Overviewn

nFor a media planning & buying trading business, the Head Media Sales role should be commercially driven—focused on client acquisition, media inventory monetisation, agency/client relationships, negotiations, margins, collections, and revenue growth, rather than only conventional media sales.n

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nDesignation : Head – Media Salesn

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nDepartment: Media Planning & Buying / Media Tradingn

nReports to: Founder / Managing Directorn

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nRole Objective: Own and grow the media trading business by acquiring advertisers and agency accounts, developing media solutions, negotiating competitive buying rates, protecting margins, and ensuring revenue realization across TV, Print, Radio, OOH, Cinema and Digital media.n

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nKey Roles & Responsibilitiesn

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n1. Revenue & Business Growthn

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nOwn monthly, quarterly and annual media sales targets.n

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nDevelop new business across direct clients, advertising agencies and corporate accounts.n

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nBuild a solid pipeline of advertisers with recurring media spends.n

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nIdentify opportunities to increase share of wallet from clients.n

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nDevelop category-wise opportunities across FMCG, BFSI, Auto, Real Estate, Education, Consumer Durables, Retail and other sectors.n

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n2.

Media

Planning & Solution Sellingn

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nUnderstand client briefs, objectives, markets, audiences and budgets.n

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nWork with the planning team to develop integrated media recommendations.n

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nPresent media plans based on reach, frequency, CPRP/CPM/CPT, market priorities and campaign objectives.n

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nSell solutions rather than simply offering media inventory or discounted rates.n

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nIdentify cross-media opportunities across TV, Print, Radio, OOH, Cinema and Digital.n

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n3.

Media

Trading & Commercial Negotiationsn

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nMaintain a clear understanding of market rates and offer rates as per Industry Standard.n

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nStructure client deals while protecting the company's trading margin.n

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nIdentify bulk-buying and strategic inventory opportunities.n

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n4. Margin & Profitability Ownershipn

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nOwn not only topline billing but also gross margin/contribution from media transactions.n

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nMonitor buying cost versus client selling price.n

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nEstablish minimum margin thresholds for different media categories.n

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nPrevent excessive discounting purely to win business.n

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nReview account-level profitability regularly with management.n

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n5. Client & Agency Relationshipsn

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nBuild senior-level relationships with CMOs, Marketing Heads, Brand Heads, Media Heads, procurement teams and agency leadership.n

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nPersonally manage strategic and high-value accounts.n

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nConduct regular client meetings and business reviews.n

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nBecome the escalation point for important commercial and media-related matters.n

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nBuild long-term annual/retainer/media-AOR relationships wherever possible.n

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n6.



Pitching & New Businessn

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nLead media pitches and commercial presentations.n

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nDevelop customised proposals for prospective advertisers.n

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nCoordinate with planning, buying, digital, strategy and creative teams wherever required.n

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nParticipate in RFPs, media pitches and rate negotiations.n

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nConvert campaign-based clients into recurring media accounts.n

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n7. Forecasting & Management Reportingn

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nMaintain a structured sales pipeline and revenue forecast.n

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nTrack leads, proposals, negotiations, closures and repeat business.n

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nProvide weekly/monthly reports covering pipeline, billing, revenue, gross margin, collections and outstanding payments.n

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nAnalyse performance by client, salesperson, media category and business vertical.n

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n8.

Credit

Control & Collectionsn

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nEnsure appropriate client credit terms before releasing campaigns.n

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nCoordinate with Finance for invoicing and collections.n

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nMonitor ageing and outstanding receivables.n

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nFollow up with clients for timely payment.n

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nAvoid exposing the company to excessive credit risk, particularly where media owners require earlier payment.n

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n9. Team Leadershipn

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nBuild and manage the Media Sales/Business Development team.n

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nAllocate accounts, categories and sales territories.n

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nSet individual revenue and margin targets.n

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nConduct pipeline reviews and coach team members on pitches and negotiations.n

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nDevelop a performance-driven sales culture without compromising margins or collections.n

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📌 Head Media Sales & Trading (Mumbai)
🏢 YX MEDIA NETWORK PRIVATE
📍 Mumbai