Senior Product Manager VE

JOB PURPOSE

• To grow sustainable SABC revenue and market share through the sale of video entertainment related advertising, sponsorship and associated products, services and solutions across its portfolio of linear and digital platforms S1, S2,S3 & SABC Plus. This will be achieved through leading, in a disciplined, professional and performance-focused manner, a high-performing Video Entertainment sponsorship sales team with focused responsibility for building commercial relationships and exploiting opportunities to meet SABC content sponsorship revenue needs and requirements.
• The role requires managing of third-party supplier relationships as well as the portfolio of Product Specialists across S1, S2, S3
• To maximize sales revenue and increase market share growth for SABC Media sales across S1, S2, S3 and drive revenue for commissioned content.
• To Achieve and exceed sales revenue budgets, across the portfolio and / or segment.
• To deliver integrated solutions across the SABC Video Entertainment eco-system through:
• Enhance the sales team's proficiency in delivering integrated sales solutions within the SABC ecosystem.
• Cultivate a sales culture focused on customer centricity and high performance.

MAIN OBJECTIVES KEY PERFORMANCE AREA

JOB OUTPUTS AND RESPONSIBILITIES OF THIS POSITION

KEY PERFORMANCE INDICATOR

INCREASE SALES REVENUE & MARKET SHARE

• Develop a comprehensive sponsorship strategy and plan with the Head of Sales, in alignment with the SABC Strategy & Corporate Plan, to achieve revenue targets and grow market share with video entertainment segment of the broadcast media marketplace.
• Match brands marketing goals with the Video Entertainment program's audience, negotiating terms like cost, placement frequency, and creative control.
• Collaborate with advertisers, media planners, and channel executives to create tailored sponsorship deals that maximize visibility and impact for sponsors while generating revenue for the channel or production.
• Lead and manage a team of sales professionals, in a disciplined, structured and focused manner to achieve and exceed set sales targets within the video entertainment segment of the broadcast media marketplace.
• Understand the needs, expectations and requirements of clients in the Video Entertainment segment to develop differentiated solutions based on the SABC's portfolio of traditional, linear and digital media assets.
• Collaboratively develop and propose to clients appropriate, relevant and innovative media solutions leveraging a mix of Video Entertainment channels and platforms to meet budget requirements, optimize campaign performance and enhance revenue opportunities.
• Work collaboratively with the Creative Solutions Team to ensure that sales team's proposals and presentations are of high quality, offering insightful solutions and providing measurable outcomes.
• Ensure Product Specialists actively use the SABC CRM system and adhere to all sales disciplines and reporting requirements.
• Provide regular, comprehensive monthly reports on Video Entertainment Sponsorship 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 of Product Specialists, 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.
• Build a performance-driven, disciplined approach to sponsorship sales execution, underpinning a client-focused culture aligned to the new Sales Operating Model.
• Understand the needs, expectations and requirements of clients in the Video Entertainment segment to develop differentiated solutions based on the SABC's portfolio of scripted and unscripted content across, linear and digital media assets.

MARKET RESEARCH AND ANALYSES

• Analyse and segment public, commercial, and high-growth markets to better understand client requirements, unlock new revenue opportunities and expand SABC's share across Video Entertainment sponsorship
• Leverage market intelligence, competitor analysis, and audience insights to shape sales strategy, influence advertiser spend, and drive data-led decision-making.
• Collaborate across Radio, 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 strategies that yield high audience segments.

INTELLIGENCE, REVENUE AND COST MANAGEMENT

• 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 the ground' intelligence obtained to inform the work of the Intelligence & Analytics Team.
• Provide input into pricing and packaging of sponsorships and make decisions based on market experience and realities
• Drive sustainable, profitable growth via tailored media solutions, high-impact sponsorships, and value-rich client offerings.
• Leverage market intelligence and sales analytics to inform pricing, optimize campaign performance, and increase audience-driven revenue.
• Manage cost of sales and sponsorship commitments with discipline, ensuring profitability, contractual compliance, and accurate monthly reporting.
• Contribute to revenue forecasting, target setting, and budgeting, ensuring plans are implemented, tracked, and adjusted to meet performance goals.

GOVERNANCE, RISK AND COMPLIANCE

• Deliver all 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 Sales Team Members' time in market is optimised and that hybrid working is not abused.
• Establish and enforce robust governance frameworks, SOPs, 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 VE sales value chain

CUSTOMER AND STAKEHOLDER MANAGEMENT

• Build and sustain strategic relationships across SABC platforms, agencies, clients, and key industry stakeholders to drive collaboration and revenue growth.
• Represent SABC 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 the Corporation.
• Champion regional sales effectiveness through collaboration with ROMs and NSMs.
• Enhance SABC's brand presence and reputation through revenue driven engagements and commercial relationships within in agencies and clients.

LEADERSHIP AND PEOPLE MANAGEMENT

• Recruit, select and contract high-performing sales talent in collaboration with Human Resources.
• Implement structured sales cadences, CRM discipline, and ongoing training to boost productivity, conversion rates, and execution consistency.
• Set clear 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 Sponsorship Sales Team
• Manage