Institutional Sales Head

1 week ago


Pune, Maharashtra, India Bennett Coleman and Co. Ltd Full time

About Function/Department

RMD - Results and Market Development represents the circulation arm of the organisation. The RMD department includes generating Sales and increasing readership for BCCL Publications The function begins from mail room packing and dispatch right up to delivering the newspaper to the reader. It is responsible for enabling more and better audience aggregation and for driving newer revenue streams from reader engagement. This is done by reaching out to different segments and expanding the horizons onto new ventures. Click Here to know more

BCCL is an inclusive workplace, and we consider all applicants regardless of gender, background, disability, or status.

About the Position

Leading an exclusive sales team to maximize presence in Institutions and OOH segments. Identifying opportunities and devising strategies to increase numbers through bulk orders. Servicing top key clients and developing good relations with them. Scouting and identifying new segments through tie ups and deals. Timely collections and settlement of accounts as per credit period given. Daily productivity of CRM agents to be monitored for further action. To achieve lead generation targets and lapsed readers' order booking Co ordinating with city sales team and DSP back end for quick resolutions as per TAT

Areas of Responsibility

Key responsibilities :

Primary role is to ensure circulation target achievement through demand generation and customer acquisition from Airlines, Airport, Railways, Travelers, Hotel, Hospital, Education Institute, Retail & service sector etc. Would manage the OOH team in the region, assign them sales target, assist & guide them to achieve their individual target, coach and mentor them in their career progress He would have to maintain healthy pipeline (Funnel) to ensure that he achieves his sales target for the month / quarter Would understand customer's requirements & create acquisition plan Would be responsible for managing the relationships in the account & win over decision makers Would be involved in establishing customer interface with Influencers and decision makers. Would be expected to close the deals with detailed order terms and set customer expectations. Would be expected to smoothly handover the order to execution team for a seamless execution (Back office, service delivery team, vendors etc) Farming of key account post the acquisition for cross & up-sale opportunities He would be responsible for ensuring timely collection of OOH customer outstanding. He is expected to resolve any customer issues to ensure smooth business continuation

Educational Qualifications Required

MBA/Graduate

Relevant Experience

8+ yrs


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