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's sales operations across a designated territory in China • Drive revenue growth and strengthen market position across academic journals, books, eBooks, and digital content • Deliver overall revenue and profit objectives and set the strategic agenda for the territory • Achieve the territory's in-year sales target and maintain momentum aligned to the 3-year plan • Design a 1–3 year business plan with key stakeholders • Develop and implement sales plans to penetrate untapped markets and expand into new geographies • Lead strategic initiatives for sales scalability, business development, and market expansion • Represent the company externally through working party groups and networks • Build and lead a high-performing sales team • Monitor and analyze sales performance, addressing gaps with actionable insights and solutions • Develop and monitor sales KPIs and apply data-driven approaches to strategy and resource allocation • Drive sales velocity and ensure deals close within defined timeframes • Report sales progress and the business environment to key stakeholders • Lead, mentor, coach, and develop sales colleagues • Manage team resources, structure, and performance • Build relationships with institutions, market segments, government bodies, and other stakeholders • Represent the organization in discussions, partnerships, and negotiations, particularly for large deals • Liaise with internal stakeholder departments to enhance territory coverage • Acquire new accounts and deepen existing relationships • Execute strategic projects for quality improvement and sales-operation effectiveness in line with Six Sigma improvement criteria • Ensure compliant execution of sales operations and company trading and terms policy • Leverage data and analytics for informed decisions and optimal resource allocation • Perform ad hoc tasks supporting evolving business needs

🎯 Requirements

• Significant sales-environment experience (10+ years) • 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 in response to business transformation • Strong analytical capabilities and experience using data to improve sales performance and support strategic decision-making • Exceptional communication and negotiation skills • Strategic mindset and ability to execute effective growth strategies in competitive markets • Experience leading, motivating, and developing high-performing sales teams • 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 • 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 Zhejiang or Guangdong Province • Flexibility to travel to customers and 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 • An 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 • Resources, incentives, and flexibility to support success at work and a healthy, balanced life