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SOUTH AFRICAN BROADCASTING CORPORATION (SABC)
SALES ACCOUNT EXECUTIVE VIDEO ENTERTAINMENT X 6 (13061)
CLOSING DATE : 25 JUNE 2026
JOB INFORMATION SUMMARY
JOB PROFILE
Job Title:
Sales Account Executive Video Entertainment X 6
Division:
Sales
Department:
Video Entertainment
Busniess Unit:
Sales
Scale code:
402
SAP Position ID:
60023975
60023976
60023977
60023978
60023980
60024027
Position Reports to:
National Sales Manager VE Agency & BD
Location
Provincial / National Office (Gauteng)
Job Family
PURPOSE OF THE POSITION
The core function of this role is to sell integrated solutions within the SABC eco-system. The role primarily consists of managing and overseeing a portfolio of advertiser’s accounts and agencies. Accountability includes but not limited to being a liaison for clients and ensuring customer satisfaction by proactively addressing clients’ needs and facilitating the entire sale process. The role also entails growing new client bases and contributing to an increase in current sales levels to ensure achievement of revenue targets.
MAIN OBJECTIVES (KEY PERFORMANCE AREA)
JOB OUTPUTS AND RESPONSIBILITIES OF THIS POSITION
KEY PERFORMANCE INDICATOR
WEIGHT
MAXIMIZE REVENUE POTENTIAL ACROSS ALL PLATFORMS
- Portfolio and Deal Management: Oversee a portfolio of MEDIUM VALUE AGENCY accounts, including deal negotiation, commitment tracking, volume discount management, fiscal spend growth, performance reviews, and reconciliations
- Lead negotiations for new business IN BOTH ALLOCATED AGENCY AND SMALL-TO-MEDIUM DIRECT CLIENTS.
- Handle operations across multiple agencies and direct clients to ensure revenue targets are met.
- Develop tailor-made sales opportunities and deals.
- Track and Manage Commitments and manage deals
- Prepare and negotiate all sales deals including renewals and renegotiations within the parameters of the governance prescripts.
- Offer a 360-degree solution across all platforms to address client’s needs.
- Package and sell sponsorable programmes on respective platforms.
- Develop innovative sponsorship opportunities.
- Educate client on all organisational platforms on a regular basis.
30%
MARKET RESEARCH AND ANALYSIS
- Facilitate and understand analysis of competitive market in order to identify revenue opportunities.
- Conduct need analyses of all client’s in portfolio in order to understand needs, identify opportunities.
- Action a client brief and produce relevant media solutions not limited to a specific platform.
- Source and evaluate lost /dropped business to determine reasons in order to re-establish business.
20%
ACCOUNT MANAGEMENT
- Facilitate and understand information to ensure thorough knowledge of own platforms.
- Liaise with Product Managers regarding potential sponsorships opportunities within programmes.
- Accurate and consistent usage of all sales management systems e.g. CRM & SAP to manage the sales processes end to end.
- Compile the quarterly reviews and negotiation documentation, on client history in preparation for reviews or negotiations.
- Planning and Optimisation for clients upon request on available industry related planning and buying tools.
- Provide feedback to Senior Management & Client monthly with regards to tracking of commitments.
35%
STAKEHOLDER MANAGEMENT
- Update clients through proposals and presentations regarding opportunities.
- Follow up on all correspondence from clients and adherence to deadlines.
- Compile all Submissions and Term Sheets within respective portfolios as well as manage the long form contract process.
- Update electronic contracts register/commitment book monthly.
- Sound administration as well as weekly and monthly status reporting.
- Conduct a minimum number of client visits as agreed with respective line Manager.
- Develop and maintain effective working relationships with internal and external clients.
- Maintain after sales service by following up to ensure client satisfaction and future business within an agreed time frame directed by senior management.
- Prepare the Deal Evaluation, business case and secure approval.
15%
TOTAL PERCENTAGE
100%
FORMAL QUALIFICATIONS:
- A relevant tertiary qualification (degree or diploma) at NQF Level 6 or above; and/or
- dditional accredited courses or certifications in Media, Digital Marketing, Sales, or other related fields at a minimum of NQF Level 5.
EXPERIENCE:
- Minimum of 3 years’ relevant front-line sales specialist / sales management / account management experience within the Media | Marketing | Advertising environment, for NQF Level 6+ qualifications.
- Minimum of 5 years’ relevant front-line sales specialist / sales management / account management experience within the Media | Marketing | Advertising environment, for NQF Level 5 qualification.
KNOWLEDGE AND SKILLS
- Knowledge and experience in integrated / digital sales solutions would be advantageous.
- Understanding of broadcasting policies
- Understanding of the organisational brands
- Knowledge of industry systems
- Problem solving
- Conflict Management
- Planning and organisation
- Work under pressure and multi-task
- Computer skills – MS Word, Excel, PowerPoint, Internet, Outlook
- Excellent administrative skills
- Conceptualization skills
- Negotiation skills
- Presentation skills
- Excellent time management skills
- Good interpersonal skills
ATTRIBUTES
- Exceptional communication skills
- High energy levels
- Strong initiative and drive (positive and self-motivated)
- Willingness to take calculated risks.
