Head of Sales MENA

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.

Our sales team is expanding, and we are currently looking to add a Head of Sales to lead the journals MENA team based in Cairo and build innovative & commercially significant partnerships in the region to grow T&F market share. You’ll set the strategic agenda for operations within the region, towards profitable and sustainable trading. You’ll be responsible for driving revenue for T&F’s outstanding journals product lines within the region and increase the market penetration, by working with senior stakeholders & decision makers within academic institutions, government bodies and funders. You'll engage in a consultative sales process including new business/customer development and lead high-level negotiations. You will act 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.

This role is based in our office in Cairo and will involve frequent travel across the MENA region (approximately 30% of your time) with occasionally visits to our head office in Oxfordshire, United Kingdom, as required (Covid-19 permitting).

Closing date for applications: 11th November 2021

What you’ll be doing:

• Achieving and exceeding annual territory sales targets, delivering the overall revenue and profit objectives in the region.
• Leading & inspiring the MENA journals team, delivering a clear vision for operational effectiveness, development of revenue lines through increased trading and probability.
• 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.
• Reporting periodically to key stakeholders on sales progress and the business environment; monitoring enabling responsiveness to both the micro and macro trading 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, where necessary, i.e. on working party groups or through networks, maintaining a presence and information gathering role on the trading environment.

What we’re looking for:

• Significant experience of working in a sales environment with a track record of leading & motivating teams
• Previous experience selling within the higher education market
• Proven track record formulating and implementing successful sales strategies
• Considerable knowledge of the academic publishing industry or the book/journals trade
• Familiarity with key business models including Open Access and industry stakeholders
• The ability to influence, drive for results and establish clear agenda for a team
• Strong ability to communicate appropriately, both upstream and downstream within the organisation
• 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
• 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

Additional information:

You must have the right to live and work in Egypt. This role is based in our office in Cairo and will involve extensive travel across the region, Covid-19 permitting. We are also open to considering applications for a home-based role, although you will be required to travel to the Cairo office as required. 

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 which you are passionate about.

Taylor & Francis Group an Informa Business

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.

We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed.  As such, Informa is proud to be an Equal Opportunity Employer.  We do not discriminate on the basis of race, colour, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, citizenship, or other protected characteristics under local law.    This role may also be available on a flexible working or part time basis – please ask the Talent Acquisition team for more information. 

To find out more about our business and the great career opportunities please go to our Careers Site: http://www.taylorandfrancisgroup.com/careers