Sales Manager, Client Solutions (US)

New York, United States Full-time

At Lonely Planet we live to travel. Everything we do is designed to inspire and enable travelers to get out there, connect with the world and have great experiences. Across all areas of Lonely Planet, we look for talented people who share our passion.

 

Position Overview:

The Client Solutions team represents unique sponsorship & advertising opportunities across Lonely Planet's portfolio of digital, print & mobile platforms. We provide customer focused solutions and deliver profitable revenue, through national & global strategic partnerships.

 

The Sales Manager, Client Solutions will be tasked with sourcing, managing and growing digital and print advertising revenue for the Lonely Planet portfolio of assets.  This position will have a specific list of NYC & North East based advertising agencies & clients and be expected to generate new and repeat business through a consultative sales approach, to deliver on aggressive individual & group revenue targets.

 

The role is to maximize profitable advertising revenue while maintaining Lonely Planet’s high expectation of integrity.

 

The ideal candidate will be a team player with strong interpersonal skills and a proven track record of selling high value campaigns to the US advertising market and achieving revenue targets.

 

Key Result Areas:

  • Achieve quarterly & annual individual and regional Magazine & Digital advertising revenue targets.
  • Develop and deliver innovative cross-platform solutions & presentations for prospective customers.
  • Grow revenue and market share from defined agency patch and client categories.
  • Proactively identify, pitch and close new and repeat business from endemic and non-endemic clients.
  • Close business by coordinating requirements; developing and negotiating contracts; integrating contract requirements with remotely based Ad Ops & Production teams.
  • Maintain accurate records and full transparency of all sales and prospecting activities -including; sales calls, presentations, successfully closed sales, and follow-up activities - to maximize territory potential.
  • Provide timely advertising and revenue forecasting to the Sales Director.
  • Meet or exceed ongoing minimum weekly KPIs set, including sales meetings & calls.
  • Manage client relationships through day-to-day contact with the client direct and advertising agencies, look for opportunities to up-sell, and ensure clients receive superior customer service.
  • Adhere to and maintain Lonely Planet guidelines on pricing, yields, margins and general sales rules as advised.
  • Follow best practices in internal & external communication and be proactive in solving problems.
  • Implement digital & print market strategies, to raise the profile of Lonely Planet and maintain business relationships with advertisers & their agencies.
  • Articulate Lonely Planet’s overall business objectives and value proposition to the advertising community.
  • Identify trending products through participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
  • Monitor competitive media and identify opportunities to increase market share and revenue.
  • Demonstrate a professional team first attitude and unified approach.
  • Work towards Lonely Planet’s wider company KPIs and uphold our commercial brand guidelines & editorial integrity.

 

Ethical Policy Compliance

  • Ensure you are familiar with and understand our Ethical Policy and how it may impact your dealings with 3rd parties/partners.
  • Ensure partners and potential partners who fall within the high risk category understand the Lonely Planet Ethical Policy requirements.
  • Work with the General Manager, Global Operations to ensure appropriate research and due diligence is undertaken to determine whether high risk partners you deal with are compliant before products are manufactured, services contracted and performed and events held.
  • Proactively dealing with issues arising and act as a conduit between the Ethical steering team and the 3rd party.

 

Teamwork & Communication

  • Work as part of the Lonely Planet community to create a positive, tolerant and harmonious work environment.
  • Deal with people in a helpful, courteous and respectful manner.
  • Assume trust - be honest, approachable and responsive.
  • Communicate ideas which may improve the efficiency, performance or standards of your department and be open to the consideration of new ideas.
  • Tell it like it is – actively provide constructive feedback to ensure understanding and open team relationships.
  • Demonstrate Lonely Planet’s relevant Core Values in ‘how’ you go about achieving outcomes.

 

Policies & Procedures

  • Actively ensure that the workplace is kept free from harassment, bullying behaviour and discrimination through thoughtful behaviour and leading by example.
  • Actively seek to understand, inform others and comply with all Occupational Health and Safety guidelines, reporting any potential risks or hazards, following safe work practices for self and others.
  • Be sensitive and careful about sharing internal company communications and business via social media channels (including email), seeking permission where appropriate before posting information.
  • Work in accordance with the requirements of the Lonely Planet Ethical Policy.
  • Comply with all Lonely Planet policy and procedural guidelines.

 

Key Skills / Experience / Knowledge / Qualifications / Attributes:

 

Essential:

  • Advertising sales industry experience within magazine and digital environments.
  • Proven experience and success achieving quarterly and annual advertising sales targets.
  • Exceptional knowledge of the US Magazine & Digital advertising industries; associated products, trends, processes and selling techniques.
  • Experience in successfully selling high value sponsorships, native and print advertising.
  • Existing relationships with clients & media buyers at UK Advertising agencies and proven proactive networking approach.
  • Strong commercial and negotiation experience, with the ability to find & close a deal, generate repeat business and negotiate and manage contracts.
  • Strong prospecting/new business skills.
  • Excellent presentation, verbal and written communication skills.
  • United, team oriented approach.
  • Experience of working in an environment requiring sound judgement to balance between the needs of the business and client requests.
  • Analytical skills with a high attention to detail.
  • Comfort with ambiguity and change.
  • Creative and initiative focussed with a collaborative and flexible approach to problem solving.
  • Good time management skills, with the ability to manage multiple accounts, tasks and projects simultaneously.
  • Appreciation of Lonely Planet’s unique market strengths.
  • Proficient in using Salesforce including reporting and forecasting functions. IT literate and proficient with Microsoft Office (Word, Excel and Outlook in particular) and Google products.
  • Flexibility, willingness to travel and ability to participate in required out of hours calls as needed in the course of business.

 

Desirable:

  • Tertiary qualification.
  • General understanding of US advertising regulations.
  • Existing contacts within NYC Market
  • IAB Certified.
  • Adaptability and proven resilience within a constantly evolving business environment.
  • Experience of working for a brand with a strong editorial policy and brand principles.
  • Understanding of publishing and/or licensing.
  • A passion for travel and the experiences it fosters.

 

What’s in it for you?

This is an opportunity to be involved with the re-invention of one of the world’s most loved travel brands. The work done by our Client Solutions team will shape Lonely Planet’s future. You will also receive 3 weeks of vacation, a competitive salary based on your experience and region, 401K and great medical coverage.

 

I'm in!

Please submit your CV, along with a cover letter detailing your relevant skills and experience and why you’d like to join our team.

 

Lonely Planet participates in the federal government's E-Verify program. With E-Verify, we are able to confirm the employment authorization of all newly hired employees through an electronic database maintained by the Social Security Administration and Department of Homeland Security. The E-Verify process is completed in conjunction with the Form I-9, Employment Eligibility Verification, upon commencement of employment. E-Verify is not used as a tool to pre-screen candidates. For up-to-date information on E-Verify, please go to www.uscis.gov and click on the 'E-Verify' logo.