- Adaptable/multi-task
- Strategic in thinking and outlook
- Resilient
- Exercises sound judgement - particularly under pressure
- Unwavering in the pursuit of goals - but is aware of risks, monitors progress and is not afraid to change course when needed.
- Approachable and accessible
- Successful at building and maintaining relationships, internally and externally.
- Commitment to support and execute overarching business strategy.
- Innovative and proactive
- Responsible and reliable
- Team Player
AD OPERATIONS EXECUTIVE (13059)
JOB INFORMATION SUMMARY
CLOSING DATE: 25 JUNE 2026
JOB PROFILE
Job Title:
Ad Operations Executive
Division:
Sales
Department:
Digital Sales
Business Unit:
Sales
Scale code/ Grade:
404 (Peromnes 11,Paterson C1)
SAP Position ID:
Position Reports to:
Head Of Digital Sales
Location:
Head Office
Job Family:
JOB PURPOSE
The Ad Operations Executive is responsible for the flawless execution, monitoring, and optimisation of all digital advertising campaigns across SABC-owned and operated platforms — including SABC+, News, Sport, Radio, and Video Entertainment — as well as campaigns delivered through external sales partners (MediaMark, MediaNorth, and Arise/365 Digital) and programmatic supply partners (Castoola, Magnite, Adform, etc.).
The role ensures campaign delivery accuracy, platform compliance, and revenue assurance across both direct and programmatic channels. It combines trafficking, quality assurance, yield monitoring, and troubleshooting to safeguard revenue integrity and optimise performance across all sales streams.
MAIN OBJECTIVES (KEY PERFORMANCE AREA)
JOB OUTPUTS AND RESPONSIBILITIES OF THIS POSITION
KEY PERFORMANCE INDICATOR
WEIGHTS
CAMPAIGN TRAFFICKING & DELIVERY
- Execute and QA all digital campaigns in Castoola and other ad servers (including partner servers).
- Validate creatives, tags, click-through URLs, and placements before launch.
- Monitor pacing, impressions, and delivery to ensure campaigns deliver booked revenue.
- Troubleshoot trafficking, tag, or serving issues in collaboration with internal teams and external partners.
- Support trafficking for campaigns sold through MediaMark, MediaNorth, and Arise/365.
30%
PROGRAMMATIC SUPPORT & OPTIMISATION
- Support programmatic deal setups (e.g., PMP, open exchange) in collaboration with agencies and trading desks.
- Monitor programmatic campaigns sold via SSPs such as Magnite, Adform, and Castoola, ensuring correct setup and pacing.
- Assist with inventory forecasting and yield optimisation across SABC digital properties.
- Apply data insights to improve campaign efficiency across CPM, CTR, and ROI metrics.
- Stay up to date with industry ad tech trends, new formats, and partner capabilities.
- Optimise floor prices, fill rates, and viewability metrics to maximise yield across SABC inventory.
- Analyse revenue performance across direct, partner, and programmatic channels to identify optimisation opportunities.
25%
GOVERNANCE, REPORTING & COMPLIANCE
- Ensure all campaigns comply with SABC policies, PFMA, and brand-safety standards.
- Reconcile campaign delivery data with SAP bookings and partner reports.
- Consolidate reporting across Castoola, Magnite, Adform, and partner systems for unified dashboards.
- Identify and flag under-delivery or discrepancies early and coordinate recovery actions.
20%
PARTNER & STAKEHOLDER COLLABORATION
- Serve as operational liaison for external partners — MediaMark, MediaNorth, Arise/365 Digital — ensuring alignment on trafficking, QA, and reporting standards.
- Coordinate daily with SSP account managers (Magnite, Adform, Castoola) for issue resolution and performance tracking.
- Share performance insights with partners and sales teams to improve delivery consistency.
- Support onboarding and training of partner teams on SABC’s trafficking and reporting workflows.
15%
KNOWLEDGE SHARING & CONTINUOUS IMPROVEMENT
- Stay updated on ad tech trends, emerging programmatic formats, and yield optimisation strategies.
- Document best practices and assist in developing internal Ad Ops SOPs.
- Participate in training sessions and cross-departmental learning to build capability within Sales and Ad Ops teams.
10%
TOTAL PERCENTAGE
100%
INHERENT REQUIREMENT
FORMAL QUALIFICATIONS:
- NQF 6-7 degree/diploma in Marketing, Media, Digital Business, or equivalent.
- Short courses in Digital Advertising, Programmatic, OTT/CTV, or AdTech preferred
EXPERIENCE:
- 1-3 years in digital ad operations or campaign management, preferably in a broadcaster, publisher or ad tech environment
- Hands-on experience with ad servers (Castoola, Google Ad Manager, Freewheel, Xandr) and SSPs (Magnite, Adform, etc.).
- Familiarity with DSPs (DV360, The Trade Desk) and PMP/programmatic guaranteed workflows.
- Proven experience in troubleshooting, trafficking, and reporting across multiple systems.
- Exposure to working with external media sales partners or third-party vendors.
KNOWLEDGE:
- Solid understanding of ad trafficking, tagging, creative QA, and reporting processes.
