Branch Head

7 days ago

Gurgaon, Haryana, India Bennett Coleman & Co. Ltd. (The Times of India) Full time

Job Summary

Our Response team is looking for a Branch Head (Sales). The ideal candidate should have a proven track record in both media print & digital sales along with a deep understanding of key clients at Gurgaon/Delhi NCR and a fervour for building strong client relationships.

About Function/Department

Response is the Sales function of the Company and contributes over 90% to the Company's top-line. The function has colleagues who are engaged in business planning, business development, fulfilment of client orders, and sales capability building. The function uses world class processes, cutting edge technology and analytics to ensure that business growth objectives are met.

Areas of Responsibility


•Strategy Formulation and Planning: Analyze information on economic situation, clients, competitors and market trends, develop strategies for the growth of organic business, brainstorm ideas with team members, review new initiatives from product conceptualization to launch, advertising solutions (beyond print) at branch-level, incremental business and monetization of the Brand Capital business, obtain concurrence of the Marketing Director in order to achieve the targets for revenue / value / volume for the assigned region/branch.


•Smart Sell Development: Identify new smart sell avenues, form the idea to execute, get sponsors, co-create the solution with the client and position the brand. Brainstorm ideas with team members, support new initiatives and advertising solutions (beyond print) at branch-level, examine and approve proposals put up by team members to generate incremental revenue for the business, and create enhanced brand visibility.


•Key Account Relations: Meet existing high value / major Clients and Advertising Agencies (Business Associates) periodically and update about BCCL production, seek communication needs, innovate and come up with new ideas to map to the customer needs, provide customized solution, develop rapport at senior levels in the client organization, resolve any service-related issues and offer value-added suggestions for better return on their advertising investments.


•Workforce Management: Instill the mission of the Response function in team members and communicate strategies for achieving targeted objectives; align member capabilities to work roles; identify their development needs and enable their fulfillment; plan career paths for key talent; coach high performance-high potential team members and groom them for positions of greater responsibility


•Operations Management: Coordinate with backend function like Edit, BIU, Billing and recovery, scheduling, decide on pagination, placement of ads, review reports on collection, decide on operational/process issues during meeting with various functional heads within Response or outside, take action to allow credit or continuation of business with client in order to ensure overall value creation from customer perspective.


•Sales Reviews: Review sales pipeline, assess sales progress with respect to targets on a monthly basis, trace causes of any shortfalls, extend support to team members on operational issues, suggest necessary course corrections in order to consistently meet the targeted budget figures for the period for ongoing planning.


•Resource Optimization: Oversee and control the costs and minimize wastage to ensure that Branch Office and Sub Office expenses are minimized without hampering the quality of business and services provided.

Relevant Work Experience: 20 - 26 years

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