Guru Outdoors
Website:
guruoutdoors.in
Job details:
Position: Regional Sales Manager (RSM)
Experience: 12–16 Years
Industry: OOH/DOOH Industry Experience Mandatory
Location: Mumbai / Maharashtra
Budget : 16-20 Lacs
Job Purpose
We are looking for a highly experienced Regional Sales Manager with 12–16 years of experience to lead regional sales growth, build strong client and agency relationships, drive revenue, and manage a high-performing sales team.
The ideal candidate should have strong exposure to OOH/Outdoor Advertising, media sales, corporate sales, agency business, key account management and regional revenue ownership. The candidate will be responsible not only for achieving sales targets but also for building a sustainable regional business pipeline and expanding the company’s market presence.
Key Responsibilities
1. Regional Sales & Revenue Ownership
- Own the overall sales and revenue targets for the assigned region.
- Develop and execute regional sales strategies aligned with company objectives.
- Drive new business acquisition as well as revenue growth from existing clients.
- Identify high-potential markets, sectors, clients and business opportunities.
- Ensure consistent achievement of monthly, quarterly and annual targets.
- Monitor regional sales performance and take corrective actions wherever required.
2. Client & Agency Management
- Build and maintain strong relationships with major advertisers, brands, media agencies and corporate clients.
- Develop relationships with senior decision-makers and CXO-level stakeholders.
- Drive repeat business and increase client wallet share.
- Understand client marketing requirements and propose relevant advertising solutions.
- Handle key accounts and strategically important clients personally.
3. OOH / Media Sales
- Drive sales across the company's OOH/media inventory and solutions.
- Understand client requirements and translate them into commercially viable media proposals.
- Work closely with internal teams on campaign planning, inventory availability and execution feasibility.
- Identify opportunities for premium inventory, large-format campaigns, special activations and integrated solutions.
- Keep track of competitor activity, market pricing and emerging advertising opportunities.
4. Business Development
- Develop a strong regional sales pipeline through new client acquisition.
- Identify untapped industries and potential customer segments.
- Generate leads through direct sales, agency relationships, references, networking and market intelligence.
- Develop long-term business opportunities rather than focusing only on transactional sales.
- Explore strategic partnerships and large-scale business opportunities.
5. Team Leadership & Management
- Lead, mentor and develop the regional sales team.
- Set individual and team targets and monitor performance.
- Conduct regular pipeline and performance reviews.
- Improve sales productivity, conversion rates and customer acquisition.
- Coach team members on negotiation, presentations, relationship management and closing.
- Build a strong performance-driven sales culture.
6. Sales Pipeline & Forecasting
- Maintain a healthy and accurate sales pipeline.
- Review opportunities based on probability, value and expected closure date.
- Provide accurate sales forecasts to management.
- Track lead-to-conversion ratios, sales cycles and lost business.
- Ensure CRM and sales MIS are updated regularly.
7. Commercial & Negotiation Ownership
- Lead commercial negotiations with clients and agencies.
- Ensure pricing and discounts are aligned with company commercial policies.
- Protect revenue and margins while closing business.
- Coordinate with Accounts/Finance for credit terms, collections and outstanding payments.
- Escalate commercial risks and major deviations to management.
8. Cross-Functional Coordination
Work closely with:
- Operations
- Campaign Execution
- Finance & Accounts
- Marketing
- Creative
- Procurement
- City/Regional Operations teams
Ensure commitments made to clients are commercially and operationally achievable.
9. Market Intelligence
- Track competitor pricing, inventory, new launches and market movements.
- Monitor advertising trends and changing client requirements.
- Identify new opportunities in emerging categories and markets.
- Share actionable market insights with senior management.
10. Collections & Revenue Quality
- Ensure timely collection of outstanding payments from clients.
- Monitor credit exposure and payment risks.
- Coordinate with Accounts for ageing and collection follow-ups.
- Ensure sales growth is supported by healthy cash-flow realization.
Candidate Profile
Educational Qualification
- Bachelor's degree in Business Administration, Marketing, Sales, Advertising, Media or a related field.
- MBA/PGDM in Marketing/Sales will be an advantage.
Experience
- 12–16 years of overall sales/business development experience.
- Strong experience in OOH, DOOH Outdoor Advertising, Media, Advertising, BTL is mandatory.
- Proven experience managing regional revenue and large client portfolios.
- Experience managing and developing sales teams is mandatory.
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