Running, Squash, Windsurfing, outdoor activities
GLORIA BORGHETTI
Abingdon
Summary
A strategic and commercially driven sales leader with 10+ years of international experience in academic publishing and digital solutions. Proven track record in leading high-performing sales teams, developing market-driven strategies, and negotiating major institutional and consortia deals across Southern and Eastern Europe. Strong collaborator, inspiring mentor, and passionate advocate for customer-focused innovation in scholarly communications.
Highly effective mentor driven to assess individual and group performance to implement improvements and set goals. Determined individual with background in establishing and nurturing lucrative partnerships.
Overview
21
21
years of professional experience
2003
2003
years of post-secondary education
4
4
Languages
Work History
Sales Manager, Southern Europe
Taylor & Francis
01.2021 - Current
- Lead the regional sales strategy and manage a team of sales executives and agents across libraries, hospitals, and government organizations.
- Prepare and negotiate complex institutional access and transformative agreements.
- Analyze market trends and deliver data-driven growth strategies in collaboration with marketing and editorial.
- Host workshops and presentations at industry events across Europe.
- Maintain and grow the customer base, ensuring consistent, high service levels, and revenue retention.
- Increased sales revenue by developing and implementing effective sales strategies.
- Managed key accounts with strategic planning and relationship building, resulting in increased customer loyalty and repeat business.
Senior Sales Executive, Eastern Europe
Taylor & Francis
01.2019 - 01.2021
- Managed key academic accounts and drove revenue growth through consultative selling.
- Delivered territory sales plans, identified upsell opportunities, and led renewal negotiations.
- Built strong relationships with internal stakeholders to ensure the successful implementation of customer strategies.
- Facilitated relationships with target accounts through implementation of proven networking methods.
- Leveraged strong negotiation skills to maximize profit margins while maintaining exceptional customer service standards.
Sales Team Leader
Oxford Summer Courses
01.2018 - 01.2019
- Designed and led sales campaigns targeting international markets.
- Oversaw CRM management, lead nurturing, and performance analysis.
- Coordinated with marketing to support conversion and retention initiatives.
- Boosted sales performance by implementing effective team training and coaching strategies.
Senior Digital Account Consultant
Pearson Education
01.2016 - 01.2017
- Managed relationships with UK primary schools using Pearson platforms.
- Delivered tailored digital resource recommendations and supported adoption.
- Provided expert guidance on investment strategies, helping clients make informed decisions for long-term success.
- Collaborated with internal teams to develop tailored solutions for unique client needs.
Business Development Manager
Ricardo Energy & Environment
01.2015 - 01.2017
- Generated new B2B business across Italy, focusing on sustainable innovation and consultancy services.
- Generated new business with marketing initiatives and strategic plans.
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decisionmakers.
- Monitored market trends and competitor activities to identify areas of potential opportunity.
Business Development Manager
Holiday Lettings Ltd (TripAdvisor Media Group)
01.2010 - 01.2015
- Consistently exceeded sales targets through proactive outreach and account development.
- Negotiated and closed long-term agreements with new clients in assigned territory.
- Collaborated closely with marketing teams to develop targeted campaigns that generated high-quality leads for the sales pipeline.
- Consistently met or exceeded monthly quotas through diligent prospecting efforts, relentless follow-up activities, and expert negotiation skills.
Online Marketing & Customer Service Manager
Puckator Ltd
01.2009 - 01.2010
- Resolved customer complaints while prioritizing customer satisfaction and loyalty.
- Boosted customer retention rates through exceptional problem-solving skills and relationship-building efforts.
- Followed through with client requests to resolve problems.
Online Communications Manager
Globalmente SRL, Milan
01.2005 - 01.2009
- Developed compelling content for company website and social media channels, driving user engagement and conversions.
- Enhanced brand visibility by developing and implementing strategic communication plans.
- Created compelling visual assets for use across multiple platforms, enhancing brand consistency and recognition.
Education
MSc - Public Relations
09-2003
Master of Arts - Business & Languages
04.2001 - 01.2001
Skills
Sales strategy development
Institutional & Consortia Negotiation
Regional Business Development
Team Leadership & Mentoring
Cross-Functional Collaboration
Performance management
Strategic planning
Pipeline management
Sales forecasting
Analytical problem solver
Continuous improvements
Consultative sales
Accomplishments
- Negotiated multi-year Read & Publish deals with major consortia including CRUI, CzechELib, EISZ, Malmad, Bibliosan, CLC, COSEC and key national institutions.
- Delivered 120% of sales target in 2022 through a combination of new business development and strategic renewals.
- Won Rising star award in 2022
- Represented Taylor & Francis at major European conferences, strengthening brand reputation and market reach.
Interests
Certified in Health & Nutrition
Travel
Reading
Cooking
Platforms
- Salesforce
- Microsoft Office
- Google Suite
- PPC/SEO
- Photoshop
Languages
Italian native, English fluent, French good, Spanish basic
References
Available upon request.
Timeline
Sales Manager, Southern Europe - Taylor & Francis
01.2021 - Current
Senior Sales Executive, Eastern Europe - Taylor & Francis
01.2019 - 01.2021
Sales Team Leader - Oxford Summer Courses
01.2018 - 01.2019
Senior Digital Account Consultant - Pearson Education
01.2016 - 01.2017
Business Development Manager - Ricardo Energy & Environment
01.2015 - 01.2017
Business Development Manager - Holiday Lettings Ltd (TripAdvisor Media Group)
01.2010 - 01.2015
Online Marketing & Customer Service Manager - Puckator Ltd
01.2009 - 01.2010
Online Communications Manager - Globalmente SRL, Milan
01.2005 - 01.2009
Anglia Ruskin University - Master of Arts, Business & Languages
04.2001 - 01.2001
University of Stirling - MSc, Public Relations