Head of Sales, Americas

Informa Group .•Philadelphia, PA

7d•Hybrid

About The Position

Our Americas Commercial team are looking for a Head of Sales. Reporting into the Vice President of Sales, Americas you will be responsible for leading a team of Account Managers and/or sales specialists, in the Academic and Government market, driving revenue and profit growth of our journal’s subscription and eBooks business. You will be a strong collaborator working cross-functionally and will lead specific strategic initiatives in cooperation with key stakeholders. What you'll be doing: Managing and developing a team of Account Managers and/or area sales specialist. Achieving and exceeding annual territory sales targets, delivering the overall revenue and profit objectives of the department or specialist area, through the management of a sales team. Designing, with key stakeholders, a 1-3 year business plan for the region/territory, ensuring that activity is both relevant and flexible to the evolving market environment over time. Identifying and executing strategic activity projects relating to quality improvement and the effectiveness of sales team. Leading the department/area sales team, delivering a clear vision for operational effectiveness and the development of revenue lines Managing resources to ensure that the structure and makeup of their team is optimal towards the success of the sales operation Reporting periodically to key stakeholders on sales progress and the business environment, this monitoring enabling responsiveness to both micro and macro market conditions Driving compliance with company trading and terms policy to protect profitability and value of business in the territory Liaising actively with other stakeholder departments or groups within the business to enhance T&F’s coverage of the territory. Representing the company externally, when necessary, i.e. on working party groups or through networks, maintaining a presence and information gathering role on the trading environment.

Requirements

Significant experience of working in a sales environment (+5 years), with an understanding of the demands placed on sales and the support needs of a sales team
Experience of leading people and motivating sales teams
Considerably knowledge of the academic publishing industry and the book/journals trade
Familiarity with key business models and industry stakeholders
The ability to influence, drive for results and establish clear agenda for department/division
Strong ability to communicate appropriately, both upstream and downstream within the organization
Positive and flexible attitude, willing to take on many different types of tasks and apply to them the same level of effort and expertise
The ability to work independently and pro-actively, with awareness of when to delegate tasks
Willingness to travel extensively in territory and to conferences as required by the company
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, other Heads of Sales and internal colleagues

Responsibilities

Managing and developing a team of Account Managers and/or area sales specialist.
Achieving and exceeding annual territory sales targets, delivering the overall revenue and profit objectives of the department or specialist area, through the management of a sales team.
Designing, with key stakeholders, a 1-3 year business plan for the region/territory, ensuring that activity is both relevant and flexible to the evolving market environment over time.
Identifying and executing strategic activity projects relating to quality improvement and the effectiveness of sales team.
Leading the department/area sales team, delivering a clear vision for operational effectiveness and the development of revenue lines
Managing resources to ensure that the structure and makeup of their team is optimal towards the success of the sales operation
Reporting periodically to key stakeholders on sales progress and the business environment, this monitoring enabling responsiveness to both micro and macro market conditions
Driving compliance with company trading and terms policy to protect profitability and value of business in the territory
Liaising actively with other stakeholder departments or groups within the business to enhance T&F’s coverage of the territory.
Representing the company externally, when necessary, i.e. on working party groups or through networks, maintaining a presence and information gathering role on the trading environment.

Benefits

An excellent work/life balance with a fantastic, flexible working culture.
15 days paid vacation
10 paid sick days
2 Paid floating holidays + paid day off for your birthday each year
3 additional discretionary days off during the holiday season at the end of the year
4 paid volunteering days each year
Up to 8 weeks of paid parental leave
Paid leave for significant life events; i.e. moving or wedding
Medical, vision, dental, and other voluntary benefits
401(k) + employer match
Seasonal social and charitable events