Head of Sales
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Job Description
Head of Sales leading Taylor & Francis academic publishing sales, revenue growth, and market expansion in Indonesia. Building teams, managing stakeholders, and driving profitable territory performance.
Responsibilities:
- Report directly to the Commercial Director
- Lead Taylor & Francis sales operations in Indonesia
- Drive revenue growth and strengthen market position across academic journals, books, eBooks, and digital content
- Deliver revenue and profit objectives and set the strategic agenda for territory operations
- Achieve the in-year Indonesia sales target and maintain momentum against the three-year plan
- Design a 1–3 year territory business plan with key stakeholders
- Develop and implement sales plans to penetrate untapped markets, maximize revenue, grow market share, and expand into new geographies
- Lead initiatives to improve sales scalability and effectiveness
- Identify business development and market expansion opportunities
- Represent the company externally through working groups and networks
- Build and lead a sales team focused on operational effectiveness, revenue growth, and profitability
- Monitor and analyze sales performance and address gaps with actionable insights
- 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 business conditions to key stakeholders
- Mentor sales colleagues and maintain alignment with revenue and market-share goals
- Foster high performance, accountability, innovation, and continuous improvement
- Manage team resources and structure
- Conduct regular one-on-one reviews, provide feedback, and address challenges
- Develop team capabilities through delegation, coaching, and performance management
- Build relationships with institutions, market segments, and government bodies
- Represent the organization in high-stakes discussions, partnerships, and negotiations
- Liaise with internal stakeholder departments to improve territory coverage
- Acquire new accounts and deepen existing relationships
- Execute strategic projects improving sales quality and operational effectiveness
- Ensure compliant execution of sales operations and protect profitability and business value
- Use data and analytics for informed decisions and optimal resource allocation
- Perform other ad hoc tasks as required
- Travel frequently to visit customers within Indonesia
Requirements:
- Fluent in English and Bahasa Indonesia, with excellent verbal and written communication skills
- Significant experience working in a sales environment
- Experience leading, motivating, and developing high-performing sales teams
- Proven track record of driving results through delegation, coaching, and performance management
- Proven success managing high-pressure sales environments and achieving ambitious revenue targets
- Considerable knowledge of the academic publishing industry or eBooks and journals trade
- Familiarity with key business models and industry stakeholders
- Strategic mindset and ability to execute growth strategies in competitive markets
- Strong analytical capabilities and experience using data for sales performance improvements and strategic decision-making
- Exceptional communication and negotiation skills
- Willingness to travel within the territory and to conferences and book fairs
- Ability to influence and drive results
- Ability to communicate appropriately upstream and downstream within the organization
- Positive and flexible attitude
- Ability to work independently and proactively, with awareness of when to delegate
- Collaborative leadership style and experience building cross-functional relationships
- Ability to inspire teams to deliver exceptional results
- Must have the right to work and live in Indonesia
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
- Local company healthcare insurance plan, with optional participation of other family members at the employee’s expense
- Employee assistance programme offering 24/7 well-being support
- Performance bonus
- Share Match plan matching every company share purchased with two free shares
- Annual health screening
- Optical and dental care
- Flexible recruitment-process adjustments, including alternative application formats and extra time for questions
- Equal opportunity, diversity, and inclusion support
- Opportunities to innovate and develop in areas of passion
- Resources, incentives, and flexibility supporting work-life balance and wellbeing
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