Account Manager - Corporate Sales

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 is one of the world’s largest publishers of high-quality, peer reviewed scholarly journals, books, e-books and reference works. We empower learners, thinkers and doers with trusted knowledge that advances research and enriches lives. We bring together diverse people, ideas and opinions to validate and publish the experts, theories and truths that matter. And we’ve been doing this in an unbroken arc since 1798.  

Our purpose is to foster human progress through knowledge.  We strongly believe that this requires us to encourage and examine different ideas and voices, so that any work that meets our exacting levels of quality deserves to be included in our publications. This requires open minds, the opportunity for robust debate, and the courage to defend perspectives that stand up to scrutiny, even if they conflict with our personal beliefs or values. Because that’s the only way to find the best obtainable version of the truth and, ultimately, foster human progress. If you agree, then we’d love to hear from you. 

What we offer in return:

At Taylor & Francis we care about our colleagues, promoting work-life balance, wellbeing, and flexible working. You will be joining a thriving business, working alongside an exceptional group of people. 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.  

Benefits: 

• An excellent work/life balance with a fantastic, flexible working culture. 
• 25 days annual leave per year plus an extra day off for your birthday
• 3 additional discretionary days for the holiday period in December.
• 4 paid volunteering days each year 
• Employee assistance programme – offering 24/7 well-being support 
• Annual bonus plan
• Share Match – Plan that matches every share purchased with two free shares. 
• Pension scheme  
• Life assurance, plus optical and medical care.  

We are seeking a proven passionate Corporate Sales Executive who can influence, negotiate and deliver sales.  Join our EMENA Sales Team where you will be responsible for the selling of Taylor & Francis Group prestigious books and online content to the UK and international market.  Your focus will be to develop existing reseller and training accounts in the Teacher Education market, and to acquire new business partners. This is an exciting area of expansion for Taylor & Francis, this role will be pivotal to delivering on our growth ambitions.

Knowledge of publishing and sales is critical, and an understanding and experience of selling into the UK education market, namely teacher training, continuous professional development and special educational needs resources within schools and clinical settings, would be advantageous to success in this role. 

Location:

The successful candidate will be able to utilise our balanced working model. We ask that candidates live within a commutable distance of our office in Milton Park, Oxfordshire, to ensure that as a balanced worker they can make it to our office to collaborate as required. Time spent in the office is likely to range from 10%-80% of working hours with the remaining time working from home. 

Closing date for applications: Friday 8 November 2024.

This role reports to the Head of Corporate Sales, Books.

What you will be doing:

• Develop solutions with Authors to create value propositions that will take content into a training, consultancy, and in some cases R&D and marketing settings, using a range of product offers, including bulk-buy, digital product, discount codes and custom formats
• Account management of a defined group of specialists, typically in resale and training, but also associations and charities, who can supply out content to the Teacher Education Market.  You will develop and curate offers to Key Accounts that connect our collections, and in some cases Authors, to stimulate revenue and build valuable long-term sales relationships
• You will work closely with colleagues in the UK and regional locations, sharing sales data, case studies and seek to develop expertise across a range of sectors in your defined subject/ list areas both on your own and in collaboration with your team members.
• You will demonstrate initiative and a willingness to experiment, seeking out and identifying new business opportunities independent of Authors and Key Accounts based on your own market research.  Further you will develop a strong and open working relationship with other sales channels in Taylor & Francis and the wider Informa Group to create supply opportunities.
• Review and analyse sales data to develop a comprehensive and dynamic sales strategy that you will be accountable to deliver
• You will develop tactics to increase sales across customer categories consisting of specialist resellers and organisations focused on training, all of whom are active in the Teacher Education and Special Education Needs market.
• You will develop marketing insights through your contact with content creators, intermediaries and end users, and share this with editorial and marketing.
• We are looking for someone who can innovate and experiment with a range of products and content consumers, developing programmes of market outreach that adds value to the list and contributes to the team’s ability to work in professional markets.

The ideal candidate:

• A hardworking and disciplined Corporate Sales Executive who can influence, negotiate, and deliver sales in pursuit of revenue targets, with the ability to manage a detailed negotiation from start to close.
• You will be able to demonstrate a proactive approach to lead generation, with a track record of meeting and exceeding sales targets through a disciplined and innovative approach.
• Possess a track record of meeting and exceeding sales targets by a structured and disciplined approach to work, capable of analysis, consultation, planning, preparation and accurate execution
• The ability to work with large data sets, capable of presenting information to a range of stakeholders, and creating accurate sales proposals that are attractive to customers and content providers
• Capable of confidently discussing options and ideas that seek to create value with stakeholders, from editors to authors, to sellers and trainers, and government customers; you will have the ability to work as part of a team to solve problems, with a high degree of attention to detail
• Appetite and enthusiasm to create value across different stakeholder groups, and a willingness to travel to meet customers and to attend conferences to build knowledge and networks
• A detailed, disciplined and structured approach to sales negotiation is essential, based upon content and fulfilment.  You will have a strong understanding of how to apply trade terms with a diverse set of customers, and be able to maximise our return on sale, whilst minimizing the cost of sale through careful execution.

Training And Professional Development: 

We’re passionate about ensuring you have all the tools and resources at your fingertips to reach your short and long-term career goals. We’ll support you in your journey by working together on your own bespoke Taylor & Francis Development Plan, ensuring you have the resources, tools, support, and coaching that will get you where you want to be. 

Interview process: 

Once you have submitted your application, we may get in touch with you for an initial screening conversation or ask you to complete a short video interview to enable us to better understand your skills, experience, and motivation. Following this, you will be invited to attend a competency-based interview, either virtually or in person. Typically, we’d then finish the interview process with a final, 2nd stage interview before extending an offer to the successful applicant.  

Taylor & Francis Group an Informa Business

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/care