Head of Sales, Indonesia

Overview

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 operates globally and 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 realize their individual potential. 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.

The Head of Sales will report directly to the Commercial Director. This role will lead Taylor & Francis's sales operations in Indonesia, 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 Indonesia and ensuring momentum aligned to the 3-year plan (3YP), while fostering innovation and customer centricity. Closing Date: Applications will close on 18th October 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. 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 a team 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 exis