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
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 a strategy to derive maximum revenue for your accounts
Operational / Process / Technology related KRAs
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
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
Act as an Account Manager rather than a Seller by providing dedicated account management to develop and nurture strong long-term relationships with key accounts.
Business development to identify new clients
Financial Accountability / Commercial Impact
Accurate monthly revenue projections
Meet or exceed monthly/quarterly/annual targets
Achievement of CPRP benchmarks and high market share
Continuously identify opportunities for additional revenue sources through non FCT avenues Brand Solutions
Continuously strive to identify opportunities to maximise revenue opportunities
Performance Measures:
Monthly / Quarterly / Annual Revenue
Price / yield
Client Count (Effective coverage)
Accuracy of projections and productivity
Qualifications :
- MBA degree holder with 2-4 years of sales experience
Personal Attributes:
- Business acumen
- Networking and relationship building
- Collaboration
- Learning agility
- Analytical thinking
- Result orientation
