relationship management

· Computer – Word/Outlook/Excel/Powerpoint

· Broad advertising knowledge

· Experience within the Advertising, Broadcasting or Radio environment will be an advantage

KEY PERFORMANCE AREA

TASKS /ACTIVITIES

To effectively maximize the ad spend of the direct division within the company

· Ensure specified face to face meetings with clients per week (up selling business calls and service calls)

· Ensure specified non-face to face contact with clients per week

· Categorize and define a strategy per client for A, B and C clients with CRM calendar

· Effectively ensure interdepartmental communication in respect of each on-air campaign

· Ensure the campaign is effectively and accurately implemented

· Meeting monthly, quarterly and annual targets

· Successfully procure new business and close sales

· Develop methods to procure new clients

· Attend to meetings and administrative functions

· Research and draft accurate proposals

· Update the client database for all clients and capture all client activity regularly on the CRM software.

· Ensure that contact reports and completed and tracked in CRM

· Ensure thorough product knowledge

· Awareness of client’s business activities and ability to Service clients professionally

· Retain a minimum of 75% of clients annually

· Ensure forward planning (complete quarterly plan for each) existing client

· Ensure that the Client has a great experience with the brand

New Business Development

· Successfully procure new business and close sales

· Achieve the set amount of client calls

· Achieve the specified target for new client applications

· Develop methods to procure new clients

· End client meetings with requests for referrals

· Effectively manage the client relationship via a plan CRM strategy

· Effectively ensure interdepartmental communication in respect of each on-air campaign.

· Ensure the campaign is effectively and accurately implemented

Attend to administrative functions within the direct division

· Attend meetings

· Research and draft accurate proposals

· Update the client database for all clients and capture all client activity regularly on the CRM software.

· Renew existing client campaigns

· Pre-call / post call panning

· Categorize the client database

· Ensure that pipeline is accurate via the CRM System

· Ensure sales process and other processes are adhered to

Manage Key Trade Partnerships

· Build and Maintain close working relationships with key trade partners

· Manage the day to day needs of the clients, including airtime bookings and advert recordings etc

· Service clients professionally

· Add input into the drawing up of partnership contracts where need be

· Awareness of client’s business activities

· Conceive and execute a Customer Relations Management strategy for these clients; including the company management

Development of Junior Account Executives

· Build relationships with newer Account Executives on the Direct Sales Team

· Through meetings and conversations, assess their development needs

· Assist with coaching and mentoring

· Build their confidence levels

· Assist them with regards to their client relationships

· Help to build their product knowledge