Director of Specialist Sales

Taylor & Francis Group is 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.

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.

The Director of Specialist Sales is responsible for driving revenue growth and market penetration for specific product lines by developing and executing strategic sales initiatives. Collaborating closely with commercial team (VP's, Heads of Sales, Account Managers), and key internal stakeholders. This role will focus on defining the overall market strategy to maximize high-value opportunities and proposals for eBooks content in the Americas. The Director, in tandem with the direct sales team, will create territory plans, identify stand-alone and blended packages to increase market penetration, and build a sustainable revenue pipeline. They will provide expertise in books inclusions for proposals, support Account Managers in customer pitches, and mentor mid-tier institution approaches through workshops and proposal development.

Additionally, the Director of Specialist Sales will lead a team of focused experts, bridging sales and product teams to refine go-to-market strategies, train staff, and enhance product adoption and marketability. They will partner with editorial, product & technology colleagues, and internal and external stakeholders to ensure the development of a market-focused roadmap. This role also involves conducting market analysis, identifying new programs and budgets, and implementing innovative approaches to uncover new opportunities and deliver significant customer value.

What you'll be doing:

• Strategic Revenue Growth:Directs collaborative sales efforts to meet or exceed quotas for specialized product lines, often working alongside sales account managers.
• Product Expertise & Training:Acts as the subject matter expert, training sales staff and customer service representatives on product features, benefits, and demonstrations.
• Go-to-Market Strategy:Collaborates with marketing, editorial, and account management team to develop market-specific strategies, identify customer needs, and refine product positioning.
• Client & Stakeholder Management:Engages directly with clients to understand requirements, resolve technical issues, and demonstrate product value.
• Performance Tracking:Monitors key performance indicators (KPIs) to measure revenue achievement and optimize sales effortsand processes
• Leadership, Mentoring and Sales Process Improvement

What we're looking for:

• Knowledge and Qualifications (Ideal candidates will have...)
  • Deep knowledge of academic eBook products and offerings.
  • Proven experience of developing proposals and strategies that deliver commercial return in a given market
  • Demonstrated history of sales experience with accountability and effective revitalization of an existing customer base
  • Knowledge or of the academic research and/or the higher education sectors
  • Significant team leadership/ mentorship experience
  • A demonstrated history of seeing 'big picture' trends and changes in a sector to identify attractive market segments and key sources of competitive advantage, is desirable but not essential
  • Proven ability to plan and manage projects, and budgets
  • Demonstrated history of building alignment between product, marketing and subject matter experts within an organization, as well as a demonstrated capacity for effectively interacting with external stakeholders
  • Demonstrated history of successfully interacting with senior executives, explaining to them business options and facilitating decisions
  • Demonstrated history of disciplined, data-driven sales strategy development and decision making
  • Line management experience
• Skills and Behaviours Required
  • Be highly commercial and customer/user centric-able to spot opportunities and capitalize on them-with a strong financial and analytical acumen
  • Demonstrate a systems-focus and keen interest in addressing opportunities and challenges through technical, analytical, and user-centric solutions guided by evidence-based and data-driven decision-making
  • Excellent organisational and project management skills.
  • Demonstrate passion, creativity, problem solving, and critical thinking in your work
  • Employ excellent organizational, analytical, and planning skills with good attention to detail
  • Provide effective and clear verbal and written communication
  • Act as a good listen, team player, and willing collaborator

What we're offering in return:

• Annual base salary range of $150,000 - $175,000 + up to 30% bonus if annual OTE's are met
  • Base salary commensurate to experience
• 35 hour work week
• An excellent work/life balance with a fantastic, flexible working culture
• Paid sick time
• Ample paid time off
• 3 additional discretionary days for Christmas each year
• Paid parental leave
• Medical & vision benefits
• 4 volunteering days per year
• 401(k) match
• Flexible working schedule
• Seasonal social and charitable events
• Training and development

What you should know:

• Must be authorized to reside and work in the United States.
• Closing date for applications: 13 March 2026
• Applications will be reviewed and evaluated on a rolling basis. It is encouraged that if interested, you submit your application as soon as possible.

Work/life balance:

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.

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.

Being 'you' at Taylor and Francis:

Here at Taylor & Francis, we know that many times the 'perfect candidate' doesn't exist, and that people can feel discouraged about applying for a job if they don't fit all the requirements. We encourage you to apply if you're excited about working for us and have some of the skills or experience we're looking for. We believe in the notion that many skills and experiences are transferrable, and you could be just what we need! Taylor & Francis is proud to be an Equal Opportunity Employer. We strongly believe in the value of diversity of people and thought. We strive to foster a supportive and inclusive environment where our colleagues can learn, develop, and succeed, all while feeling comfortable with being their true self. We embrace all walks of life regardless of race, color, 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, veteran status, citizenship, or any other protected characteristic under local law.

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

Or better yet check out our LinkedIn 'Life' Page, highlighting our accomplishments, employees, and company culture. It's also a good way of meeting our recruitment team, who will be happy to advise you on your journey here at T&F.

https://www.linkedin.com/company/taylor-&-francis-group/life/79e0c27c-afdf-4bbb-84e6-5f8ed5e10bb8/

All your information will be kept confidential according to EEO guidelines.