- Knowledge of programmatic ecosystems (SSP/DSP, PMP, and Open Exchange).
- Strong analytical skills and proficiency in campaign performance metrics (CPM, CTR, VTR, Fill Rate).
- Ability to consolidate data from multiple ad tech platforms for actionable insights.
- High attention to detail, accuracy, and adherence to compliance standards.
- Excellent communication and collaboration skills across internal teams and partner organisations.
- Comfortable working in a fast-paced, multi-platform broadcast environment.
SALES ASSISTANT VIDEO ENTERTAINMENT (13128)
CLOSING DATE: 23 JUNE 2026
- JOB INFORMATION SUMMARY
JOB PROFILE
Job Title:
Sales Assistant Video Entertainment
Division:
Sales
Department:
Video Entertainment Sales
Busniess Unit:
Sales
Scale code:
405 (Peromnes 10, Paterson C2)
SAP Position ID:
TBC
Position Reports to:
National Sales Manager VE Agency and Business Development
Location
Provincial and National Office
Job Family
PURPOSE OF THE POSITION
To provide a support service to the Sales Segment function by working closely with the National Sales Manager (and where relevant Regional Sales Managers), Key Account Executives and Account Executives Sales in order to assist with the maximization of revenue.
- MAIN OBJECTIVES (KEY PERFORMANCE AREA)
JOB OUTPUTS AND RESPONSIBILITIES OF THIS POSITION
KEY PERFORMANCE INDICATOR
WEIGHT
OFFICE COORDINATOR
- Building and maintaining a network internally and externally to ensure prompt and efficient delivery.
- Answer telephone calls and assist customers.
- Direct sales leads to appropriate member of sales team.
- Liaise with clients – deal with client enquiries, purchase orders, SBD / Vendor forms.
- Respond to emails and other forms of correspondence.
- Follow-up on material and fighting instructions
- Promote and sell products and services.
- Explain promotional offers.
- Liaise with all internal stakeholders/departments for sales and after sales.
- Assist with Trade Marketing Initiatives when applicable.
- Update and maintain client database.
- Accurate storage and quick retrieval of information and documentation.
- Ensure all client information is correct in conjunction with the VE Sales Team.
- SAP Purchase Requisitions and Service Entry Sheets.
- Travel arrangements on SAP for all staff (Flights, accommodation, car hire)
- Ordering of stationery for the whole department via SAP.
- Handle all queries and complaints from clients and escalate.
- Answer questions about platforms and services rendered.
- Obtain and listen to audio/visuals and send to Sales Teams across all Provinces allocated to VE Sales.
- Collect data from various key internal business stakeholders and complete quarterly sales meeting data templates and presentations.
- Track sales expenses.
- Retrieve figures for sales reports input.
- Retrieval of daily and weekly tracking of bookings (Internal Sales Role).
- Management of Department’s budget i.e. moving of funds for travel, stationery and
- Refreshments.
- Liaise with procurement.
- Manage teams’ diaries.
40%
ADMINISTRATION
- Prepare deals management documentation and obtain required signatures i.e. term sheets, Signiflow loading
- Arrange and organize meetings, workshops, events, conferences etc.
- Pre-plan quarterly reviews appointments both internal and external.
- Minutes taking and distribution weekly staff meetings.
- Filing, Scanning & E-mail.
- Facilitate and understand information to ensure thorough knowledge of the agency business and platforms.
- Liaise with the agency team regarding all work around commitments and tracking of various clients.
- Accurate and consistent usage of all sales management systems e.g. CRM & SAP to manage the sales processes end to end.
- Work with the compilation the National Sales Manager on the quarterly reviews and negotiation documentation, on client history in preparation for reviews or negotiations.
- Provide feedback to Senior Management & Client monthly with regards to tracking of commitments.
30%
STAKEHOLDER MANAGEMENT
- Follow up on all correspondence from clients and adherence to deadlines.
- Compile all Submissions and Term Sheets within respective portfolios as well as manage the long form contract process.
- Update electronic contracts register/commitment book monthly.
- Sound administration as well as weekly and monthly status reporting.
- Conduct a minimum number of client visits as agreed with respective line Manager.
- Develop and maintain effective working relationships with internal and external clients.
- Maintain after sales service by following up to ensure client satisfaction and future business within an agreed time frame directed by senior management.
- Prepare the Deal Evaluation, business case and secure approval.
30%
TOTAL PERCENTAGE
100%
- INHERENT REQUIREMENTS
FORMAL QUALIFICATIONS:
- A relevant higher education qualification (Higher Certificate or National Certificate) at NQF Level 6 or above; and/or
- Additional accredited courses or certifications in Media, Digital Marketing, Sales, or other related fields at a minimum of NQF Level 6.
EXPERIENCE:
- 2-4 number of years of sales/ sales experience, (media sales environment advantageous).
KNOWLEDGE AND SKILLS
- Computer literacy (Ms Office)
- Demonstrate understanding of governance prescripts. (if internal)
- Demonstrate communication skills (verbal and written)
- Passion for broadcasting and media
- Customer Service orientated
- Establish and maintain relationships
- Quality orientated with attention to detail
- Problem solving ability
- Proactive and action-orientated
- Numerate
- Demonstrate planning and organizing skills
- Ability to work under pressure and to multi-task
- Listening skills
ATTRIBUTES
- Exceptional communication skills
- High energy levels
- Strong initiative and drive (positive and self-motivated)
- Willingness to take calculated risks.
