Group Head – Manager, Ad Sales, UTV Cluster of channels in The Walt Disney Company 2022 at Mumbai,Maharashtra,India

Website The Walt Disney Company

This Job Listing is about The Walt Disney Company in Mumbai,Maharashtra,India 2022 posted on

About the job


The incumbent will lead a team of Channel Sales Partners responsible for driving revenue on a small to mid-sized channel for part of a Region 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 help team identify new accounts to maximize revenue through sale of commercial time, branded solutions.

Position 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 at all 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
  • Engage in designing and closure of network level deals with direction and guidance from the Cluster Head, in addition to managing the designated set of key strategic accounts

Operational / Process / Technology related KRAs

  • Participate in complex negotiations with clients / agencies under the guidance of the Cluster Head, on the designated set of accounts
  • 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

People Management KRAs

  • 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.


(internal and External)

  • Internal: Customer Analytics, Sales Operations, PRS, Brand Solutions Sales & Delivery
  • External: Brand Managers, Category Managers, Media Planners, Media Buyers


  • Monthly / Quarterly / Annual Revenue
  • Price / yield
  • Client Count (Effective coverage)
  • Accuracy of projections and productivity


  • Minimum Qualification: MBA
  • Total of about 8-10 years of sales experience

Knowledge And Skills

  • Strong business acumen with a deep understanding of product as well as market
  • Strong client relations especially with the various business segments and categories. Should have access to key decision makers at client and agency level
  • Ability to read numbers and take decisions basis data
  • Ability to collaborate with internal as well as external stakeholders and resolve conflicts and escalations as and when they arise
  • Ability to dive the team on in line with the channel + region objectives
  • Ability to develop and adapt client-level strategies in order to maximize revenues as well as market share
  • Ability to drive and achieve sales targets
  • Ability to unlearn and learn to keep pace with the evolving media industry


  • Business acumen
  • Networking and relationship building
  • Collaboration
  • Learning agility
  • Analytical thinking
  • Result orientation

Vacancy Type: 
Full Time 
Job Location:
Application Deadline:

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