Regional Languages Head

1 month ago

Bengaluru, India Bennett Coleman and Co. Ltd Full time

About Function/Department

Response is the Sales function of the Company and contributes over 90% to the Company’s top-line. The function has 1,100 + 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. 

About the Position

The Regional Languages Head for South within Response (Ad Sales function at BCCL) is tasked with owning & driving the Region’s Languages revenue across all language newspapers, including NBT & MT.

The role focuses on growing revenue from existing language-first & language-exclusive accounts and tapping into potential language clients. The role holder will focus on both L2L (local to local) and L2O (local to others) business models, leveraging opportunities across clients and industry verticals within the assigned markets. The incumbent should plan & execute the Languages Sales Strategy curated for the region, meeting the annual sales targets and ensuring sustained year-on-year revenue growth and market share growth.

Areas of Responsibility

Lead Regional Languages Sales Growth:
• Develop and execute strategic sales plans to increase advertising revenue across branches in South for language newspapers.
 Focus on securing new business from both existing accounts (Language first or Language majority clients) and untapped languages clients (potential accounts that could advertise in languages).
• Collaborate with South Region Head and Branch Heads to identify cross-selling opportunities for existing English-majority accounts, expanding their advertising reach to language publications.

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 Language team members to generate incremental revenue for the business.
Market Analysis & Target Setting:
• Conduct market research and competitor analysis to understand the regional advertising landscape and track competitor ad revenue.
• In collaboration with the Director - Languages, South Regional Director and Branch Heads, provide relevant inputs in setting achievable & ambitious annual sales targets (AOP) for each language product in the region/target markets.
Strategic Collaboration & Revenue Enhancement:
• Work closely with Languages Brand Teams to develop targeted strategies for maximizing revenue from languages advertising in South regions. This includes analyzing market potential data, understanding specific customer requirements, and tailoring solutions to capture untapped language client
opportunities.
• Partner with Response Sales Teams to explore cross-selling strategies, bundling English & Languages products to provide comprehensive advertising solutions for clients.

Performance Monitoring & Reporting:
• Conduct monthly reviews of languages sales performance across South branches in collaboration with Region Heads and Branch Heads. Identify areas requiring improvement and create action plans to ensure achievement of revenue targets.
• Prepare and present monthly languages sales performance reports to the Director – Languages & Regional Head. Collaborate with them on strategies to further drive revenue growth.

Educational Qualifications Required

Post Graduate Degree in Management (Sales & Marketing)

Relevant Experience

12 -15 years of experience in Channel Sales, Direct Sales, Strategic planning, Sales processes, Business Development & Client Management. Proven track record in a region/branch sales leadership role, preferably within the Media, Telecom or FMCG industry. Strong background in developing and implementing sales strategies to maximize revenue opportunities.

Functional Competencies:

Revenue Growth Management (RGM) Client Relationship Management Agency Handling Negotiation & Deal Closing Ability Broad understanding of Media Industry & Sales Channels. 

Behavioral Competencies:

Strategic Thinking Stakeholder Management Leading and Working with People Relating, Networking and Influencing Planning and Organizing Analytical Thinking Problem Solving

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