- Adaptable/multi-task
- Strategic in thinking and outlook
- Resilient
- Exercises sound judgement - particularly under pressure
- Unwavering in the pursuit of goals - but is aware of risks, monitors progress and is not afraid to change course when needed.
- Approachable and accessible
- Successful at building and maintaining relationships, internally and externally.
- Commitment to support and execute overarching business strategy.
- Innovative and proactive
- Responsible and reliable
- Team Player
REGIONAL SALES MANAGER: PUBLIC SECTOR & BUSINESS DEVELOPMENT KZN (13077)
CLOSING DATE: 23 June 2026
- JOB INFORMATION SUMMARY
JOB PROFILE
Job Title:
Regional Sales Manager: KZN
Division:
Sales
Department:
Sales
Segements:
Business Development, Public Sector & Agency Sales: KZN
Scale code/ Grade:
130 ( Peromnes 7, Paterson D1)
SAP Position ID:
Position Reports to:
Head of Sales Public sector and Regions
Location:
KZN– Durban
Job Family:
JOB PURPOSE
The Regional Manager is responsible for leading the regional sales team in driving revenue growth for the Business Development and Public sector segments. This role oversees the development and execution of integrated advertising solutions across SABC’s radio, television, and digital platforms. This leadership role focuses on strategic sales planning, team management, client relationship building, and revenue optimization in a competitive media landscape, leveraging data-driven insights to connect brands with diverse audiences. This role requires a deep understanding of the regional media, business development and public sector landscapes, strong commercial acumen, and the ability to drive results in a competitive and evolving environment.
Key responsibilities
- To Manage a portfolio of salespeople allocated to – direct public sector clients/departments and agencies servicing the public sector clients as well as business development clients in regions
- To maximize the regional sales revenue and increase market share growth for SABC Media sales for VE,Radio and Digital) within the region
- To Achieve and exceed sales revenue budgets, across the the business development and publci sector segments
- To deliver integrated solutions across the SABC media eco-system
- 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.
- HIERARCHICAL POSITION AS PER APPROVED ORGANIZATIONAL STRUCTURE
- MAIN OBJECTIVES (KEY PERFORMANCE AREA)
JOB OUTPUTS AND RESPONSIBILITIES OF THIS POSITION
KEY PERFORMANCE INDICATOR
WEIGHT
DEVELOP AND IMPLEMENT BUSINESS UNITS SALES STRATEGY
- Sales Generation and Revenue Achievement: Drive sales of Public sector, Business Development & Agency sales , including classic airtime, sponsorships, and digital opportunities, to achieve assigned budgets across categories to meet targets for Above-the-Line (ATL), General Entertainment, Sport, and non-linear platforms (VoD, OTT, digital); identify client needs, patterns, and opportunities to secure new business and regain lost accounts.
- Portfolio and Deal Management: Oversee a portfolio of key accounts, including deal negotiation, commitment tracking, volume discount management, fiscal spend growth, performance reviews, and reconciliations; lead negotiations for new business and handle operations across multiple Public sector, Business development & Agency clients to ensure revenue targets are met.
- This position is regionally based
- Initiate and participate in sales pricing and tactical pricing initiatives.
- Develop and monitor operational sales strategies in conjunction with radio, VE and digital sales colleagues to achieve revenue targets
- Manage the portfolio end-to-end, taking full accountability for revenue performance (collectively with regional sales managers, sales team, and individually), as well as sales behaviour and output deliverables.
- Implement sales strategies at both strategic and tactical levels to ensure targets are achieved and exceeded.
- Drive integrated sales and trade marketing solutions within Sales and across the business.
- Foster a culture of high performance, customer focus, and people centricity.
- Work collaboratively with the Creative Solutions Team to ensure that Public sector, Agency sales & regional business development 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.
- Offer clients specialized media solutions through various opportunities designed to deliver maximum campaign results by integrating multiple channels and unlocking additional revenue.
- Act as an active and highly effective networker with strong relationships with stakeholders in the region
- Ensure quality control of the team’s proposals and presentations by incorporating insights and measurability.
- Collaborate closely with Sales Intelligence, Creative, Product, and Channel teams to develop, commercialize, and implement new packages for commercialization.
- Manage, motivate, and drive the team to achieve and exceed revenue targets.
- Take proactive actions to meet customer needs and concerns by responding positively and resolving problems.
- Ensure sales teams are proficient in integrated sales solutions across the SABC ecosystem.
- Participate in sales pricing and tactical pricing initiatives.
- Develop and manage sales strategies in collaboration with relevant stakeholders.
- Continuously measure sales plans to ensure iterative execution, consistent reporting, and address sales behaviour as necessary.
- Focus on stakeholder management by ensuring high visibility with internal and external stakeholders and maintaining cross-functional communication with other divisions
MARKET RESEARCH AND ANALYSES
- Manage, monitor and analyse public sector segments, e.g. provincial, local municipalities, Business Development & Agency business within the region to exploit opportunities and increase SABC’s market share.
