Associate Director - Ad Sales, Star Gold, SUM & English Cluster

• Work closely with the National Channel Head to create the quarterly/bi-annual and annual sales plan by providing inputs specific to their region (key accounts and their expected advertising spends, understanding of categories etc.)
• Develop and maintain relationships with key stakeholders within agencies and brands - CMOs, Brand Leads, agency leads so as to act as a thought partner for them to help them bring in efficiencies in their advertising campaigns. Also have direct visibility on upcoming campaigns.
• Build strategies to strengthen relationships within existing clients and to identify new clients

• Build a deep product (Genre/Channel) and market (clients, agencies) understanding along with economic factors that have a direct/in—direct impact on client spends.
• Prospect agencies and clients alike to sell our suit of offerings and solutions
• Leverage key relationships with clients and agencies to drive high value deals, complex negotiations and identify opportunities to maximise market share and revenue.
• Map competition (Sales strategy/Programs/Clients) and use market intelligence to develop strategies to maximize market share
• Supervise execution of deals and campaign effectiveness evaluation. Manage escalations and conversions based on post evaluation.
• Work with cross-functional teams internally to ensure campaign success, growth of partnerships and identify additional monetization opportunities
• Work closely with PRS and Operations teams to deliver on deals to exceed advertiser and agency marketing objectives and expectations

• Monthly/Quarterly/Annual revenue projections for the region
• Driving team towards accurate revenue projections and ensuring achievement of revenue numbers within timeframe
• Ensuring achievement of CPRP benchmarks and high market share by team
• Achievement of CPRP benchmarks and high market share by team
• Drive team to identify opportunities for additional revenue sources through non FCT avenues – Brand Solutions
• Continuously strive to identify opportunities to maximise revenue opportunities in both TV and Digital, through a bundled approach

• Driving and motivating the sales force to achieve numbers by undertaking reviews and sales funnels, and driving sales processes
• Developing talent and career management by identifying learning opportunities, recognizing and rewarding high performance and coaching and mentoring
• Building a culture of cross-functional collaboration and driving team to productively work across functions (PRS, Operations, Analytics etc.) and resolving escalations / conflict management where required.
• Managing performance of direct reports by continuous performance feedback, timely course-corrections and working with HR to launch performance plans as and when required. Ensuring similar practices are followed by all people managers within team.

• Revenue contribution

• Price / yield

• Client Count (Effective coverage)

• Coaching and developing team

• Minimum Qualification: MBA

• Total of 11-14 years of experience with sales experience

• Business acumen

• Analytical thinking

• Networking

• Process orientation

• Conflict management

• Collaboration

• Negotiation and Influencing

The Walt Disney Company