South Sudan: South Sudan: Radio Sales Advisor

PROJECT BACKGROUND:

Eye Media (EM) is a 100% South Sudanese nonprofit media development organization (NGO) incorporated in 2012. EM manages Eye Radio, a Juba-based FM station with national expansion plans underway in 2015 via the installation of repeater transmitters in state capitals. Started in 2003 as Sudan Radio Service (SRS) with funding from USAID, Eye Radio is South Sudan ’ s first independent broadcaster. In 2010, Eye Radio 98.6 FM went on air in Juba and now broadcasts seven days a week, 24 hours a day in English and Simple Arabic providing detailed, objective news and information, programs related to education, health, agriculture and other important issues, music, sports and entertainment.

In 2015, Eye Radio began national broadcast expansion in state capitals through the installation of repeater transmitters on mobile phone tower sites through a strategic public-private partnership with Zain. At the moment Eye Radio is heard in the following state capitals of Torit, Wau, Aweil and Yambio, in addition to Juba. Planned for FY 2016, we will expand our coverage to Kuajok, Bor, Rumbek, Malakal and Bentiu to complete national rollout across the states of South Sudan.

Eye Media receives funding through a multi-year Internews subgrant under the USAID cooperative agreement i-STREAM (FY 2013-FY 2018). The objective of the program is to strengthen a free and independent media in South Sudan, with an emphasis on building professionalism, production capacities, freer and open environment and self-sustainability of the media sector.

Supporting a transition to local ownership, an international team of expert advisors (the Internews EM Support Department) works side-by-side with Eye Media national staff, providing EM support to build its editorial, programming, management and administration, sales and marketing capacities, and organizational and financial sustainability.

EM is committed to a full service model – to inform, educate and entertain - blending a public service broadcasting mission with a commercial sound and line-up to attract more listeners and advertisers, and ensure both achievement of its mission and its sustainability.

Eye Radio’s Commercial division is made up of a traditional Sales unit, responsible for selling airtime, S&P and radio sales solutions to commercial clients, alongside Eye Productions (EP), an internal production house. EP makes funded editorial content, usually in partnership with NGOs, which also contributes to commercial revenue.

i-STREAM also funds a number of community radio stations, collectively known as The Radio Community (TRC), whose HQ is next door to Eye Radio in Juba.

GENERAL FUNCTION:

This position is embedded within the Eye Media Commercial/Sales team to train, mentor and advise them in the development of Eye Media’s national-scale advertising sales and marketing functions, with responsibility to build a fully functioning South Sudanese team that will excel at business growth and driving advertising revenues.

The role primarily supports Eye Media, but will likely also provide expertise support to The Radio Community (TRC) using a similar embedded training, coaching and advisory model. Eye Media and TRC are currently funded by USAID, but are transitioning to local ownership and a revenue-based model. The advisor will support the local partner/s in commercializing their revenue base, while maintaining the community and public sector mandate of these vibrant and popular stations.

S/he will work within the framework of Internews core values, the capacity building approach of the Internews EM Support team, and in support of the EM mission, organizational priorities and work plan. S/he will act as a professional mentor/coach and technical counterpart to build the capacity and professional development of the EM team while modeling the highest standards of professional and ethical conduct, and organizational best practices. This position reports to the Internews EM Support Dept Head.

SPECIFIC DUTIES AND RESPONSIBILITIES:

• Act as a professional mentor/coach and technical counterpart to build capacity and professional development of the EM Commercial/Sales team. The position’s primary mentees will be the EM Sales Manager, as well as the Sales Reps. Also help coach and advise the EM Business Manager, Eye Radio Programming Manager, Eye Productions Manager on commercial matters.
• Building on progress and learnings to date, and the advisor’s assessment, design advisor proposed work plan, including recommended approach, priorities and timeline, under the guidance of the Internews EM Support Dept Head, and with inputs from counterpart management in EM.
• Develop EM individual staff development/training plans for counterparts in collaboration with the EM division head and HR Officer.
• Support monitoring and evaluation (M&E) requirements with project updates, success stories, training/mentoring reports, assessments and/or other reporting as assigned.
• Provide on-going on-the-job mentoring on skills every day as staff performs their work.
• Organize and conduct formal training for current and newly recruited staff to understand sales and marketing, and to become effective and dynamic team members.

At all times, the advisor will work to build the capacity of the Eye Media South Sudanese team to:

• Build its commercial activities and team, using best practice from the top radio stations in Africa and elsewhere.
• Be accountable and proactive for delivering budgeted revenue goals. To set immediate and long-range sales objectives to maximize commercial revenue growth balanced with Eye Media nonprofit and public broadcasting mission objectives. To prepare budgets, weekly revenue projections and variance analysis based on guidance from and in coordination with the Business Admin division.
• Create and/or modify current business plans and implement plans for sustainable growth.
• Ensure that governmental, regulatory and local rules and laws are followed.
• Keep clients happy and generates new business leads that quickly convert into sales.
• Establish a comprehensive system of integrated files, templates and databases, for managing accounts, client communications billings and collections.
• Set rates and maintains inventory controls sufficient to reach or exceed revenue goals.
• Manage accounts and client communications over distance under extreme conditions
• Prepare and submit proposals, contracts, broadcast orders, remote orders and other communications essential to the effective operation of the department.
• Interact with other divisions as required, to ensure the accurate and timely placement of advertising spots and client campaigns.
• Keep informed of trends in the radio industry as well as technological developments.
• Serve as visible management and maintains a high level of public relations in the community at large.
• Implement and analyze ratings research.
• Direct the creation, proofing and assembly of sales marketing materials.
• Represent the station to listeners and clients at promotional events and business meetings.

QUALIFICATIONS:

• Minimum 10 years of experience in sales, marketing and/or advertising.
• Minimum 5 years of experience in broadcast radio station management.
• Comparative knowledge and experience in the East Africa and African broadcast radio market.
• Strong interpersonal skills and motivational abilities, experience managing teams
• Works with minimal direction under remote supervision
• Sales, ratings, and revenue-focused, aware of the needs to tailor promotions and commercial/sales activities for nonprofit media development organization with a public service broadcasting mission and commercial mindset/station sound.
• Excellent presentation and public speaking skills.
• Uses creative approaches to engage advertisers and audiences to drive revenue growth.
• Adept at business and accounting math and skilled with Word, PowerPoint and Excel.
• Experience in mentoring, coaching and advising teams and staff – some with no or limited experience in developing radio commercial sales activities in underdeveloped markets.
• Experience or proven ability to develop practical, experiential, participatory training.
• Strong communication and diplomatic skills.
• Ability to manage multiple priorities and projects while working as part of a team.
• Sensitivity to cross-cultural dynamics in the work place.
• Must be self-reliant, resourceful, good problem-solver, good humored, and flexible.
• Understanding of and demonstrated commitment to upholding Internews ’ core values.
• A patient and good listener, who motivates, understands and adapts to the needs of mentored staff from diverse backgrounds and expertise.
• Fluency in English (plus a working knowledge of Arabic is desirable).

This position is based in Juba, South Sudan. Due to the current security context in South Sudan, international staff are housed in a residential compound with other international organizations (individual units, room and board provided). Transportation is also provided to/from work. Medical clearance is required and a security briefing will be provided prior to arrival in country.

To apply, please visit:
https://chm.tbe.taleo.net/chm04/ats/careers/requisition.jsp?org=INTERNEWS&cws=1&rid=502&org=INTERNEWS