- Leverage market intelligence, competitor analysis, and audience insights to shape sales strategy, influence advertiser spend, and drive data-led decision-making.
- Actively participate in new data / insights / research requitements and utilise research results, in order to optimise revenue.
- Collaborate across Radio, VE, News, Sports, and Digital to craft integrated, cross-platform opportunities that maximise client value.
- Ensure constant update and maintenance of client’s database.
- Monitor and analyse competitor business to identify and exploit new business opportunities and increase market share Interpret and utilize research results in order to optimise revenue (e.g. market trends, lost/dropped business by agency/ client, etc.)
REVENUE AND COST MANAGEMENT
- Ensure maximum revenue income is realised from the allocated portfolio of agencies and clients in the region
- Ensure the cost of sales is managed consistently to ensure profitable revenue growth.
- Increase revenue market share of the region
- Ensure all sales deals, commitments and any other contractual agreements with clients / third parties are managed and reported on monthly basis
- Ensure contribution to target setting, budget preparation and sales plans are timeously implemented and measured on a quarterly basis
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 within the region sales team
CUSTOMER AND
STAKEHOLDER MANAGEMENT
- Build and sustain strategic relationships across SABC internal stakeholders and external 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
- Provide infield and formal training and succession planning for all / any direct reports and specified others.
- Manage, motivate, and develop the sales and sales support teams who work directly / collaboratively under your leadership.
- Effective implementation of a Performance Management System in accordance with organizational policy and procedures.
- Oversee the implementation of organizational development initiative i.e. Wellness, Employment Equity, Career Progression, Talent Management, and Human Capital Planning etc.
TOTAL PERCENTAGE
100%
- INHERENT REQUIREMENT
FORMAL QUALIFICATIONS:
- A relevant tertiary qualification (degree or diploma) at NQF Level 6 or above; and/or
- Additional accredited courses or certifications in Media, Digital Marketing, Sponsorship Sales, or other related fields at a minimum of NQF Level 5.
EXPERIENCE:
- Minimum of 5-8 years’ relevant front-line sales specialist / sales management / account management experience within the Media | Marketing | Advertising environment, for NQF Level 6+ qualifications.
- Minimum of 6 years’ relevant front-line sponsorship sales specialist / sponsorship management / brand management experience within the Media | Marketing | Advertising environment, for NQF Level 5 qualification
KNOWLEDGE:
- Proven track record in high-volume media sales environments (Radio.TV, digital, sponsorships).
- Deep understanding of segmentation strategies, client acquisition, and key account growth.
- Commercial acumen and data fluency—able to interpret insights into actions.
Knowledge and experience in Sales Strategies that combine:
Presentation skills: Proven track record in presenting end-to-end media solutions
- Negotiation Skills: Proven track record in negotiating terms for the benefit of both the client and the organisation
- Proven track record in implementation of:
Strategic Sales Implementation
- Sales strategy development and execution tailored to regional and public sector needs.
- Market penetration plans for new business development.
- Revenue growth initiatives across media platforms (print, digital, broadcast).
Public Sector Engagement
- Government stakeholder relationship management.
- Tender and RFP response processes.
- Compliance with public sector procurement regulations.
Business Development Execution
- Lead generation and conversion strategies.
- Partnership development with local businesses and institutions.
- Client retention programs and upselling initiatives.
Performance Management
- Sales team coaching and mentoring.
- KPI tracking and performance optimization.
- Cross-functional collaboration with platform teams, marketing,, and operations.
Campaign Implementation
- Integrated media campaign execution (radio, TV, digital,).
- Audience targeting and segmentation.
- ROI analysis and reporting.
- Influential communicator with established networks in media buying and brand leadership.
- Adept at managing complexity and navigating organisational change.
- Advanced knowledge of CRM systems, media measurement tools, and performance reporting.
- Use of market intelligence and sales analytics to drive performance, pricing strategies, and audience value delivery.
REGIONAL SALES MANAGER: PUBLIC SECTOR & BUSINESS DEVELOPMENT NW, FS, NC (13076)
CLOSING DATE: 23 June 2026
- JOB INFORMATION SUMMARY
JOB PROFILE
Job Title:
Regional Sales Manager: Public Sector & Business Developement NW, FS, NC
Division:
Sales
Department:
Sales
Segements:
Business Development and Public Sector Sales: Northwest, Free State, Northern Cape
Scale code/ Grade:
130 ( Peromnes 7, Paterson D1)
SAP Position ID:
60024080
Position Reports to:
Head of Sales Public sector and Regions
Location:
Free State
Job Family:
JOB PURPOSE
The Regional Manager is responsible for leading the regional sales team in driving revenue growth for the Business Development and Public sector segments. This role oversees the development and execution of integrated advertising solutions across SABC’s radio, television, and digital platforms. This leadership role focuses on strategic sales planning, team management, client relationship building, and revenue optimization in a competitive media landscape, leveraging data-driven insights to connect brands with diverse audiences. This role requires a deep understanding of the regional media, business development and public sector landscapes, strong commercial acumen, and the ability to drive results in a competitive and evolving environment.
