Head: Sales Innovation

SUMMARY:
Our Client in a media industry is looking for the Head: Sales Innovation to grow a future-focused portfolio of innovative sales products, services and solutions (PS&S) that contribute to the Company's  ongoing relevance in an ever-changing marketplace.
Though this, the Innovation Sales Team will contribute to sustaining  the Company's future growth (Horizon 2 level) through the exploitation of emergent market opportunities and the acquisition of new revenue streams.

POSITION INFO:
Key Accountabilities

• Develop comprehensive innovation-focused sales strategy and plan, in alignment with the Company's Strategy & Corporate Plan, in order to prototype / test new Products, services &Solutions (PS &S) in-market and to establish a clear pipeline of future-relevant PS&S. This will include all Innovation-focused PS&S assigned to the Innovation sales team.
• Achieve revenue targets and grow market share within the marketplace for new PS&S within the broadcast media marketplace.
• Collaboratively work with the GCEO’s Strategy & Innovation teams to test the value, viability and feasibility of new PS&S in-market and to make the appropriate Go / No Go decisions about the future of these PS&S.
• Where appropriate, to continue to sell such innovative, specialist PS&S from within the Innovation Team or alternatively, once the necessary capabilities have been developed, to transfer these PS&S to the relevant segment-focused sales teams.
• Evaluate progress on the implementation of Innovation sales strategies and plans and course-correct accordingly should targets not be met.
• Lead and manage a team of sales professionals, in a disciplined, structured and focused manner to achieve and exceed set sales targets within the Innovation PS&S portfolio.
• Understand the needs, expectations and requirements of clients in various segments in order to develop differentiated PS&S across the Company’s portfolio of traditional radio stations, television channels, Company Plus and digital media assets.
• Collaboratively develop and propose to clients appropriate, relevant and innovative media PS&S leveraging a mix of the Company stations, channels, streaming and digital media assets to meet budget requirements, optimize campaign performance and enhance revenue opportunities.
• Work collaboratively with the Creative Solutions Team to ensure that Innovation sales team's proposals and presentations are of high quality, offering insightful solutions and providing measurable outcomes.
• Ensure Salespeople actively use the Company CRM system and adhere to all sales disciplines and reporting requirements.
• Ensure Innovation Sales Team proposals & presentations are of high quality and offer insightful, measurable value & outcomes.
• Provide regular, comprehensive monthly reports on Innovation sales progress against set targets, inclusive of details of prototype products taken to market, a detailed sales pipeline report and team performance against key metrics such as calls made, proposals delivered, value of proposals, conversion ratios, salesperson productivity and effectiveness
• Collaborate with Sales Intelligence, Creative Solutions, Sales Innovation, and Channel teams to successfully commercialize, and implement new innovative PS&S.
• Proactively address Client needs and expectations, resolving any challenging issues to ensure mutual satisfaction.
• Engage in trade marketing efforts to maintain and enhance industry relationships, visibility, and ongoing communication.
• Collaborate with the Strategy and Innovation heads in the GCEOs Office, all segmented sales teams, operating divisions, as well as ROMs and NSMs nationally, to leverage identified resources to support and deliver on Innovation sales / revenue generation opportunities.
• Build a performance-driven, disciplined approach to sales execution, underpinning a client-focused culture aligned to the new Sales Operating Model.
• Engage in effective stakeholder management maintaining transparent, ongoing communication with both internal and external partners.
• Analyse and segment public, commercial, and high-growth markets to better understand client requirements, unlock new revenue opportunities, provide specifications for new innovative PS&S and to expand the Company’s market share across all segments.
• Actively develop strategies and plans to gain revenue share in line with the Company’s reach, audience and market share.
• Leverage market intelligence, competitor analysis, and audience insights to shape sales strategy, influence advertiser spend, and drive data-led decision-making.
• Collaborate across Sports, News, VE, Radio and Digital divisions to craft integrated, cross-platform solutions that maximise client value.
• Champion innovation by incubating new products through segment sales teams and Digital Sales teams, with a focus on digital-first strategies and high-yield audience segments.
• Debrief Salespeople on a regular basis to collect relevant market and sales intelligence.
• -Gather and make sense of ‘on the ground’ Market & Client intelligence to better understand market dynamics and evolving client needs & expectations
