Regional Director Asia Commercial and ANZ Sales

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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 Current 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

- 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.
- 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 invest

📌 Regional Director Asia Commercial and ANZ Sales (Melbourne)
🏢 Oxford University Press
📍 Melbourne