Emap revamps radio sales

Emap revamps radio sales

Emap On Air is restructuring its sales operation in a bid to provide a better service to its clients.

The changes follow the announcement last month that Emap plans to revamp its entire portfolio into “media neutral” sector-based units.

The company is splitting Emap Radio’s sales division into two teams – one will handle planning and the other accounts. The accounts section will liaise with media agencies and direct clients while the planning team will co-ordinate the administration of any deals.

Accounts employees will also be divided into units covering specific sectors such as film, music and e-commerce. Emap On Air is also pledging to offer service charters to individual clients.

The changes have been introduced by Emap On Air sales director Dave King, and will give it an internal structure more akin to a TV sales house. “I think that type of structure can potentially work better with radio,” said King, who joined from Carat in August.

David Hipkiss will head up the account team while the planning team will be fronted by Karen Stacey. The pair are currently account directors.

“The criticisms we’ve faced are that we’re too internally focused,” said King. “We’re shifting the whole emphasis to customer service.”

King said the changes weren’t a direct result of the recent reorganisation of Emap’s sales operation, which is being led by former Emap On Air managing director Tom Toumazis. However, he added they would enable the sales team to be better prepared for selling across different media.

The changes will only affect Emap On Air’s London office.

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