Head: Sales Radio at The South African Broadcasting Corporation (SABC)

Main purpose of the position

• To grow sustainable SABC revenue and market share through the sale of radio related advertising, sponsorship and associated products, services and solutions across its portfolio of radio stations, inclusive of radio on streaming platforms such as SABC Plus. This will be achieved through leading, in a disciplined, professional and performance-focused manner, a high-performing national Radio sales team with focused responsibility for building commercial relationships and exploiting opportunities to meet client’s Radio-related advertising and sponsorship needs and requirements.          

Key accountabilities

• Develop a comprehensive sales strategy and plan, in alignment with the SABC Strategy & Corporate Plan, to achieve revenue targets and grow market share within the Radio segment of the broadcast media marketplace.
• Evaluate progress on the implementation of the plan and course-correct accordingly should targets not be met.
• Lead and manage a team of sales professionals, in a disciplined, structured and focused manner to achieve and exceed set sales targets within the Radio segment of the broadcast media marketplace.
• Understand the needs, expectations and requirements of clients in the Radio segment in order to develop differentiated solutions based on the SABC’s portfolio of traditional radio stations and digital media assets.
• Collaboratively develop and propose to clients appropriate, relevant and innovative media solutions leveraging a mix of Radio stations and channels (as well as other potential platforms such as Video Entertainment & SABC Plus where relevant) to meet budget requirements, optimize campaign performance and enhance revenue opportunities.
• Work collaboratively with the Creative Solutions Team to ensure that Radio sales team’s proposals and presentations are of high quality, offering insightful solutions and providing measurable outcomes.
• Ensure Salespeople actively use the SABC CRM system and adhere to all sales disciplines and reporting requirements.
• Ensure Radio Sales Team proposals & presentations are of high quality and offer insightful, measurable value & outcomes.
• Provide regular, comprehensive monthly reports on Radio sales progress against set targets, inclusive of a detailed sales pipeline report and performance against key metrics such as calls made, proposals delivered, value of proposals, conversion ratios, salesperson productivity and effectiveness etc
• Collaborate with Sales Intelligence, Creative Solutions, Sales Innovation, and Channel teams to successfully commercialize, and implement new product solutions and offerings.
• Proactively address Client needs and expectations, resolving any challenging issues to ensure mutual satisfaction.
• Engage in trade marketing efforts to maintain and enhance industry relationships, visibility, and ongoing communication.
• Collaborate with Radio stations nationally to leverage local resources to support and deliver on sales / revenue generation opportunities.
• Build a performance-driven, disciplined approach to sales execution, underpinning a client-focused culture aligned to the new Sales Operating Model.
• Engage in effective stakeholder management maintaining transparent, ongoing communication with both internal and external partners.
• Analyse and segment public, commercial, and high-growth markets to better understand client requirements, unlock new revenue opportunities and expand SABC’s share across the Radio segment.
• Actively develop strategies and plans to regain commercial revenue share in line with SABC’s audience numbers and market share.
• Leverage market intelligence, competitor analysis, and audience insights to shape sales strategy, influence advertiser spend, and drive data-led decision-making.
• Collaborate across VE, News, Sports, and Digital to craft integrated, cross-platform solutions that maximise client value.
• Champion innovation by incubating new products through Ad-Venture and Digital Sales streams, with a focus on digital-first strategies and high-yield audience segments.
• Debrief Salespeople on a regular basis to collect relevant market and sales intelligence.
• Gather and make sense of ‘on the ground’ Market & Client intelligence to better understand market dynamics and evolving client needs & expectations
• Provide regular reports on ‘on the ground’ intelligence obtained to inform the work of the Intelligence & Analytics Team.
• Monitor & analyse competitor businesses to identify & exploit new business opportunities & increase market share
• Interpret & use intelligence & research to optimize revenue (eg market trends, lost / dropped business, shifts in competitor strategies or operations).
• Provide input into pricing and rate-card tools and decisions based on market experience and realities
