Career Opportunities: Sales Account Executive Corporate & Enterprise (12487)Requisition ID 12487 - Posted - Sales A - Television Sales - GP - Auckland ParkPOSITION: SALES ACCOUNT EXECUTIVE: ENTERPRISE AND CORPORATE X 2DIVISION: SALESSCALE CODE: 402POSITION ID: 60020169 & 60021282LOCATION: JOHANNESBURGREPORTING LINE: SALES MANAGER: INLAND / SALES HEAD: COASTALMAIN PURPOSE OF THE POSITIONThe core function of this role is to sell audio/visual solutions within the SABC eco-system. The role primarily consists of managing and overseeing a portfolio of advertiser's accounts and agencies. Accountability includes but is not limited to being a liaison for clients and ensuring customer satisfaction by proactively addressing clients' needs and facilitating the entire sale process. The role also entails growing new client bases and contributing to an increase in current sales levels to ensure achievement of revenue targets.KEY ACCOUNTABILITIESAchieve set targets by client within the given portfolio.Identify and exploit new business opportunities.Develop tailor-made sales opportunities and deals.Prepare and negotiate all sales deals including renewals and renegotiations within the parameters of the governance prescripts.Offer a 360-degree solution across all platforms to address client's needs.Package and sell sponsorable programmes on respective platforms.Educate clients on all organisational platforms on a regular basis.Facilitate and understand analysis of the competitive market to identify revenue opportunities.Conduct need analyses of all clients in the portfolio to understand needs and identify opportunities.Action a client brief and produce relevant media solutions not limited to a specific platform.Source and evaluate lost/dropped business to determine reasons in order to re-establish business.Facilitate and understand information to ensure thorough knowledge of own platforms.Liaise with Product Managers regarding potential sponsorships opportunities within programmes.Accurate and consistent usage of all sales management systems e.g., CRM & SAP to manage the sales processes end to end.Compile quarterly reviews and negotiation documentation on client history in preparation for reviews or negotiations.Planning and optimisation for clients upon request on available industry-related planning and buying tools.Provide feedback to Senior Management & Client monthly regarding tracking of commitments.Update clients through proposals and presentations regarding opportunities.Follow up on all correspondence from clients and adherence to deadlines.Compile all submissions and term sheets within respective portfolios as well as manage the long form contract process.Update electronic contracts register/commitment book monthly.Sound administration as well as weekly and monthly status reporting.Conduct a minimum number of client visits as agreed with respective line Manager.Develop and maintain effective working relationships with internal and external clients.Maintain after sales service by following up to ensure client satisfaction and future business within an agreed time frame directed by senior management.Prepare the Deal Evaluation, business case and secure approval.QUALIFICATIONS AND EXPERIENCEA relevant degree or diploma (Sales/Communication/Marketing/other relevant preferable); and/orSupplementary Media, Digital, Sales, and other relevant training courses and certificates; and6-8 years of sales/sales management experience (media sales preferable).Proven track record in media sales.Knowledge and experience in integrated/digital sales solutions would be advantageous.Valid driver's license & own transport.KNOWLEDGE AND RELATED SKILLSUnderstanding of broadcasting policies.Understanding of the organisational brands.Knowledge of industry systems.Problem solving.Conflict Management.Planning and organisation.Work under pressure and multi-task.
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