• Provide regular reports on ‘on the ground’ intelligence obtained to inform the work of the Intelligence & Analytics Team.
• Monitor & analyse competitor businesses to identify & exploit new potential PS&S, new business opportunities & increase market share.
• Interpret & use intelligence & research to optimize revenue (eg market trends, lost / dropped business, shifts in competitor strategies or operations).
• Provide input into pricing and rate-card tools and decisions based on market experience and realities
• Drive sustainable, profitable growth via an innovated PS&S portfolio encompassing tailored media solutions, high-impact sponsorships, and value-rich client offerings.
• Leverage market intelligence and sales analytics to inform pricing, optimize campaign performance and increase revenue.
• Manage cost of sales and sales commitments with discipline, ensuring profitability, contractual compliance, and accurate monthly reporting.
• Contribute to sales revenue forecasting, target setting, and budgeting, ensuring plans are implemented, tracked, and adjusted to meet performance goals.
• Manage all budgets effectively and efficiently.
• Understand and adhere to all legislative, regulatory and other restrictions and governance requirements applicable to the all sales sectors (particularly ICASA regulations and the Company's Act requirements).
• Deliver all Innovation related sales and other reports timeously and accurately as required.
• Ensure and assure the data integrity of all sales information provided, including sales call reports
• Ensure that all Innovation Sales Team Members’ time in market is optimised and that hybrid working is not abused.
• Establish and enforce robust governance frameworks, Standard Operating Procedures, and internal controls to ensure compliance with applicable legislation, regulations and the Company's policies.
• Identify, monitor, and mitigate operational and commercial risks, including implementation of the Risk Management Plan and internal audits.
• Ensure accurate, timely reporting across CRM systems and ensure full visibility of performance and budget accountability.
• Track and mitigate actual and potential revenue leakage and enhance audit-readiness across the Innovation sales value chain.
• Address issues raised in internal risk audits proactively, develop mitigation strategies & assist in resolution of audit findings.
• Build sound, long-term relationships of trust with industry associations as well as all other relevant influencers & decision makers.
• Develop and maintain a database of Innovation stakeholders within CRM system.
• Build and sustain strategic relationships across the Company's platforms, agencies, clients, and key industry stakeholders to drive innovation, collaboration and revenue growth.
• Represent the Company's Innovation Sales at industry forums and market-facing events, ensuring strong visibility and influence within the advertising ecosystem.
• Foster mutually beneficial partnerships that unlock opportunities and long-term value for both clients and the Company
• Champion regional sales effectiveness through collaboration with ROMs and NSMs.
• Enhance the Company’s brand presence and reputation through revenue driven engagements and strengthened commercial relationships with both agencies and clients.
• Recruit, select and contract high-performing Innovation sales talent in collaboration with Human Resources.
• Implement structured Innovation sales cadences, CRM disciplines and ongoing training to boost productivity, conversion rates, and execution consistency.
• Set clear Innovation sales targets and performance expectations and apply effective consequence management to achieve targets.
• Recognise over-achievement and effectively manage the under-performance of members of the Innovation sales team.
• Manage and coach Innovation sales team members to develop the necessary insights, knowledge and skills required to deliver successfully on expectations.
• Lead, inspire, and develop a resilient, accountable Innovation sales team, with clear KPIs, career growth pathways, and recognition frameworks.
• Drive effective performance management in line with organisational standards, ensuring accountability and continuous improvement.
• Champion people development initiatives including succession planning, wellness, talent management, and employment equity.

• NQF7 Degree in Sales, Marketing, Media or Business Management.
• (MBA) would be an advantage
• Supplementary Media, Sales and / or other relevant training courses and certificates
• Qualifications in business management and / or innovation or associated disciplines would be an advantage
• 8–10 years of progressive, successful sales leadership and management within the media sales industry is a strong advantage.
• A minimum of 3 years’ experience of working with innovative new advertising / sponsorship media PS&S at a senior level.
• Ability to use market intelligence and sales analytics to drive media sales performance, pricing strategies, and audience value delivery.
• At least five years of experience in media sales with demonstrable track record of success.