• Posted 2 weeks ago
  • London
  • Full Time
  • Feb 28, 2018

To drive revenue through the development of commercial partnerships by finding brands that deliver the best commercial value and brand fit for West Ham United.

Responsibilities

  • Deliver new global and regional partners to the club and contribute to the revenue targets of the Commercial team
  • Deliver agreed individual targets against commercial business development plan
  • Research various industry sectors for potential target brands in collaboration with the Digital Commercial Director and Partnership Development Managers.
  • Assist in indentifying appropriate target industry sectors
  • Create bespoke and flexible partnership presentations in keeping with the specific brief from individual companies
  • Present a compelling proposition of the partnership opportunities to C-suite and senior level individuals in targeted companies
  • Conclude partnership agreements including negotiation of commercial terms, working alongside the Digital & Commercial Director to conclude full form agreements
  • To liaise and develop relationships with agencies where appropriate across international markets
  • To manage, grow and development the internal sales team as well as own the relationship with any external agencies selling rights on our behalf
  • To generate revenue from a variety of sources including but not limited to sponsorship, IP, player image rights, digital media, hospitality, promotional and  matchday rights
  • Contribute to the development of the partner strategy and process to deliver results in accordance with the Commercial Team’s budgets and targets
  • Attend appropriate sport industry and sector specific events to network and develop new leads
  • Assist in the development of bespoke partnership materials
  • Liaise with all club departments to co-ordinate available assets for sale
  • Assist in the renewals of existing partnerships
  • Use market knowledge to develop brand target lists including contact details
  • Proactively contact brands via the telephone, email or any other viable method with our proposition
  • Host clients at matches where required

Qualifications & Skills

Education, Qualifications, Training

  • Educated to degree level or equivalent
  • Track record of exceptional sales/business development achievements in the sports, media or other B2B industries
  • At least 3 years experience of B2B sales including cold-calling

Abilities, Skills, Knowledge

  • Evidence and experience of building relationships with and presenting to senior clients within partner organisations
  • Leading or playing a major part in negotiating and closing high value B2B partnership deals with experience across the end to end sales process
  • Experience of working with legal teams in compiling contracts and negotiating terms with legal support
  • Understanding of brand dynamics and market trends
  • Excellent presentational skills and ability to persuade and influence audience with credible business content
  • Commercial acumen proven through ability to create and develop strategic plans
  • Strong interpersonal and communication skills both written and verbal, ability to quickly build trust and relationships
  • Demonstratable experience of identifying and securing high value brand partnerships. Knowledge of key commercial drivers of compatible sectors would be advantageous
  • Substantial and valuable networks with an enviable contact book full of leads across industries.
  • An ability and a natural instinct to identify bonafide leads and focus on prospects where the interest and the chance of success is genuine
  • Strong organisational skills and attention to detail
  • A natural affinity or passion for football and sport
  • Self-motivated, able to work quickly and precisely, multi-task, and respond to a variety of needs, sometimes under pressure
  • Sales and delivery focused – but not at the expense of brand integrity or company values
  • Planning, systematic and analytical view with respect to delivery of business opportunities
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West Ham United
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