Branch Head

4 weeks ago

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

15-18 years of experience in managing a larger business / leading Circulation team preferably from newspaper & media industry in Kerala with exposure to people management skills.


About the department:

Results and Market Development represents the circulation arm of the organisation. 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.


Position Summary

RMD_Branch Manager: Lead a region for circulation function including sales, accounts and operations employees, control costs, maintain and monitor trade relations, direct and strategize the key readership development programs like TOIC and ETIC and continuously improve efficiency and productivity of the key business processes.


Device new strategies and schemes to improve sales, control costs for logistics, packing and P&P, monitor unsolds, manage receivables, supervise books of accounts for ABC and internal audit, motivate and guide the team with the objective of achieving sales targets of all publications, dailies and magazine and ensuring smooth distribution of newspapers and magazines.


Areas of Responsibility

Responsibilities:

Responsible for achieving the overall circulation objectives for all BCCL Publications in that area/region (Cochin & Trivandrum) including City Sales, Upcountry, NIE edition and ETIC. The position is based out of Trivandrum city.

Responsible for managing the total distribution cost of all publications which includes Freight, Labour and packing material costs.

Achievement of Newspaper Sales Targets:

Develop sales strategies, set up effective distribution channel, identify opportunities to increase sales, monitor bulk orders for NIE editions, analyse sales figures on weekly basis, motivate and train sales force / operations, accounts team and CRM team in order to increase sales of all publications and ensure maximum visibility of our products

Keeping Unsold Below Targeted Levels:

Monitor unsold on daily basis by reviewing CSPs sales and permitting unsold based on CSP potential, study and analyse change in PO, monitor executives’ performance, in order to ensure that unsold are below the targeted level

Maintaining Distribution and Packaging Costs within Budgeted Levels:

Monitor and review modes of transportation / packing contractors, innovate and implement new techniques of packaging, identify techniques to use bigger vehicles, strategize and identify alternate ways of dispatch in order to ensure distribution costs is within the budgeted levels


Timely Collection and Trade Accounts settlement and making them ABC compliant:

Follow-up for payments, maintain cordial relationship with the dealers, adhere to the company guidelines for realization, maintain accurate data in a systematic way pertaining to DSP and trade sale and BNC functioning related to RMD in order to ensure records are ABC compliant and timely collections from trade.

Sales force Motivation:

Responsible for motivating, retaining and growing a large team of people across sales, operations, and CRM. Coaching and skill enhancing is a key requirement.

Guide, motivate and train sales team and create team work in order to ensure high productivity and effective implementation of sales initiatives.

Customer Management:

Achieves customer service objectives by contributing customer service information and recommendations to strategic plans and reviews; implementing quality and customer-service standards; resolving problems; completing audits; identifying customer service trends; determining system improvements; implementing change.

Competencies:

Market & Trade Knowledge

Sales Management

Trade Relationship Management

Reader Relationship Management

Cost & Credit Management

Operations & Distribution Management

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