Head of Sales

Company Description

Informa is a leading academic publishing, business intelligence, knowledge and events business, creating unique content and connectivity for customers all over the world. It is listed on the London Stock Exchange and is a member of the FTSE 100.

Taylor & Francis Group produces high quality, peer reviewed books and journals. We produce unique, trusted content by expert authors, spreading knowledge and promoting discovery globally. We aim to broaden thinking and advance understanding, providing academics and professionals with a platform to share ideas and realise their individual potential.

**Job Description**:
Our sales team is expanding, and we are currently looking to add a passionate and results driven Head of Sales to lead the regional European teams within journals (Central, Eastern & Southern Europe).

You’ll work alongside the Academic Sales Director to set the strategic agenda for operations within the region, towards profitable and sustainable trading of T&F’s outstanding journals product lines.

You will lead high-level negotiations in the region. and build innovative & commercially significant partnerships to grow T&F market share.

This role can either be based in the UK (fully remote and hybrid working available) or based in Berlin, Germany, where you will split your time between our office and working remotely from home. We estimate that 30-40% of your time will be spent travelling across the European market.

**What you’ll be doing**:

- Leading & inspiring the journals team of 10 colleagues, delivering a clear vision for operational effectiveness, development of revenue lines through increased trading and probability.
- Achieving and exceeding annual territory sales targets, delivering the overall revenue and profit objectives in the region.
- Developing and expanding T&F relationships and commercial offers for customers, optimising sales of T&F products and services to help deliver customer goals
- Designing a short-, medium
- and long-term business plan for the region, ensuring that activity is both relevant and flexible to the evolving trading environment over time.
- Increasing T&F Influence in the library market and beyond by cultivating a network of contacts across the region, extensive interaction with our consortia in collaboration with the OA, eBook, marketing, and editorial teams.
- Acting as liaison with Product Development in support of solution-specific sales that respond to customer needs as well as other departments (Editorial, OA, Marketing etc) to design and lead specific strategic initiatives in cooperation with key stakeholders.
- Reporting periodically to key stakeholders on sales progress and the business environment; monitoring enabling responsiveness to both the micro and macro trading conditions.
- Representing the company externally, where necessary, i.e. on working party groups or through networks, maintaining a presence and information gathering role on the trading environment.

**Qualifications**:
**What we’re looking for**:

- Significant experience of working in a sales environment with a track record of leading & motivating successful sales teams
- An inspiring people manager, with experience in recruiting and nurturing a successful team, clearly communicating objectives and setting goals for development.
- Excellent knowledge of and experience selling to the higher education market
- Proven track record of formulating and implementing successful sales strategies
- Considerable knowledge of the academic publishing industry or the book/journals trade as well as a good understanding of the global open research landscape
- The ability to influence, drive for results and establish clear agenda for a team
- Target driven approach and the skills to manage sales plans and delivery
- Ability to create and maintain positive and effective relationships with the sales team and other internal colleagues
- European language skills would be advantageous but are not essential to success in this role.

Additional Information

What we offer in return:

- 25 days annual leave
- 3 additional discretionary days leave for Christmas
- 4 paid volunteering days annually
- Additional day off for your birthday each year
- Seasonal social and charitable events
- Excellent training and development opportunities

This role can either be based in the UK (fully remote and hybrid working available) or based in Berlin, Germany, where you will split your time between our office and working remotely from home. We estimate that 30-40% of your time will be spent travelling across the European market. You must have the right to live and work in either the UK or Germany.
- At Taylor & Francis we care about our colleagues, promoting work-life balance, wellbeing and flexible working. We believe that the skills and experience you bring to Taylor & Francis are invaluable. We want you to have the opportunity to develop your abilities, and to innovate and develop in areas wh