Sales Manager, Client Solutions (EMEA)

London, England, United Kingdom Full-time

We have an exciting opportunity for a Sales Manager to join Lonely Planet’s Client Solutions team based in our London office.  This role is offered as a permanent full-time role reporting to the Sales Director - Client Solutions (EMEA) .

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.


Responsibilities of the role

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 UK 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 UK advertising market and achieving revenue targets.


What we’re looking for

  • 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.


Key Skills


  • Advertising sales industry experience within magazine and digital environments.
  • Proven experience and success achieving quarterly and annual advertising sales targets.
  • Exceptional knowledge of the UK 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.



  • Tertiary qualification.
  • General understanding of UK advertising regulations.
  • 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.
  • Proficiency in a second European language.
  • Understanding of publishing and/or licensing.
  • A passion for travel and the experiences it fosters.


What’s in it for you

Our Client Solutions team plays a key role in growing the Lonely Planet brand and this is an exciting time to join this growing global team. Working for Lonely Planet also comes with a whole heap of other benefits including flexible working hours, access to an amazing program of wellbeing initiatives and a fantastic workplace culture.


I’m In!

If you are an enthusiastic solutions focused sales professional who has a passion for travel and would enjoy working in a dynamic media company, then we would love to hear from you.

Please ensure you submit a cover letter with your resume telling us why you’d like to join our Client Solutions Team.

Applications close 17 July 2017 but may be progressed prior to the closing date.