Sales (Re)structuring & Selection in Hilversum

At most agencies and production houses around the Media Park there is no sales department. There is a creative director who pitches and a producer who delivers, and the question of who finds the next client belongs to nobody. So restructuring here starts with a choice that is obvious elsewhere: does finding new clients become a role or a rhythm? A full-time hunter in a team of ten is often the wrong move; more often you split something else — who keeps the relationship after delivery, and who finds the next one. Then there is seasonal pressure. The process has to survive a production period when nobody is available, so the stages get definitions that still hold when nothing happens for two months. In selection, culture is the deciding factor: a seller who promises what cannot be made will be gone within a quarter. The role profile therefore states what someone is allowed to commit to.