Commercial Sales Executive

1 week ago

Hartlepool, United Kingdom Hartlepool United Football Club Full time

Department: Commercial


Contract Type: Full time, Permanent


Location: Suit Direct Stadium, Clarence Road, Hartlepool, TS24 8BZ


Reports to: Commercial and Operations Director


Responsible for: Commercial Operations


Core Team Relationships:

Hospitality staff, Catering staff, Ticketing Manager, Retail Manager, Operations Manager, Commercial and Operations Director and other department heads.


Main Purpose:

To generate income for the Company through advertising, sponsorship and hospitality. Developing innovative ideas to maximise income generation. To maintain relationships and revenue streams with current commercial partners and to develop new commercial relationships. To develop the Commercial offering ensuring excellence in customer service at all times. To network and maximise matchday and non matchday revenue.


Role Summary


This role requires:

• A revenue driver with negotiating and influencing skills.

• A commercially astute individual.

• An experienced team player with strong sales skills who is highly energised and motivated with a high level of commitment.

• An experienced Relationship Manager.


The key responsibilities of this role are:


Commercial Sales:

• Ensure you have an understanding of all commercial aspects and knowledge of margins, costs and budgets.

• Be responsible for meeting individual sales targets and the sale and co-ordination of all match hospitality and sponsorships.

• Be accountable for the advertising boards and digital board advertising sales.

• Involvement in the sale of club sponsorship packages from entry level to high level.

• Ensure negotiation skills are used to develop agreements and contracts with well- known brands and sponsors.


Account Managing:

• Take responsibility for maintaining good relations with all the Club’s Commercial Partners and Sponsors associated with the above sales.

• To work closely with the Commercial and Operations Director in securing ‘Major Sponsorships’ for the Club (e.g. front of shirt sponsor naming rights sponsor).


Planning, Finance & Admin:

• Understanding the value drivers of the business and identifying profitable commercial opportunities to grow revenue

• Developing and maintaining an excellent understanding of the key customers/target audience to ensure that their needs are being met and that their business is retained.

• Understand the departments’ budget.

• Ensure commercial agreements are in line with legislation and completed and held on file for all relevant sales.

• Update procedures on a regular basis ensuring any recommendations and improvement ideas are submitted to the Commercial and Operations Director.


Events:

• Involvement and organisation in sales of events e.g. non-matchday events on the pitch, sporting evenings, golf days, dinners.

• Develop new event ideas and work on an events calendar.


Matchday Duties:

• Be an integral part of matchdays ensuring engagement with the Club’s Commercial Partners and Sponsors to ensure all their matchday needs are met.

• Work with the Operations Manager to ensure they are informed of all hospitality needs and rooms are set up accordingly with bookings/requirements.

Development:

• Be a key player in ensuring good customer service is delivered throughout the business, take ownership of problems and provide solutions.

• Attend any networking events as required to fulfil the role.

• Meet with the Commercial and Operations Director on a regular basis to discuss commercial’s performance, new initiatives any feedback or issues.


Company Policy & Best Practice

• Seek to ensure the safety, safeguarding and wellbeing of all children, young people and adults at risk who engage in its activities.

• Obtain a working knowledge of the Health and Safety at Work Act 1974 specifically relating to your area of duty, also to general aspects of the Company..

• Ensure you are familiar with emergency and evacuation procedures.

• Ensure all security incidents, accidents and near misses are always logged in a timely manner.

• Comply at all times with company policies.


This job description should not be regarded as exclusive or exhaustive. It is intended as an outline indication of the areas of activity and will be amended in consultation in the light of the changing business needs.


Measures of Success

• Budget - a clear understanding and ability to manage the department’s budget.

• Sales - ability to sell, close deals, meet targets and drive further revenue.

• Commercial product knowledge - understanding of the business and all commercial products.

• Customer engagement - maintaining good rapport with customers, post deal customer service, long-term business.

• Management - a well-managed, high performing team that have clear objectives and deliver the required results.

• Positive feedback - feedback received from The Board, managers, colleagues and customers.


Key Performance Indicators (KPIs)

In addition to the above measures of success there will be some specific KPI’s set for you on an annual basis which will be discussed with you and agreed on commencement of work and then reviewed and agreed annually during your appraisal.


Qualifications/Experience/Knowledge required

The ideal candidate will have experience of working in a sales environment with proven administrative and excellent organisational skills. Previous experience within a hospitality environment is preferred, or if you have sound knowledge and an understanding of excellent customer service within a Sales & Marketing environment, we would like to hear from you.

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