Key responsibilities
- To Manage a portfolio of salespeople allocated to – direct public sector clients/departments and agencies servicing the public sector clients as well as business development clients in regions
- To maximize the regional sales revenue and increase market share growth for SABC Media sales for VE,Radio and Digital) within the region
- To Achieve and exceed sales revenue budgets, across the the business development and publci sector segments
- To deliver integrated solutions across the SABC media eco-system
- 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
WEIGHT
DEVELOP AND IMPLEMENT BUSINESS UNITS SALES STRATEGY
- Sales Generation and Revenue Achievement: Drive sales of Public sector and Business Development and , including classic airtime, sponsorships, and digital opportunities, to achieve assigned budgets across categories to meet targets for Above-the-Line (ATL), General Entertainment, Sport, and non-linear platforms (VoD, OTT, digital); identify client needs, patterns, and opportunities to secure new business and regain lost accounts.
- Portfolio and Deal Management: Oversee a portfolio of key accounts, including deal negotiation, commitment tracking, volume discount management, fiscal spend growth, performance reviews, and reconciliations; lead negotiations for new business and handle operations across multiple Public sector and business development clients and agencies to ensure revenue targets are met.
- This position is regionally based
- Initiate and participate in sales pricing and tactical pricing initiatives.
- Develop and monitor operational sales strategies in conjunction with radio, VE and digital sales colleagues to achieve revenue targets
- Manage the portfolio end-to-end, taking full accountability for revenue performance (collectively with regional sales managers, sales team, and individually), as well as sales behaviour and output deliverables.
- Implement sales strategies at both strategic and tactical levels to ensure targets are achieved and exceeded.
- Drive integrated sales and trade marketing solutions within Sales and across the business.
- Foster a culture of high performance, customer focus, and people centricity.
- Work collaboratively with the Creative Solutions Team to ensure that Public sector & Regional business development 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.
- Offer clients specialized media solutions through various opportunities designed to deliver maximum campaign results by integrating multiple channels and unlocking additional revenue.
- Act as an active and highly effective networker with strong relationships with stakeholders in the region
- Ensure quality control of the team’s proposals and presentations by incorporating insights and measurability.
- Collaborate closely with Sales Intelligence, Creative, Product, and Channel teams to develop, commercialize, and implement new packages for commercialization.
- Manage, motivate, and drive the team to achieve and exceed revenue targets.
- Take proactive actions to meet customer needs and concerns by responding positively and resolving problems.
- Ensure sales teams are proficient in integrated sales solutions across the SABC ecosystem.
- Participate in sales pricing and tactical pricing initiatives.
- Develop and manage sales strategies in collaboration with relevant stakeholders.
- Continuously measure sales plans to ensure iterative execution, consistent reporting, and address sales behaviour as necessary.
- Focus on stakeholder management by ensuring high visibility with internal and external stakeholders and maintaining cross-functional communication with other divisions
MARKET RESEARCH AND ANALYSES
- Manage, monitor and analyse public sector segments, e.g. provincial, local municipalities and Business Development within the region to exploit opportunities and increase SABC’s market share.
- Leverage market intelligence, competitor analysis, and audience insights to shape sales strategy, influence advertiser spend, and drive data-led decision-making.
- Actively participate in new data / insights / research requitements and utilise research results, in order to optimise revenue.
- Collaborate across Radio, VE, News, Sports, and Digital to craft integrated, cross-platform opportunities that maximise client value.
- Ensure constant update and maintenance of client’s database.
- Monitor and analyse competitor business to identify and exploit new business opportunities and increase market share Interpret and utilize research results in order to optimise revenue (e.g. market trends, lost/dropped business by agency/ client, etc.)
REVENUE AND COST MANAGEMENT
- Ensure maximum revenue income is realised from the allocated portfolio of agencies and clients in the region
- Ensure the cost of sales is managed consistently to ensure profitable revenue growth.
- Increase revenue market share of the region
- Ensure all sales deals, commitments and any other contractual agreements with clients / third parties are managed and reported on monthly basis
- Ensure contribution to target setting, budget preparation and sales plans are timeously implemented and measured on a quarterly basis
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 within the region sales team
CUSTOMER AND
STAKEHOLDER MANAGEMENT
- Build and sustain strategic relationships across SABC internal stakeholders and external 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
- Provide infield and formal training and succession planning for all / any direct reports and specified others.
- Manage, motivate, and develop the sales and sales support teams who work directly / collaboratively under your leadership.
- Effective implementation of a Performance Management System in accordance with organizational policy and procedures.
- Oversee the implementation of organizational development initiative i.e. Wellness, Employment Equity, Career Progression, Talent Management, and Human Capital Planning etc.
TOTAL PERCENTAGE
100%
- INHERENT REQUIREMENT
FORMAL QUALIFICATIONS:
- A relevant tertiary qualification (degree or diploma) at NQF Level 6 or above; and/or
- Additional accredited courses or certifications in Media, Digital Marketing, Sponsorship Sales, or other related fields at a minimum of NQF Level 5.
EXPERIENCE:
- Minimum of 5-8 years’ relevant front-line sales specialist / sales management / account management experience within the Media | Marketing | Advertising environment, for NQF Level 6+ qualifications.
