Head of Sales- Radio

SUMMARY:
To grow sustainable revenue and market share through the sale of radio related advertising, sponsorship and associated products, services and solutions across its portfolio of radio stations, inclusive of radio on streaming platforms. This will be
achieved through leading, in a disciplined, professional and performance-focused manner, a high-performing national Radio sales team with focused responsibility for building
commercial relationships and exploiting opportunities to meet client’s Radio-related advertising and sponsorship needs and requirements.

POSITION INFO:
Key accountabilities
Develop a comprehensive sales strategy and plan, in alignment with the company Strategy & Corporate Plan, to achieve revenue targets and grow market share within the Radio segment of the broadcast media marketplace.
Evaluate progress on the implementation of the plan 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 Radio segment of the broadcast media marketplace.
Understand the needs, expectations and requirements of clients in the Radio segment in order to develop differentiated solutions based on the company’s portfolio of traditional radio stations and digital media assets.
Collaboratively develop and propose to clients appropriate, relevant and innovative media solutions leveraging a mix of Radio stations and channels (as well as other potential platforms such as Video Entertainment where relevant) to meet
budget requirements, optimize campaign performance and enhance revenue opportunities.
Work collaboratively with the Creative Solutions Team to ensure that Radio sales team's proposals and presentations are of high quality, offering insightful solutions and providing measurable outcomes.
Ensure Salespeople actively use the CRM system and adhere to all sales disciplines and reporting requirements.
Ensure Radio Sales Team proposals & presentations are of high quality and offer insightful, measurable value & outcomes.
Provide regular, comprehensive monthly reports on Radio sales progress against set targets, inclusive of a detailed sales pipeline report and performance against key metrics such as calls made, proposals delivered, value of proposals, conversion ratios,
salesperson productivity and effectiveness etc
Collaborate with Sales Intelligence, Creative Solutions, Sales Innovation, and Channel teams to successfully commercialize, and implement new product solutions and offerings.
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 Radio stations nationally to leverage local resources to support and deliver on 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 and expand the company’s share across
the Radio segment.
Actively develop strategies and plans to regain commercial revenue share in line with the company’s audience numbers 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 VE, News, Sports, and Digital to craft integrated, cross-platform solutions that maximise client value.
Champion innovation by incubating new products through Ad-Venture and Digital Sales streams, 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.

Qualifications and experience
NQF7 Degree in Sales, Marketing, Media or Business Management.
Supplementary Media, Sales and / or other relevant training courses and certificates
8–10 years of progressive, successful sales leadership and management, with media sales, especially radio, as a strong advantage.
Advanced knowledge of CRM systems, media measurement tools, and performance reporting.
Use market intelligence and sales analytics to drive radio performance, pricing strategies, and audience value delivery.
Leadership & People management skills inclusive of leading teams and developing effective teamwork.
Known & respected in the radio advertising industry with established networks and relationships with current and emerging decision makers and adspend influencers.
Proven leadership in high-volume media sales environments (Radio, digital, sponsorships).
Deep understanding of segmentation strategies, client acquisition, and key account growth.
Strong commercial acumen and data fluency—able to interpret insights into actions.
Influential communicator with established networks in media buying and brand leadership.
Adept at managing complexity, coaching teams, and navigating organisational change.
Literate in use of Office suite - Word, PowerPoint & Excel as well as in CRM and other sales software applications.
Planning & time management.
Strong sales skills inclusive of the ability to coach and mentor salespeople.

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