• Drive sustainable, profitable growth via tailored radio-specific media solutions, high-impact sponsorships, and value-rich client offerings.
• Leverage market intelligence and sales analytics to inform pricing, optimize campaign performance and increase revenue.
• Manage radio-related cost of sales and sales commitments with discipline, ensuring profitability, contractual compliance, and accurate monthly reporting.
• Contribute to radio-related revenue forecasting, target setting, and budgeting, ensuring plans are implemented, tracked, and adjusted to meet performance goals.
• Manage all budgets effectively and efficiently.
• Deliver all Radio-related sales and other reports timeously and accurately as required.
• Ensure and assure the data integrity of all sales information provided, including sales call reports
• Ensure that all Radio Sales Team Members’ time in market is optimised and that hybrid working is not abused.
• Establish and enforce robust governance frameworks, Standard Operating Procedures, and internal controls to ensure compliance with legislation and SABC policies.
• Identify, monitor, and mitigate operational and commercial risks, including implementation of the Risk Management Plan and internal audits.
• Ensure accurate, timely reporting across CRM systems and ensure full visibility of performance and budget accountability.
• Track and mitigate actual and potential revenue leakage and enhance audit-readiness across the Radio-sales value chain.
• Address issues raised in internal risk audits proactively, develop mitigation strategies & assist in resolution of audit findings.
• Build and sustain strategic relationships across SABC platforms, agencies, clients, and key industry stakeholders to drive collaboration and revenue growth.
• Represent SABC Radio Sales at industry forums and market-facing events, ensuring strong visibility and influence within the advertising ecosystem.
• Foster mutually beneficial partnerships that unlock commercial opportunities and long-term value for both clients and SABC.
• Champion regional sales effectiveness through collaboration with ROMs and NSMs.
• Enhance SABC’s brand presence and reputation through revenue driven engagements and strengthened commercial relationships with both agencies and clients.
• Recruit, select and contract high-performing Radio sales talent in collaboration with Human Resources.
• Implement structured Radio sales cadences, CRM discipline, and ongoing training to boost productivity, conversion rates, and execution consistency.
• Set clear Radio sales targets and performance expectations and apply effective consequence management to achieve targets.
• Recognise over-achievement and effectively manage the under-performance of members of the Radio Sales Team
• Manage and coach Radio Sales Team members to develop the necessary insights, knowledge and skills required to deliver successfully on expectations.
• Lead, inspire, and develop resilient, accountable Radio sales teams, with clear KPIs, career growth pathways, and recognition frameworks.
• Drive effective performance management in line with organisational standards, ensuring accountability and continuous improvement.
• Champion people development initiatives including succession planning, wellness, talent management, and employment equity.

Qualifications and experience

• NQF7 Degree in Sales, Marketing, Media or Business Management.
• Supplementary Media, Sales and / or other relevant training courses and certificates
• 8–10 years of progressive, successful sales leadership and management, with media sales, especially radio, as a strong advantage.
• Advanced knowledge of CRM systems, media measurement tools, and performance reporting.
• Use market intelligence and sales analytics to drive radio performance, pricing strategies, and audience value delivery.
• Leadership & People management skills inclusive of leading teams and developing effective teamwork.
• Known & respected in the radio advertising industry with established networks and relationships with current and emerging decision makers and adspend influencers.
• Proven leadership in high-volume media sales environments (Radio, digital, sponsorships).
• Deep understanding of segmentation strategies, client acquisition, and key account growth.
• Strong commercial acumen and data fluency—able to interpret insights into actions.
• Influential communicator with established networks in media buying and brand leadership.
• Adept at managing complexity, coaching teams, and navigating organisational change.
• Literate in use of Office suite – Word, PowerPoint & Excel as well as in CRM and other sales software applications.
• Planning & time management.
• Strong sales skills inclusive of the ability to coach and mentor salespeople.

CLOSING DATE : 30TH OCTOBER,2025