- Minimum of 6 years’ relevant front-line sponsorship sales specialist / sponsorship management / brand management experience within the Media | Marketing | Advertising environment, for NQF Level 5 qualification
KNOWLEDGE:
- Proven track record in high-volume media sales environments (Radio.TV, digital, sponsorships).
- Deep understanding of segmentation strategies, client acquisition, and key account growth.
- Commercial acumen and data fluency—able to interpret insights into actions.
Knowledge and experience in Sales Strategies that combine:
Presentation skills: Proven track record in presenting end-to-end media solutions
- Negotiation Skills: Proven track record in negotiating terms for the benefit of both the client and the organisation
- Proven track record in implementation of:
Strategic Sales Implementation
- Sales strategy development and execution tailored to regional and public sector needs.
- Market penetration plans for new business development.
- Revenue growth initiatives across media platforms (print, digital, broadcast).
Public Sector Engagement
- Government stakeholder relationship management.
- Tender and RFP response processes.
- Compliance with public sector procurement regulations.
Business Development Execution
- Lead generation and conversion strategies.
- Partnership development with local businesses and institutions.
- Client retention programs and upselling initiatives.
Performance Management
- Sales team coaching and mentoring.
- KPI tracking and performance optimization.
- Cross-functional collaboration with platform teams, marketing,, and operations.
Campaign Implementation
- Integrated media campaign execution (radio, TV, digital,).
- Audience targeting and segmentation.
- ROI analysis and reporting.
- Influential communicator with established networks in media buying and brand leadership.
- Adept at managing complexity and navigating organisational change.
- Advanced knowledge of CRM systems, media measurement tools, and performance reporting.
- Use of market intelligence and sales analytics to drive performance, pricing strategies, and audience value delivery.
KEY ACCOUNT SPECIALISTS X 2 (13075)
CLOSING DATE: 23 June 2026
JOB INFORMATION SUMMARY
JOB PROFILE
Job Title:
Key Account Specialist x 2
Division:
Sales
Department:
Public Sector
Busniess Unit:
Sales
Scale code:
300 (Peromnes 7, Paterson D1)
SAP Position ID:
TBC
Position Reports to:
National Sales Manager Public Sector
Location
Gauteng
Job Family
PURPOSE OF THE POSITION
The core function of this role is to sell integrated solutions within the SABC eco-system. The role primarily consists of managing and overseeing a portfolio of advertiser’s accounts and agencies. Accountability includes but not limited to being a liaison for clients and ensuring customer satisfaction by proactively addressing clients’ needs and facilitating the entire sale process. The role also entails growing new client bases and contributing to an increase in current sales levels to ensure achievement of revenue targets.
MAIN OBJECTIVES (KEY PERFORMANCE AREA)
JOB OUTPUTS AND RESPONSIBILITIES OF THIS POSITION
KEY PERFORMANCE INDICATOR
WEIGHT
MAXIMIZE REVENUE POTENTIAL ACROSS ALL PLATFORMS
- Portfolio and Deal Management: Oversee a portfolio of HIGH VALUE Public sector accounts, including deal negotiation, commitment tracking, volume discount management, fiscal spend growth, performance reviews, and reconciliations
- Lead negotiations for new business IN BOTH ALLOCATED AGENCY AND HIGH VALUE PUBLIC SECTOR ACCOUNTS
- Handle operations across relevant multiple agencies (servicing allocated Public sector accounts) and direct clients to ensure revenue targets are met.
- Develop tailor-made sales opportunities and deals.
- Track and Manage Commitments and manage deals
- Prepare and negotiate all sales deals including renewals and renegotiations within the parameters of the governance prescripts.
- Offer a 360-degree solution across all platforms to address client’s needs.
- Package and sell sponsorable programmes on respective platforms.
- Develop innovative sponsorship opportunities.
- Educate client on all organisational platforms on a regular basis.
30%
MARKET RESEARCH AND ANALYSIS
- Facilitate and understand analysis of competitive market in order to identify revenue opportunities.
- Conduct need analyses of all client’s in portfolio in order to understand needs, identify opportunities.
- Action a client brief and produce relevant media solutions not limited to a specific platform.
- Source and evaluate lost /dropped business to determine reasons in order to re-establish business.
20%
ACCOUNT MANAGEMENT
- Facilitate and understand information to ensure thorough knowledge of own platforms.
- Liaise with Product Managers regarding potential sponsorships opportunities within programmes.
- Accurate and consistent usage of all sales management systems e.g. CRM & SAP to manage the sales processes end to end.
- Compile the quarterly reviews and negotiation documentation, on client history in preparation for reviews or negotiations.
- Planning and Optimisation for clients upon request on available industry related planning and buying tools.
- Provide feedback to Senior Management & Client monthly with regards to tracking of commitments
35%
STAKEHOLDER MANAGEMENT
- Update clients through proposals and presentations regarding opportunities.
- Follow up on all correspondence from clients and adherence to deadlines.
- Compile all Submissions necessary to complete campaign booking/s and implementation
- Update electronic contracts register/commitment book monthly.
