Role Summary
- Drive advertising revenues for Indigo 91.9 FM across FCT (spot), non-FCT/branded content and event activations.
- Use a consultative sales approach to acquire new clients and grow existing accounts.
- Collaborate with Programming, Creative, and Traffic teams for campaign delivery.
Key Responsibilities
Sales & Revenue
- Achieve and exceed monthly/quarterly sales targets.
- Build and manage a strong sales pipeline with accurate CRM forecasts.
- Prospect and acquire new clients through networking, outreach, and market mapping.
- Increase revenue from existing accounts via upselling, cross-selling, and multi-city deals.
Client Solutions & Pitching
- Conduct client discovery meetings to identify brand objectives and budgets.
- Develop integrated solutions (RJ mentions, sponsorships, contests, activations, digital add-ons).
- Prepare persuasive proposals, rate cards, and case-study backed presentations.
- Negotiate with senior stakeholders and close deals within timelines.
Campaign Execution & Reporting
- Coordinate campaign readiness (scripts, creatives, scheduling) with internal teams.
- Monitor campaign delivery and troubleshoot discrepancies.
- Share post-campaign reports with recordings, results, and insights.
Market Intelligence & Process
- Track competitor activity, pricing, and category trends.
- Maintain CRM hygiene, MIS updates, and timely collections.
- Follow discount guardrails and pricing policies.
Collaboration
- Work closely with Programming, RJs, and Creative teams.
- Build relationships with media agencies for Eg (GroupM, Madison, Dentsu, Publicis, Havas).
- Engage with direct clients across Auto, DAVP, Retail, Real Estate, BFSI, Education, Lifestyle, Hospitality, and E-commerce.
Qualifications (Must-have)
- 6-8 years of media sales experience (Radio preferred; Agencies, Digital, or TV also acceptable).
- Proven track record of achieving/exceeding sales targets.
- Strong consultative selling, proposal writing, and negotiation skills.
- Familiarity with CRM tools (Salesforce/Zoho) and MS Office (PowerPoint/Excel).
- Strong communication skills in English and Hindi.
- Strong stakeholder management, negotiation, and business planning skills.
Good-to-have
- Existing network in Mumbai advertisers and agencies.
- Experience with integrated campaigns (on-air + on ground + digital).
- Experience leading teams across multiple markets.
KPIs
- Revenue vs. target achieved.
- Number of new client acquisitions.
- Repeat and upsell revenue growth.
- Proposal-to-conversion ratio.
- Forecast accuracy and pipeline coverage.
- Client satisfaction and on-time collections.
