Head of Sales - Southern China (Guangdong based)

The Head of Sales will report directly to the VP Go-to-Market, China. This role will lead Taylor & Francis's sales operations across a designated territory in China, driving ambitious revenue growth and strengthening our market position across academic journals, books, eBooks, and digital content.

As a member of the leadership team, this position will be responsible for delivering overall revenue and profit objectives while setting the strategic agenda for operations within the territory towards profitable and sustainable trading. The role demands strategic vision, exceptional sales acumen, and the ability to operate effectively in a high-pressure, results-driven environment. The successful candidate will play a critical role in achieving the overall in-year sales target for a territory in China and will ensure momentum aligned to the 3-year plan (3YP), while fostering innovation and customer centricity.

This position carries responsibility for a high level of cross-functional and departmental collaboration and is required to design and lead specific strategic initiatives in cooperation with key stakeholders. The Head of Sales will be instrumental in building and leading a high-performing sales team, penetrating untapped markets, and maximizing revenue potential across the territory.

Closing date for applications: 7 August 2026

Applications are shortlisted on a rolling basis, and we will be interviewing alongside advertising. We therefore encourage you to apply at the earliest opportunity

What you will be doing:

Strategic Leadership:

• Design, with key stakeholders, a 1–3 year business plan for the territory, ensuring that activity is both relevant and flexible to the evolving trading environment over time
• Develop and implement tailored sales plans to penetrate untapped markets and maximize revenue potential, with the goal to grow market share and expand into new geographies
• Lead strategic initiatives to enhance sales scalability and effectiveness, identifying opportunities for business development and market expansion
• Represent the company externally on working party groups or through networks, maintaining a presence and information gathering role on the trading environment
• Build and lead a sales team, delivering a clear vision for operational effectiveness, development of revenue lines through increased trading and profitability

Revenue Growth & Performance Management:

• Achieve and exceed annual territory sales targets, delivering the overall revenue and profit objectives of the department, including the 2026 sales target with consistent month-on-month performance
• Continuously monitor and analyze sales performance, addressing gaps with actionable insights and solutions
• Develop and monitor key performance indicators for sales operations, implementing data-driven approaches to strategy optimization and resource allocation
• Drive sales velocity by ensuring deals are closed within defined timeframes
• Report periodically to key stakeholders on sales progress and the business environment, enabling responsiveness to both micro and macro trading conditions

Team Management and Development:

• Lead and mentor sales colleagues, ensuring clarity of expectations and alignment with revenue goals in the short run and market share and penetration in the long run
• Foster a culture of high performance, accountability, innovation, and continuous improvement within the team
• Manage resources to ensure that the structure and makeup of the team is optimal towards the success of the sales operation
• Conduct regular one-on-one reviews to track progress, provide feedback, and address challenges proactively
• Develop team capabilities through effective delegation, coaching, and performance management

Market & Stakeholder Engagement:

• Build and sustain strong relationships with key stakeholders, including institutions, other market segments, and government bodies, to unlock new opportunities
• Represent the organization at high-stakes discussions, partnerships, and negotiations, particularly for large deals
• Actively liaise with other stakeholder departments or groups within the business to enhance T&F's coverage of the territory
• Acquire new accounts and deepen existing relationships to expand market presence

Operational Excellence & Efficiency:

• Identify and execute strategic activity projects relating to quality improvement and the effectiveness of sales operations, delivering quantifiable business benefit and in line with Six Sigma improvement criteria
• Ensure seamless execution of sales operations, maintaining compliance with organizational timelines and company trading and terms policy to protect profitability and value of business in the territory
• Leverage data and analytics to make informed decisions, ensuring optimal resource allocation and effective strategy implementation
• Perform other ad hoc tasks and responsibilities as required to support evolving business needs