Head of Partnership Sales at Saracens Rugby

Head of Partnership Sales at Saracens Rugby Job Vacancy: Head of Partnership Sales at Saracens Rugby

We’re looking for an experienced Head of Partnership Sales to lead the partnership sales team and deliver commercial growth through the acquisition of new Club commercial partners, which will require you to build strong relationships with external parties and coordinate the sales process from first contact to successful lead conversion. You will work alongside key internal stakeholders to provide compelling partnership propositions and sales materials that help the Club successfully find and convert leads to increase the value of the commercial partnership portfolio.Our partners are the backbone of our business and they are part of our community/family. Their support, loyalty and shared commitment to our values helps us impact the lives of 100,000s of people locally, enriching lives through sport and entertainment. As well as supporting our world-leading Men’s and Women’s Rugby teams, our partners are also trailblazers in tackling social inequalities through their support of the Saracens Foundation and Saracens High School, enabling us to fight racism and discrimination in sport and the wider society, power gender equality, foster mental well-being, improve education and health, and promote LGBTQ+ inclusion.Saracens is an inclusive, people first organisation. A core part of achieving our mission is that our workforce is diverse and reflective of the community that we serve. There will be no discrimination in our recruitment and selection processes, nor when considering pay and benefits. We encourage people from all backgrounds to apply for the position and join us on our mission to enrich lives through sport and entertainment. DETAILS

• JOB TITLE:  Head of Partnership Sales
• LOCATION:  StoneX Stadium, Greenlands Lane, Hendon, London, NW4 1RL
• CONTRACT TYPE:  Permanent, includes some weekend work (hybrid working)
• SALARY:  Competitive salary will be offered based on level of experience. A generous commission scheme in place to reward new business and renewals.
• REPORTING TO:  Commercial Director
• RESPONSIBLE FOR:  Delivering commercial growth through the acquisition of new Club Commercial Partners

TO APPLY

To apply for the Head of Partnership Sales job vacancy, please email a copy of your CV to recruitment@saracens.net by Friday 12th April 2024. You have the option to include a short video to introduce yourself and to talk for a couple of minutes on how the sport sponsorship landscape has evolved in the last 10 years.

ACCOUNTABILITY

• Achieve sponsorship targets for all Saracens Group products and services; including but not limited to Saracens Men, Saracens Women, Saracens Mavericks, StoneX Stadium, Saracens Foundation and Multi-Academy Trust, Strategic Projects, Player and Media Sales
• Lead day-to-day Partnership Sales process from target ID through to deal execution
• Support the Commercial Director and CEO with overall Partnership Strategy and budgeting

Core Focus: Designing and Executing Successful a Partnership Sales Process 

• Define basic approach framework, inc. target approach (company or category)
• Identify target sectors and / or companies that fit with Saracens Group brand values and positioning
• Define lead generation and sales process, including selection criteria, source of information, key decision makers
• Allocate key saleable assets and pricing for specific categories and companies, to maximise brand fit and RoI potential
• Create compelling sales materials, matching company vision, demonstrating our proposition and partnership opportunities
• Manage sales process through multiple sales meetings with different brand and Saracens stakeholders
• Create structured and timely Heads of Terms process for when deal is agreed through to contract execution
• Work with and maintain strong ongoing relationships with relevant agency contacts within the sports marketing industry
• Engage current partners to purchase additional assets and brand stories over the course of the year

Development of Commercial Proposition

• Defining and driving overarching commercial and partnerships sales strategy
• Identify current and potential differentiating factors aligning with organisation goals
• Define roadmap to consolidating key selling proposition vs competitors, obtaining data, packaging and comms
• Initiate internal process for constant tracking and communication of metrics
• Develop superior sales materials and creative assets to reinforce proposition, including but not limited to decks, video content, deal sheets

Creation of Compelling Partnership Packages 

• Work to continually develop new saleable assets incorporating high level of ideation thinking and innovation
• Manage ongoing audit of asset value, including measurement data from current and potential research partners
• Forecast tangible asset value growth expected across events, digital, fan engagement etc.
• Define pricing strategy of partnership packages based on 3 rd party valuations and industry knowledge, including cost of sales
• Determine optimal partner packaging and tiering to maximise partnership sales impact and revenue

Maintaining Rigorous Performance and Financial Tracking

• Support on setting, managing and executing the annual Partnership Sales budget in line with Group Board Goals
• Refine opportunity tracking process and technologies, including regular reports for syndication for key stakeholders
• Track all deal negotiation and contracts to ensure completion with target cost of sale (VIK and Cash Deals)
• Provide breakdown of current and expected partners by existing deals, new business, renewals and others
• Identify key financial risks and potential mitigation actions to de-risk business and key activities

Leadership and Management of 1 or 2 Partnership Sales Individuals

• Lead development of small Partnership Sales team – running individual and team meetings, development and appraisal
• Set and prioritise work plan of Partnership sales team, providing adequate guidance and support
• Lead, motivate and inspire team to live the Saracens values – work rate, discipline, humility, honesty
• Work with Commercial Director to build out future resourcing requirements (e.g. design, Business Intelligence)

YOU SHOULD APPLY IF YOU HAVE

Experience

• At least 5 years’ experience in the Sport Industry, specifically Sponsorship and Partnership sales with a proven track record of sales success (experience of working for a Sport Rights Holder is desirable)
• A University degree in a subject relevant to this role, or equivalent Sports Industry qualifications are desirable, but not essential
• Experience in formulating, managing and delivering against budgets
• Experience in dealing with senior stakeholders and the ability to build strong relationships internally and externally with key stakeholders, at all levels

Personal Characteristics & Leadership Behaviours

• Ability to thrive in and promote a culture of hard work, discipline, honesty, and humility to deliver strategy and results
• A true team player with the drive, passion, enthusiasm to proactively reach out to other functions, build consensus and deliver excellence in partnerships and sales
•  Defines ambitious goals and establishes priorities with clear responsibilities to ensure results
• Manages projects, activities and resources effectively and assumes personal ownership of results
• Maintains a calm focus on results and puts clarity and order into complex issues
• Thrives in an intellectual, fast paced but ultimately target driven environment
• A passion for diversity and ability to be credible across diverse cultures

Saracens Group positively welcomes and seeks to ensure we achieve diversity in our workforce and that all job applicants and employees receive equal and fair treatment. We encourage applications from all candidates regardless of age, race, gender, gender identity, gender expression, religion, sexual orientation, disability, or nationality.

Disclaimer: due to the high volume of applications we receive, we reserve the right to close a vacancy earlier than the advertised date. This is to ensure our teams can manage application levels while maintaining a positive candidate experience. Once a vacancy has closed, we are unable to consider further applications, so please submit your application as soon as possible to avoid disappointment.

Closing Date: 12th April 2024

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