Chief Commercial Officer

SUMMARY:
Our client in a Media Industry is looking for a Chief Commercial Officer to directs and focuses on the commercial activities of the organization in accordance with strategies, values, policies,
goals, and objectives established by the Group Chief Executive Officer and the Board of Directors.

POSITION INFO:

The CCO Needs to Ensure:

• The achievement of revenue and associated commercial targets including market and audience share / satisfaction measures and metrics
• The seamless, integrated running of day-to-day commercial functions in line with the Company’s revenue a expenditure requirements the crafting and implementation of the Company’s Commercial strategy and its associated innovative funding model
• Developing innovative business models and sub-strategies to support the commercial success of the company channels, platforms and assets
• Finding creative solutions and partnerships to fund content acquisition through relationships with relevant finance, funding and other institutions
• Mandate and to enable it to compete with commercial competitors on an even footing the maintenance and growth of audiences across platforms, channels and stations
• Audience satisfaction with content aired as well as with their ability to access content across their choice of screens and devices
• Innovation in commercial processes to improve advertiser / sponsor satisfaction with the overall value received
• Focused collaboration within the Commercial function and across other organizational boundaries, in particular operations
• The complex allocation of people, finances and commercial resources that revenue is available for the company to deliver innovatively and consistently on its Free to Air public service mandate that the company implements the changes and improvements required to optimize its short- and long-term financial feasibility, viability and competitiveness
• Implement the company’s commercial strategy to contribute to growth in advertising revenues and sponsorships
• Manage and quality assure all commercial operations to mitigate potential risk and deliver sustained financial results
• Ongoing change and digital transformation to leverage Data analytics, AI and audience insights to monetizse legacy content, improve content creation / acquisition and delivery as well as audience loyalty the successful commercialization of sports rights in line with the corporation’s public interest mandate, whilst ensuring sustained commercial viability
• Championing and effecting change, by working with National Treasury and other key stakeholders to ensure flexibility in procurement (in accordance with sound and necessary governance), essential to operating and competing in a hyper-competitive media industry context
• The institutionalization of relevant Sales disciplines including time and territory management, meeting cadences, incentives and remuneration.
• That its people are successfully and effectively managed and lead contributing to employee motivation, high levels of engagement and wellbeing
• That a conducive culture and climate are shaped and developed in the Commercial functions, in alignment with the overall the company culture.

• Provide oversight and insights to ensure that the company delivers relevant, compelling content and programming across the right platforms, channels and devices to ensure audience satisfaction and growth.
• Maintain and grow advertising, sponsorship and other commercial opportunities on PBS, PCS and CP.
• Collaborate with business units to ensure that commercially successful sporting rights are acquired and that the necessary advertising and sponsorship is in place.
• Leverage commercial opportunities to support the acquisition of innovative, compelling public interest content to deliver successfully on the company mandate.
• Collaboratively support the development of a thriving content-creation ecosystem in South Africa through industry engagement and development.
• Ensure that the appropriate sales disciplines are in place, including the segmentation of audiences and commission the research necessary to generate valuable insights and foresight.
• Ensure Audience segmentation & insights reports with specific reference to the company’s public interest mandate are commissioned and developed
• Collaborate to ensure audience, advertiser and sponsor growth in Free to Air segment

• Together with other members of Exco, they support and enable the crafting and execution of corporate, commercial and business unit strategies.
• Develop and provide effective strategic oversight and performance management of all Commercial Divisions to ensure objectives are well aligned, cascaded, executed, reviewed and course corrected.
• Achieve commercial viability and sustainability through effective leadership of the Sales, Revenue management and Business Analytics functions
• Develop innovative partnerships on favorable commercial terms to leverage content acquisition, scheduling and programming.
• Provide commercial insights and develop revenue attraction strategies to position the company plus as the corporation’s flagship platform and offering.
• Collaborate with business units to ensure competitiveness of content / programming across radio stations, television / entertainment / digital channels in their respective markets (audience satisfaction & market share growth).
• Lead vertising sales initiatives to attract relevant advertising and sponsorships.
• Provide oversight and deliver on targeted commercial opportunities, inclusive of the digitization and sale of legacy content, the ‘sweating’ of the company assets and growth of revenue associated with outside broadcasts
• Prudent development and ongoing management of all Commercial budgets (capex & opex) and costs, accordance with Finance / SCM policies and procedures to ensure sound governance and financial viability.
• Ongoing monitoring and control of capex and opex expenses against approved budget including containment initiatives as may be required.
• Oversee and cause the sound management of all Commercial assets and resources in line with prescripts and policies

• Successfully manage the day-to-day Commercial operations of company including Sales, Business Analytics,
• Revenue Management in accordance with sound management principles and practices and in accordance with the company mandate and the requirements of its regulatory environment.
• Ensure that a focus on Market, Customer and Audience insights, as well as quality management underpins the overall functioning and ethos of the Commercial Division.
• Invest in people development including the acquisition of relevant skills, knowledge and expertise of Commercial people to ensure they are technologically relevant in the future world of work.
• Develop the necessary commercial and market insights and foresight to position the company for current and future success. This includes improved market foresight and responsiveness to shifting market conditions, intelligent decision making.

