AddressAbout the Role:
The incumbent will lead a team of Channel Sales Partners responsible for driving revenue within a set of accounts by selling our advertising solutions to media agencies and marketeers. The position holder will lead relationships with a designated set of key strategic accounts and helping team identify new accounts to maximize revenue through sale of commercial time and branded solutions.
Context:
Star Gold is our flagship Paid Hindi movie Channel in Tier-1 Market and is a critical part of any client's Hindi Speaking Market plan. It has been amongst the leaders in terms of reach across Hindi Movie channels and has been contributing significantly in terms of revenues. Also, Star Movies & Star World are our flagship English Channels and are the biggest platform for movie premieres, and impacts like Oscars and MasterChef Australia. The role is very critical in achievement of regular revenues, identifying MOTM sponsorships, and monetizing Impacts, as well as having a complete hold over the portfolio / territory.
Key Responsibilities:
Strategic / Policy related KRAs:
- Develop a thorough understanding of the product, its strengths, positioning, content etc. to be leveraged for pitch impact and effectiveness
- Develop a thorough understanding of the industries/categories being serviced as well as unique marketing challenges being faced at each client organization
- Have a macro view of account clusters, media plans and revenue potential and assign targets to the team accordingly
- Network, engage with and build strong relationships across levels at client as well as agency organizations to understand business trends, have direct visibility on upcoming campaigns and revenue potential
- Demonstrate thought partnership through a comprehensive understanding of the client and agency organization, their marketing needs, campaign efficiency metrices etc.
- Build strategies to strengthen relationships within existing clients and to identify new clients
Operational / Process / Technology related KRAs
- Leverage key relationships with clients and agencies to drive high value deals, complex negotiations and identify opportunities to maximize market share and revenue
- Guide team in prospecting agencies and clients alike to sell our suit of offerings and solutions
- Drive team to create, negotiate and close deals that maximize price/market share and deliver on the client’s and agency’s marketing objectives and expectations
- Map competition (Sales strategy/Programs/Clients) and use market intelligence to develop strategies to maximize market share
- Help team deliver maximum value on deals by collaborating with cross-functional teams across the organization (PRS, Operations) and taking complete ownership of deal execution, client servicing and post evaluations of campaigns
- Manage escalations as and when they arise
- Ensure adherence to internal processes and compliance guidelines by the team
- Guide team towards business development to identify new clients
Financial Accountability / Commercial Impact
- Accurate monthly revenue projections for allocated set of accounts
- Meet or exceed monthly/quarterly/annual quotas
- Achievement of CPRP benchmarks and high market share
- Help team continuously identify opportunities for additional revenue sources through non FCT avenues – Brand Solutions
Qualifications:
- Qualification: MBA
- 8+ years of sales experience
Personal Attributes:
- Business acumen
- Networking and relationship building
- Collaboration
- Learning agility
- Analytical thinking
- Result orientation
About Disney Star:
Disney Star is a leading media & entertainment company in India that reaches over 700 million viewers a month in nine different languages. Our entertainment portfolio which cuts across general entertainment, movies, sports, infotainment, kids, and lifestyle content generates over 20,000 hours of original content every year.
Disney+ Hotstar, India’s leading streaming platform, enables us to reach and entertain audiences anywhere, anytime. Disney+ Hotstar has changed the way Indians consume their entertainment - from their favorite TV shows and movies to sporting extravaganzas.
With leadership positions in every segment it occupies, Disney Star has been redefining the media landscape for more than 30 years now, anchored on the three pillars of story-telling, innovation and an unwavering focus on delivering to the expectations of our audiences.
Join us, and let's continue to inspire a billion imaginations.