- Sound administration as well as weekly and monthly status reporting.
- Conduct a minimum number of client visits as agreed with respective line Manager.
- Develop and maintain effective working relationships with internal and external clients.
- Maintain after sales service by following up to ensure client satisfaction and future business within an agreed time frame directed by senior management.
15%
TOTAL PERCENTAGE
100%
INHERENT REQUIREMENTS
FORMAL QUALIFICATIONS:
- A relevant tertiary qualification (degree or diploma) at NQF Level 6 or above
EXPERIENCE:
- 5-8 years’ relevant front-line sales specialist / sales management / account management experience within the Media|Marketing|Advertising environment.
KNOWLEDGE AND SKILLS
- Knowledge and experience in integrated / digital sales solutions would be advantageous.
- Supplementary Media and Sales training courses & certificates required.
- Excellent media sales track record
- Presentation skills: Proven track record in presenting end-to-end media solutions
- Negotiation Skills: Proven track record in negotiating high value contract terms for the benefit of both the client and the organisation
- Understanding of broadcasting policies
- Understanding of the organisational brands
- Knowledge of industry systems
- Problem solving
- Conflict Management
- Planning and organisation
- Work under pressure and multi-task
- Computer skills – MS Word, Excel, PowerPoint, Internet, Outlook
- Excellent administrative skills
- Conceptualization skills
- Excellent time management skills
- Good interpersonal skills
ATTRIBUTES
- Exceptional communication skills
- High energy levels
- Strong initiative and drive (positive and self-motivated)
- Willingness to take calculated risks.
- Adaptable/multi-task
- Strategic in thinking and outlook
- Resilient
- Exercises sound judgement - particularly under pressure
- Unwavering in the pursuit of goals - but is aware of risks, monitors progress and is not afraid to change course when needed.
- Approachable and accessible
- Successful at building and maintaining relationships, internally and externally.
- Commitment to support and execute overarching business strategy.
- Innovative and proactive
- Responsible and reliable
- Team Player
SENIOR PRODUCT MANAGER VE (13063)
CLOSING DATE:23 JUNE 2026
JOB INFORMATION SUMMARY
JOB PROFILE
Job Title:
Senior Product Manager
Division:
Sales
Department:
Sales
Segements:
Video Entertainment
Scale code/ Grade:
130
SAP Position ID:
60024050
Position Reports to:
Head of Sales: Video Entertainment
Location:
Provincial / National Office
Job Family:
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
WEIGHT
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.
30%
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.
10%
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.
20%
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
10%
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.
10%
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 and coach Sponsorship Sales Team members to develop the necessary insights, knowledge and skills required to deliver successfully on expectations.
- Lead, inspire, and develop resilient, accountable 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.
20%
TOTAL PERCENTAGE
100%
INHERENT REQUIREMENT
FORMAL QUALIFICATIONS:
- A relevant tertiary qualification (degree or diploma) at NQF Level 6 or above.
EXPERIENCE:
- 5-8 years’ relevant front-line Sponsorship sales specialist / sponsorship sales management / brand management experience within the Media | Marketing | Advertising environment.
KNOWLEDGE:
- Proven leadership in high-volume media sales environments (TV, digital, sponsorships) with particular focus on managing commercial value commitments and new business development.
- Deep understanding of segmentation strategies, client acquisition, and key account growth.
- Strong commercial acumen and data fluency—able to interpret insights into actions.
Knowledge and experience in Sales Strategies that combine:
- Presentation skills: Proven track record in presenting end-to-end media solutions
- Negotiation Skills: Proven track record in negotiating high value contract terms for the benefit of both the client and the organisation
- Proven track record in implementation of:
- Sponsorship Packages: These include branding opportunities like on-air mentions, logo placements, or product integrations within a show.
- Commercial Airtime: Selling Advertiser Funded slots on channels targeting specific audience demographics that align with the sponsor’s market.
- Product Placement: Ability to negotiate deals for a brand’s product to be featured or used within the content of a show.
- Branded Content or Segments: Ability to sell opportunities for a brand to sponsor specific segments or creating custom content that integrates the brand.
- Event or Special Sponsorships: Ability to drive sponsorship revenue through live events, or special broadcasts (e.g., award shows).
- Digital and Cross-Platform Extensions: Integrate Video Entertainment sponsorships with digital component creating brand extensions on streaming platforms and social media.
- Advanced knowledge of CRM systems, media measurement tools, and performance reporting.
- Use market intelligence and sales analytics to drive performance, pricing strategies, and audience value delivery.
ATTRIBUTES
- High energy levels
- Strong initiative and drive (positive and self-motivated)
- Willingness to take calculated risks.
- Adaptable/multi-task
- Strategic in thinking and outlook
- Resilient
- Exercises sound judgement - particularly under pressure
- Unwavering in the pursuit of goals - but is aware of risks, monitors progress and is not afraid to change course when needed.
- Approachable and accessible
- Successful at building and maintaining relationships, internally and externally.
- Commitment to support and execute overarching business strategy.
- Innovative and proactive
- Responsible and reliable
- Team Player
- Influential communicator with established networks in media buying and brand leadership.
- Adept at managing complexity and navigating organisational change.