Commercial Director

3 weeks ago

Lisburn, United Kingdom Down Royal Racecourse Full time

About the role

Down Royal, one of Northern Ireland’s leading sports venues is looking for a Commercial Director to develop and implement a sales and marketing strategy to drive commercial growth across its racing business. This candidate will form part of the senior management team and will have a proven track record in implementing effective strategies to drive revenue in a similar organisation. 


Responsibilities

Commercial Strategy and Planning: 

  • Work with the CEO and team to identify areas across Down Royal’s racing business with potential for growth. 
  • Develop and implement a commercial strategy to meet targets incorporating existing revenue streams as well as new business lines.


Market Analysis: 

  • Conduct market research to identify potential customers, stay informed about industry trends, competitor activities and market developments to identify growth and monetisation opportunities.


Sales Generation and Development: 

  • Generate leads through various channels, including networking and applicable events.
  • Build and maintain long standing relationships with key stakeholders and decision-makers within targeted accounts. Understand their business challenges and position our products/ services effectively. 
  • Create high level user experiences at race days to drive engagement, brand awareness and pipeline development.
  • Lead negotiations and contract discussions to close deals successfully whilst ensuring alignment with company culture, policies and profitability goals.
  • Oversee detailed proposals including pricing, client benefits and implementation. 
  • Maintain accurate records of race day sales activities, pipeline status and revenue forecasts and share reports on performance with recommendations for improvement to leadership team. 


Marketing: 

  • Plan and execute a marketing strategy for the organisation to support sales of new and existing race day products / services.
  • Assess effectiveness of race day marketing initiatives and manage spend. 
  • Negotiate with marketing and media agencies to secure agreements. 


Candidate profile

  • 6+ years experience in a similar role 
  • An excellent track record of implementing and exceeding commercial KPI’s.
  • Exceptional sales & key account management track record with proven ability of managing and developing partnerships.
  • Skilled in numerous marketing fields including B2B and B2C multi-channel marketing initiatives to aid business growth.
  • Excellent facilitation, influencing, negotiation and persuasion skills.
  • Powerful communication skills, able to establish and maintain relationships at all levels within the business and with our key suppliers.
  • Ability to develop professional relationships that result in high levels of customer, partner and stakeholder retention.
  • Experience working with CRM systems to develop and improve sales pipeline.
  • Highly customer focused with a strong drive for results and the ability to work independently.
  • A high energy and ambitious self-starter.  
  • Valid driving license.
  • Experience working in a sporting organisation is a benefit. 
  • Knowledge of horse racing is a benefit.


The postholder will also need to attend race days and events to assist with the operations; these will be outside of normal office hours. TOIL is awarded for weekend work.


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