The Sales Director, Client Solutions (North East) is responsible for driving advertising sales and delivering a profitable revenue target across Lonely Planet’s print and digital platforms.
As the sales leader in the region, this position is expected to manage a sales team and support functions in a manner that maximizes profitable revenue while maintaining Lonely Planet’s high expectation of integrity.
This position will set regional strategy, recommend revenue budgets and forecasts, allocate accounts and forge relationships with key regional client and advertising agency stakeholders. They will ensure Sales Force or any other CMS systems accurately reflect regional actual recognized and pipeline revenue and be responsible for achieving an annual revenue target.
Key Responsibilities Include:
Achieve annual individual group and global regional Magazine & Digital advertising revenue targets.
Manage & motivate the regional Advertising Sales team, creating an exceptional team orientated environment.
Set regional sales strategies for the team, allocating accounts and helping them to make necessary inroads at both the client and agency level. Devise metrics and goals to hold the team accountable for meeting and/or exceeding targets.
Develop and implement annual and quarterly business plans for the region inclusive of forecasts.
Create a learning environment and ongoing responsibility for development of the regional sales team, including training, recruitment and performance management consistent with Lonely Planet requirements.
Close business by coordinating requirements; developing and negotiating contracts; integrating contract requirements with remotely based Ad Ops & Production teams.
Create and implement digital & print market strategies, to raise the profile of Lonely Planet and maintain business relationships with advertisers & their agencies at senior level.
Represent Lonely Planet at conferences and in-person client meetings beyond normal working hours when necessary.
Manage direct reports to ensure they understand and meet the expectations of their role within their team and within Lonely Planet.
Conduct performance reviews with direct reports as per the performance review process ensuring relevant training and career development opportunities are identified, implemented and applied.
What we’re looking for:
Extensive Advertising sales industry experience within a variety of magazine and digital environments.
Proven experience and success achieving aggressive quarterly and annual advertising sales targets.
Exceptional knowledge of the US Magazine & Digital advertising industries; associated products, trends, processes and selling techniques.
Existing senior level relationships with high quality clients & media buyers at leading US and, ideally, US/Global 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.
Experience of working in an environment requiring sound judgment to balance between the needs of the business and client requests.
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.
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