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Key Account Manager

Position Overview:

The Key Account Manager of Retail Channels is responsible for creating and implementing strategies to expand sales and market share of Lonely Planet in the UK & Europe through traditional book and non-book trade channels. This role is expected to develop strong relationships with key channel partners, consisting of specialty travel, outdoor, department, gift, grocery, online, national retailers and distributors.

The Key Account Manager will be expected to travel within the territory to meet with key accounts, prospective accounts, distributors, chain retailers, and attend tradeshows.

 

Key Result Areas:

  • Identify, prioritise and pursue new prospective partners for Lonely Planet in the non-book channel
  • Develop long and short term strategies for assigned key accounts and sales territories to assist in the achievement of sales targets
  • Create and maintain a working pipeline ensuring short term revenue streams and long term channel potential
  • Generate sales forecasts, reports and monitor results against sales targets
  • Develop and nurture strong, professional and sustainable relationships with current partners via e-mail, phone and face-to-face interaction 
  • Achieve monthly sales budgets for the assigned key accounts and sales territory, by account and by product
  • Manage territory call-cycle, servicing current accounts and developing new accounts to meet sales targets through effective sales presentations and utilisation of sales and marketing support.
  • Implement merchandising, including co-op and in-store promotional activities to optimize brand marketing and revenue objectives.
  • Participate in development of point-of-purchase materials, displays / fixtures
  • Work closely with the Finance team to ensure that all key accounts are managed within the necessary financial guidelines and terms of credit
  • Attend and professionally represent Lonely Planet at key account conferences, trade shows and/or events
  • Provide feedback and information to the Director of Sales EMEA regarding key customers and channels to maximise future business.
  • Manage / conduct routine sample and catalogue mailings
  • Manage partner logistics requirements and timely order flow working with the distribution team
  • Work alongside publishing colleagues to develop bespoke titles for specialist non-traditional channels
  • Seek opportunities to create new sales opportunities through re-configuration of existing product

 

Key Skills / Experience / Knowledge / Qualifications / Attributes:

Essential:

  • Occupational experience within the bookselling or publishing industries
  • Demonstrated sales skills including a history of building strong and enduring key account relationships at head office level
  • Excellent written and verbal communication skills
  • Strong interpersonal, negotiation and influencing skills. Comfortable presenting to small and large groups. Numerical competence.
  • Excellent planning, organisational and time management skills, including an ability to work with competing priorities
  • Self-motivated with strong results focus
  • Ability to prioritise objectives and delegate tasks to achieve company and channel goals.
  • Management capability.
  • Passion for world travel, understanding of Lonely Planet’s mission and vision.
  • Software skills
  • MS Office (Word, Excel, Powerpoint, Outlook)

 

Please click on the link to apply: https://www.lonelyplanet.com/about/careers#fk0fv4r 

 

Key Account Manager

Lonely Planet, London
Full-time, Permanent
Publisher, Trade
Sales

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