About this role
About the Role
We are looking for a talented and highly driven Regional Director Asia Commercial and ANZ Sales to join our Senior Management Team (SMT), leading the Sales function across Australia and New Zealand while providing commercial leadership across Asia. The role has clear accountability for driving sustainable growth, consistently delivering against revenue and commercial targets, strengthening Oxford University Press's market position, and ensuring commercial excellence across customer, partner, licensing, and contractual activities.
The role combines direct leadership of all ANZ sales teams, channels, and customer segments with responsibility for the end-to-end commercial lifecycle across Asia, including deal structuring, pricing, contract governance, commercial performance, risk management, and strategic growth initiatives. Working closely with Sales, Finance, Legal, Publishing, Marketing, Operations, Product, and Business Development teams, the Director ensures commercial decisions are aligned with business strategy, operational delivery, and long-term value creation. As a member of the relevant Senior Management Teams, the role contributes to strategic planning and organisational decision-making across the region, driving both commercial performance and operational excellence.
Key Responsibilities
- ANZ Sales Leadership: Lead the end-to-end Sales function across Australia and New Zealand, including all sales teams, channels, and customer segments.
- Develop and execute the ANZ sales strategy, driving consistent delivery against revenue, profit, market share and customer growth targets.
- Lead the continued evolution of the ANZ sales model, including the transition to more digital and data-led approaches, ensuring sales structures, roles, channels, capabilities and ways of working are aligned to current and emerging business models.
- Build and maintain OUP's reputation as a trusted leader in Education through strong customer engagement and market presence.
- Ensure excellence in customer acquisition, retention, territory management, and sales execution across all ANZ portfolios.
- Lead relationships with key institutional customers, resellers, distribution partners, and strategic accounts.
- Partner with Marketing to optimise lead generation, conversion, and customer engagement strategies.
- Partner closely with Product, Digital, Marketing and Business Development to translate customer and market insight into product development, connected customer propositions and new or adjacent revenue opportunities.
- Drive sales capability, effectiveness, and performance through coaching, development, and robust performance management.
- Build deep product, education and commercial capability across the sales organisation, ensuring teams operate as trusted customer advisers with strong understanding of OUP products, curriculum, pedagogy and customer needs.
- Drive effective Salesforce adoption, pipeline management, forecasting accuracy and sales reporting.
- Commercial Leadership Across Asia: Lead the commercial strategy and governance framework across Asian markets, ensuring commercial activities support sustainable growth and profitability.
- Oversee the end-to-end commercial lifecycle for significant contracts, partnerships, licensing arrangements, and commercial agreements.
- Provide leadership on pricing strategy, commercial modelling, contract negotiations, margin optimisation, and revenue opportunities.
- Work closely with Legal, Finance, and Compliance teams to ensure commercial arrangements are appropriately structured, compliant, and commercially robust.
- Maintain oversight of contractual obligations, renewals, amendments, and commercial risk management activities.
- Ensure effective governance of intellectual property, licensing, and intercompany trading arrangements where applicable.
- Develop business cases and commercial frameworks for new products, markets, partnerships, and strategic opportunities across Asia.
- Support country and regional leadership teams with commercial insight, market analysis, and recommendations that drive business growth.
- Performance, Governance and Financial Leadership: Establish clear commercial and sales performance measures, reporting frameworks, and governance processes across the region.
- Partner with Finance to develop budgets, forecasts, investment cases, and revenue projections.
- Monitor sales performance, commercial outcomes, contract value realisation, and return on investment.
- Drive data-led decision-making through effective use of CRM, reporting tools, and commercial performance dashboards.
- Ensure compliance with OUP policies, governance standards, and regulatory requirements across all areas of accountability.
- Lead initiatives that improve sales effectiveness, commercial processes, operational efficiency, and organisational capability.
- Leadership and Stakeholder Management: Act as a senior leader across ANZ and Asia, contributing to regional and divisional strategy development.
- Lead and develop high-performing sales and commercial teams, creating a culture of accountability, collaboration, and continuous improvement.
- Build strong working relationships with regional leadership teams, including Sales, Finance, Legal, Marketing, Operations, Product, and Publishing functions.
Foster a culture of commercial excellence, customer focus, transparency, and disciplined execution. Provide leadership for strategic projects, transformation initiatives, and growth opportunities across the region.
About You Essential
Significant experience in commercial and sales leadership roles in a multinational, multi-channel organisation. Proven track record of delivering revenue growth and consistently achieving or exceeding sales and commercial targets. Strong commercial acumen, with experience in business development, pricing, negotiation and driving profitable growth. Proven ability to lead change, implement new ideas and drive execution through to results. Demonstrates gravitas and the ability to clearly communicate compelling messages to senior management teams.
A strong communicator with excellent written and oral communication skills. Able to develop and maintain effective working relationships at all levels within an organisation. Excellent people management and leadership capability, with the ability to influence both direct and matrix teams. Desirable: Experience and knowledge of the publishing industry.
Benefits
Highly flexible working environment Two work-from-home days per week and rostered Friday afternoons off (fortnightly) Access to contemporary offices and facilities close to Southern Cross Station Varied learning and development opportunities The opportunity to support Skyline Education Foundation through our Workplace Giving Program Comprehensive wellbeing program, including an EAP available to you and your family Other enterprise level benefits including Long Service Leave at 5 years, 2 days of paid Volunteering Leave and Study Leave per year and more Apply now!
Your application should tell us more than how you meet the criteria. We want to hear your voice and understand who you are, so please write in your own words rather than using AI-generated language. If you possess the right skills for this role and want to join our hardworking and motivated team, please submit your cover letter and full resume, telling us why you are the best person for the job, in one PDF. Acknowledgement of Country We acknowledge and pay respect to the Traditional Custodians of the lands on which we live, learn and work.
Diversity, Equity and Inclusion We are committed to creating a workplace that values diversity, equity and inclusion and ensures equal opportunities for all. We welcome applications from First Nations peoples and from people of all backgrounds, including people with disability, who bring diverse perspectives, lived experience, and community connections. If you require adjustments at any stage of the recruitment process, please let us know so we can support your participation.