Sales Manager

Job description

The Sales Manager will be responsible for driving commercial revenue growth within the allocated region by developing strategic partnerships, securing advertising and sponsorship opportunities, and expanding the broadcaster's market presence. The role focuses on achieving revenue targets through the sale of television advertising, digital media, branded content, sponsorships, events, and integrated media solutions. While managing key client relationships and leading regional sales initiatives.

Key responsibilities

Sales and revenue generation

• Develop and implement regional sales strategies to achieve monthly, quarterly, and annual revenue targets.
• Identify new business opportunities across television, digital, social media, streaming, and event platforms.
• Generate advertising, sponsorship, product placement, and branded content revenue.
• Build and maintain a strong pipeline of prospective clients.
• Negotiate commercial agreements, advertising contracts, and sponsorship packages.
• Ensure maximum utilisation of available advertising inventory.

Client relationship management

• Establish and maintain long-term relationships with advertisers, agencies, corporate clients, NGOs, government departments, and strategic partners.
• Conduct regular client presentations and media sales pitches.
• Develop customised media solutions based on client objectives.
• Ensure exceptional customer service throughout the sales process.
• Manage contract renewals and account growth.

Business development

• Research market trends and competitor activities.
• Identify emerging industries and potential advertisers.
• Develop innovative advertising packages and cross-platform campaigns.
• Explore strategic partnerships to increase commercial opportunities.
• Represent the broadcaster at networking events, exhibitions, conferences, and industry functions.

Sales planning and forecasting

• Prepare sales forecasts and revenue projections.
• Monitor regional sales performance against targets.
• Produce monthly sales reports and pipeline updates.
• Analyse campaign performance and recommend optimisation strategies.
• Ensure accurate sales administration and CRM management.

Team leadership

• Lead, mentor, and motivate regional sales agents.
• Conduct performance reviews and coaching sessions.
• Set individual and team sales targets.
• Foster a high-performance sales culture.
• Coordinate regional sales activities and promotional initiatives.

Collaboration

Work closely with:

• Programming department
• Production team
• Digital media team
• Traffic and scheduling department
• Finance department
• Executive management

Requirements

To ensure successful campaign execution and client satisfaction.

Marketing and promotions

• Assist in developing promotional campaigns to increase audience engagement and advertising opportunities.
• Support station marketing initiatives.
• Promote special programming, outside broadcasts, and events to potential sponsors.

Compliance

• Ensure all commercial activities comply with broadcasting regulations and advertising standards.
• Adhere to company policies and ethical sales practices.
• Maintain confidentiality of commercial information.

Key Performance Indicators (KPIs)

• Achievement of regional sales targets
• Advertising revenue growth
• Sponsorship revenue
• Digital sales growth
• New client acquisition
• Client retention rate
• Contract renewal rate
• Gross profit margin
• Sales pipeline value
• Campaign delivery performance
• Customer satisfaction

Minimum qualifications

• Diploma or bachelor's degree in:
• Marketing
• Sales
• Business management
• Media studies
• Communications
• Commerce
• or related qualification.

Experience

• Minimum 5–7 years' experience in media sales, advertising sales, broadcasting, television, radio, or digital media.
• Minimum 3 years' experience in a management or leadership role.
• Proven track record of achieving and exceeding revenue targets.
• Experience working with advertising agencies and corporate clients.
• Strong understanding of television ratings, audience measurement, and media buying.

Knowledge

• Television broadcasting industry
• Advertising and media sales
• Digital marketing and social media advertising
• Sponsorship sales
• Audience analytics
• Media planning and buying
• Contract negotiation
• CRM systems
• Budget management
• Broadcasting regulations

Skills

• Strategic sales planning
• Business development
• Negotiation and influencing
• Relationship management
• Leadership and people management
• Financial acumen
• Presentation and pitching
• Proposal writing
• Communication and interpersonal skills
• Problem-solving
• Time management
• Analytical thinking
• Microsoft Office Suite

Competencies

• Commercial acumen
• Results-driven
• Customer-focused
• Entrepreneurial mindset
• Leadership
• Integrity
• Resilience
• Innovation
• Accountability
• Collaboration
• Adaptability
• Decision-making
• Work well within a team

Working conditions

• Travel to client meetings, events, and broadcasts.
• Occasional evening and weekend work for live events and networking functions.
• Office-based with regular external client engagement.
• Valid driver's licence

Success profile

A successful sales manager will consistently exceed revenue targets, grow strategic commercial partnerships, strengthen the broadcaster's regional market presence, and drive innovative multi-platform advertising solutions that contribute to the organisation's long-term sustainability and commercial success.

Posted on 20 Aug 14:02, Closing date 4 Sep