Head of Sales – Southern China

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Informa

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1998

💼 Consulting

📣 Marketing

🏨 Hospitality

Consulting • Marketing • Hospitality

Informa is a global leader in business intelligence, academic publishing, and events. It is home to hundreds of specialist brands and businesses, focused on connecting people with knowledge through events and digital products. Informa operates in over 30 countries and has a workforce of 12,000 colleagues globally. The company runs divisions such as Informa Markets, which facilitates trade and growth through events, and Taylor & Francis, a leading publisher of academic research. Informa prioritizes sustainability and diversity, aiming to positively impact markets and communities. As a member of the FTSE 100, Informa is known for its strong financial performance and scale within the academic and B2B markets.

📋 Description

• Report directly to the VP Go-to-Market, China • Lead Taylor & Francis sales operations across a designated territory in China • Drive revenue growth and strengthen market position across academic journals, books, eBooks, and digital content • Deliver territory revenue, profit, and annual sales objectives, including the 2026 sales target • Design a 1–3 year business plan and tailored sales plans for the territory • Penetrate untapped markets, expand into new geographies, and maximize revenue potential • Lead strategic initiatives for sales scalability, effectiveness, business development, and market expansion • Represent the company externally through working party groups, networks, partnerships, discussions, and negotiations • Build and lead a high-performing sales team • Monitor sales performance, identify gaps, and implement data-driven improvements • Develop and monitor sales KPIs and optimize resource allocation • Drive sales velocity and ensure deals close within defined timeframes • Report sales progress and the business environment to key stakeholders • Mentor, coach, delegate to, and performance-manage sales colleagues • Manage team resources and structure for operational success • Build relationships with institutions, market segments, government bodies, and other stakeholders • Acquire new accounts and deepen existing customer relationships • Execute quality-improvement and sales-effectiveness projects in line with Six Sigma criteria • Ensure compliant execution of sales operations, timelines, and trading and terms policies • Leverage data and analytics for decisions and strategy implementation • Perform ad hoc tasks supporting evolving business needs

🎯 Requirements

• 10+ years of experience working in a sales environment • Considerable knowledge of the academic publishing industry and academic content business models • Extensive network in academic communities, including funders, distributors, and government agencies • Proven success managing high-pressure sales environments and achieving ambitious revenue targets • Resilience and adaptability during business transformation and change • Strong analytical capabilities and experience using data to improve sales performance and support strategic decisions • Exceptional communication and negotiation skills • Strategic mindset and ability to execute effective growth strategies in competitive markets • Demonstrated experience leading, motivating, and developing high-performing sales teams • Proven results through delegation, coaching, and performance management • Willingness to travel within the territory and to domestic and international conferences and book fairs • Native Mandarin proficiency • Full professional proficiency in English, with excellent verbal and written communication skills for global and regional business operations • Ability to build and maintain positive relationships with the commercial team and internal stakeholders • Must have the right to work in China • Must be based in Guangdong or Zhejiang Province • Flexibility to travel to customers and Taylor & Francis offices in Shanghai or Beijing when required • Relocation support is not provided

🏖️ Benefits

• An excellent work/life balance with a fantastic, flexible working culture • 20 days (pro-rata for first year) annual leave per year • Extra day off for your birthday • 4 paid volunteering days each year • Paid sick leave of 14 days • Social insurance and housing fund plus supplementary medical insurance • Employee assistance programme offering 24/7 well-being support • Performance bonus • Annual health screening for employee and spouse • Optical and medical care • Flexible working • Opportunity to develop abilities and innovate in areas of passion • Resources, incentives, and flexibility to support success at work and a healthy, balanced life