Head of Media Sales (m/w/d)

Company Description

Forward (FWD) is the media company of lastminute.com. Its mission is to help businesses unlock new opportunities to make their marketing activity more efficient, intelligent and relevant. FWD encompasses four commercial businesses (Travelpeople, FWD trading, Playbook and Madfish), that combined form a media-marketing power-house.

FWD is part of lm group, a publicly-traded multinational Group, among the worldwide leaders in the online travel industry. Each month, our websites and mobile apps (available in 17 languages and 40 countries) reach 43 million unique users that search for and book their travel and leisure experiences.

More than 1,200 people enjoy working with us and contribute to providing our audience with a comprehensive and inspiring offering of travel-related products and services

Job Description

This role will have the overall responsibility for the sales strategy and revenue of the travelpeople media business in Germany. You will be an individual contributor role, alongside managing a small sales and operations team with a view to growing it rapidly in the future. 

You will be a seasoned sales professional who is accustomed to negotiating at a senior level. You will have the energy and vision to help set up the travelpeople media business in Germany.

This is a pivotal role,  as we move into the next phase of growth for travelpeople in Germany.  We are looking for an accomplished sales professional with senior agency and client contacts who can champion a best practice approach to marketing solutions that we offer to advertising agencies and clients.

Key Responsibilities

  • Drive and Develop Media Sales revenue – Digital Display, Branded Content, Sponsorship,  Creative Solutions, Programmatic/ Data
  • Build, maintain and manage relationships with Senior CMOs at travel clients and non-endemic clients and Agencies, Trading Desks, independent trading desks
  • Sign Trading deals with the Big 4 Agency Groups for 2020 
  • Identify and develop additional agency revenue streams
  • Sell multiple products to clients by finding the right stakeholders for each product, without digressing from a coherent product message and overall strategy
  • Manage a robust pipeline and accurately forecast new business closure rate and revenue booked
  • Work closely with Commercial Director – UK & DE to consistently achieve and exceed revenue goals.
  • Independently build a large pipeline of leads and close deals.
  • Manage presentations,   attend and speak at Industry Events
  • Quarterly reviews and regular contact with senior agency contacts



  • Extensive experience of driving media sales revenue, and negotiating at a senior level
  • Experience managing Agency and Client relationships
  • Holds relationships with Media Directors and CMO
  • Experience in sales and business development
  • Demonstrable experience in meeting and exceeding sales targets
  • Exceptional presentation and communication skills
  • Experience in structuring and negotiating trading deals in this space
  • Managing a P and L (nice to have)


  • Strong commercial acumen
  • Able to foster relationships at senior levels
  • Autonomous, self-starter who is happy working on their own but can also effectively within a team
  • Self-motivated, tenacious, uses initiative and problem solver
  • Work to tight deadlines with a can-do attitude
  • Strong communicator internal / external

Additional Information


  • Pleasant working environment
  • Trust-based working hours (upon consultation with line manager the opportunity to work remote)
  • Regular team events 
  • Company pension (bAV)
  • Further training opportunities 
  • Employee benefits
  • Daily fresh fruit and drinks 
  • Autonomous work