Sales Director Iberia (Cambridge University Press & Assessment)

• Global Company
• Position for growth

About Our Client

Cambridge University Press & Assessment is part of the University of Cambridge and shares its mission 'to contribute to society through the pursuit of education, learning and research at the highest international levels of excellence'. This connection gives them an unrivalled depth of experience in research, academic publishing, national education systems, international education, and English language learning.

They explore, collaborate, and innovate to find bold new ways to spread knowledge, spark enquiry, and aid understanding. They help people across the world to realise their potential, benefiting society and the planet. Through CUPA's products and services, they inform action around some of the world's most pressing challenges, including climate change, and they are committed to reducing our environmental impact.

Their financial success is reinvested in progressing the Cambridge mission, enabling them to expand on the good they do.

CUPA publishes academic-level research, reference, and higher education textbooks across a wide range of disciplines under the Cambridge University Press imprint. Cambridge Core hosts 1.6 million journal articles and 46,000 ebooks, and their higher education website hosts their learning materials. They are also the world's oldest Bible publisher (patent granted by King Henry VIII in 1534).

The company is generating €56 million in revenue and has experienced exponential growth in recent years.

Job Description

Financial: Responsible for the development and delivery of the commercial territory budgets in terms of local promotion and sales. Ensures Iberia contribution will be maintained, aligned with global goals.

Stakeholders:

• Internally: Local Finance, HR, IT, Legal, with key relationships with Operations, Publishing, Global and Regional Sales and Marketing.
• Externally: Distributors, Exam centers, Key Accounts, other partners, industry key players, and institutions.

Business: Responsible for the Iberia Director for setting, agreeing, and delivering sales budget for the territory. Establish and implement short and long-range growth plans, including a new portfolio of services and solutions. Work with stakeholders to create, develop, and define strategies and plans that result in growth opportunities and achievement of territory revenue and profitability targets. The relationship with Business Development, Key Account Management, Channel and Distribution, and Digital partners would be critical to accomplish results.

Operations and Propositions: Ensure sales effective forecasting within the territory to meet the needs of the business locally. Confirm that local needs and requirements are communicated, understood, and acted upon by both local and global teams. Track efficiencies on inbound logistics for products and follow internal territory logistics including delivery to customers and local distribution costs. Work within local and global structures to ensure that local Customer Services and Tech Support are appropriate. Align the identified needs of local clients with the Global Product Department.

Marketing: Work in total collaboration with the Marketing Director to ensure territory sales, business development teams, and Regional Marketing are aligned, and strategies are implemented successfully. Ensure an integrated strategy between Marketing and Sales, targeting those clients who are truly likely to consume the company's products and services. Collaboratively develop an efficient lead nurturing strategy.

Compliance: Embody Cambridge University Press and Assessment values and ethics and ensure that all ethics and compliance policies are adhered to. Foster ethical behaviours within the Territory and ensure that any issues are reported as promptly and fully to global compliance colleagues.

Data: Together with other stakeholders, the Sales Director will overview Salesforce to ensure that all data reflects the accurate market segmentation and opportunities are captured accordingly and incorporated into market forecasts. Data will inform accurate go-to-market strategies and market proposition plans. Collaborate with the Technology Department to implement a Business Intelligence (BI) system that enables comprehensive analysis of the sales process and commercial objectives.

The Successful Applicant

Experience

• Educated to degree level. Ideally a master's degree and postgraduate education.
• Extensive experience leading sales departments in Pharma, Consulting, or Private Education.
• Background and expertise managing channel, distributors, and digital partners.
• Experience in international environments.
• Ability to lead and manage teams.
• Evidence of having successfully managed educational sales businesses in territory to achieve challenging contribution targets.
• High ethical standards, openness, and trustworthiness.
• Excellent command of English (C1) as well as local first language (C1).

Skills & Personality

• Strong interpersonal skills, able to lead in a complex matrix organisation, influence collaboratively, and make things happen.
• Results-oriented professional.
• A team player who has a proven track record of driving business development opportunities to closure within the framework of a targeted go-to-market strategy.
• Experience developing and implementing product and services strategies.
• Communication skills.
• Collaborative profile, capable of building relationships that ensure teamwork and break down silos.
• Strategic-tactical balance, ability to anticipate future needs, ensuring short and medium-term operations.

What's on Offer

Join a visible and growth enriching role, to not only be able to contribute to the company strategy and to the change of sales models from the traditional sales to a consultant model but also be part of a global organization in the most important subsidiary of the brand.