• Always practice professional leadership and management.
• Communicate, collaborate and engage effectively and professionally with the Board, GCEO, Exco and all other work colleagues.
• Quantify the workforce requirements of the company Commercial operations and ensure that the right person is in place with the right skills at the right time to deliver on what is required.
• Develop a pipeline of talent, across and within Mission Critical Job Families, to serve the current and future needs and requirements of the Commercial capabilities of the company.
• Reskill and upskill the commercial people of the the company to ensure that they are fit for purpose for today and tomorrow’s world of work.
• Implement a strategically aligned Performance Management System that drives accountability and high performance, in accordance with the company policy and procedures. Comply with all legislative and police requirements with regard to the attraction, management, retention and termination of employees and independent contractors.
• Develop and implement talent management disciplines including competency assessments, Personal Development Plans (PDP), career development plans, succession plans for all employees and independent contractors.
• Develop an enabling environment for the attraction and retention of talented commercial people.
• Ensure the effective briefing, communication and management of all Commercial people, including in the regions.
• Ensure the mentoring, coaching and facilitation of talented commercial people.
• Ensure that all people in the Commercial divisions of the company are well aligned behind the Corporate Strategy / Plan as well as Operations own strategy / business plan.
• Implementing appropriate models and practices for the effective reward and recognition of employees / independent contractors.
• Develop commercial relationships and partnerships to exploit ‘channel to market’ opportunities and to leverage the strengths of identified partners.
• Ensure the most effective and efficient management of a permanent and contingent Commercial workforce to deliver on the company’s requirements and manage the overall cost of employment.
• Implement a disciplined, coherent approach to employee engagement that optimises discretionary effort and talent retention.
• Shape a coherent, relevant culture and climate in Commercial operations, aligned to the company corporate strategy and cultural aspirations.

• Ensure adherence to policies, organizational imperatives, legislative and any other regulatory prescripts.
• Assess, manage and mitigate risk effectively and proactively.
• Implement internal control measures to ensure good governance and compliance with the company policies and procedures.
• Ensure compliance with all relevant the company Internal Controls.
• Ensure that Strategic, Operational, and Project Risks are documented, managed, well mitigated and aligned to the the company Risk Management Framework Ensure the necessary frequency of internal risk audits and address any gaps that may be identified.
• Review and ensure the timeous implementation of Risk Management Plan (including Operations Strategic Risk Treatment Plans in line with organizational Risk Management Framework (COSO Model).
• Proactively identify and communicate potential risks in accordance with the company policies and Procedures
• Monitor and report on inter-regional operational risks and compliance.
• Review AG audit finding and resolve in collaboration with Finance.
• Review all Commercial and associated policies to ensure that they are relevant, for purpose and adhered to.

• Develop local, continental and global partnerships with relevant broadcasters, broadcast, technology and media industry players.
• Develop MoUs with key strategic partners to leverage resources and optimize Commercial execution of the company’s strategy / plan.
• Review existing strategic partnerships on an ongoing basis to ensure that they are sound and delivering the expected outcomes.
• Develop MoUs with key strategic partners to leverage resources and optimize Commercial execution of the company’s strategy / plan.
• Together with other Executive Directors, facilitate proper and timeous communication with stakeholders to best represent the interests of the company and enhance its reputation.
• Ensure effective internal and external stakeholder engagement and management to develop productive and constructive relationships (including DCDT and other partners in government).

• Relevant Degree, preferably a Masters’ Degree, (NQF 9) in Business Management, Finance, Strategy,
• Commercial business development or Leadership, or equivalent qualifications in a related field.

• 10 or more years’ work-related experience at an Executive Management level in a relevant, related industry.
• 5 or more years should have been at Sales, Commercial Leadership level, in the Commercial functions of a media, technology or broadcast-related business or commercial enterprise.
• Proven track record of successfully managing multiple Divisions and functions inclusive of Sales, Revenue
• Management, Business Analytics across multiple budget and revenue streams simultaneously.
• Experience in developing and implementing integrated commercial strategies
• Experience in working across matrix reporting relationships and with integrating mechanisms such as Councils, Committees or other integrative mechanisms.
• Consulting experience in strategy and commercial / business planning or associated fields would be advantageous.
• Sound understanding and experience of commercial business strategy development and implementation.
• In-depth knowledge and exposure to the broadcast / media industry and its context.
• Understanding of the content creation ecosystem in South Africa.
• Understanding of futures thinking, complexity and systems thinking constructs.
• Understanding of applicable legislative frameworks and regulations
• Financial management and operations strategic management experience within a public sector / PFMA context and compliance relevant National Treasury / AGSA prescripts and regulations.
• Experience in effective teamwork, developing strong, mutually beneficial partnerships and in cross-functional collaboration.

• Experience with best practice corporate governance.
• Working knowledge of the Broadcasting Act, the Electronic Communications Act, the Public Finance
• Management Act and related National Treasury regulations and their implications.
• Working knowledge of ICASA Regulations and their implications for the Public Broadcaster
• Knowledge of King IV Codes of Good Governance
• An understanding of the importance of adherence to relevant the company internal control measures including Delegation of Authority Framework
• Working knowledge and familiarity with the Audio and Audio-visual Content Services (AAVCS) - Draft White Paper
• Working knowledge and familiarity with the companyAct and Bill
• Working knowledge and familiarity with the Broadcast Digital Migration (BDM) process and the Analogue Switch-Off (ASO) program
• Working knowledge of the ICASA Must Carry Regulations