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Head of Sales - Manchester City Football Club

Job Title: Head of Sales - Manchester City Football Club
Contract Type: Permanent
Location: Manchester
Industry:
Salary: Excellent Salary + Bonus
Start Date: ASAP
REF: DS565
Contact Name: Darren Simmons
Contact Email: darren@eisg.com
Job Published: 9 months ago

Job Description

Job Purpose

The role will lead the Sales team to deliver profitable sales across all hospitality & City in the City products, as well as identifying and delivering new business opportunities whilst nurturing and developing existing clients within the client portfolio.

Responsibility for developing the market through research, development and exploiting of new business opportunities, directly and through the team. 

Responsible for developing campaigns and initiatives to generate new revenue across seasonal and matchday offerings and enforce an active culture of outbound activity and handle inbound enquiries where necessary.

Key Responsibilities

 

  • Define and execute the hospitality sales strategy and process

  • Developing an understanding of key customer segments and their needs to optimise propositions and pricing

  • Define target audiences, routes to market and deploy resource appropriately

  • Lead and grow the hospitality sales team of 13 plus a pilot scheme of 11 lead generators/group ticketing; optimising structure, providing coaching, setting priorities and targets

  • Maximise the revenue/yield delivery of the Hospitality Tier across all products:

  • 66 Executive Boxes of which 3 are Unique Experiences

  • 3500 hospitality seats

  • Seasonal Hospitality

  • Match by Match Hospitality

  • Reporting and budget management

 

Main Accountabilities

 

  • To manage, motivate, develop and lead the sales team to deliver outstanding service and results, focusing team energy and action on proactively achieving sales, EBITDA, best practice and exceptional customer experience

  • Implement and manage sales processes to enhance quality, consistency and efficiency of the sales cycle

  • Work closely with the Director of Hospitality Sales to agree and implement a cost-effective sales strategy to help deliver the overall vision and strategic plan

  • To identify and grow talent to ensure the right level and quality of resource is in place for current and future requirements through the setting of clear, challenging and realistic goals for the team and to ensure these goals are achieved

  • Working with the Director of Hospitality Sales to create an innovative sales culture which maximises every opportunity to build the Manchester City brand to maximise sales and significantly improve profitability

  • To be responsible for the setting and delivery of the sales budget both in terms of income and expenditure

  • To ensure strong relationships and communication within the existing team to develop new business opportunities and to ensure customer expectations are exceeded

  • Contribute to and participate in any projects and activities as required by the Director of Hospitality Sales

  • To build, develop, manage and maintain effective relationships with key customers, stakeholders and external suppliers

  • To work in partnership with the in house catering team lead by the Hospitality Relationship Team Manager to maximise profitability and efficiencies wherever possible

  • To assist in the development of business plans, budgets and all related activities.Acting as a representative of the Senior Management Team as appropriate

  • Perform staff appraisals, performance management, training and recruitment processes

  • Attend regular meetings as and when the business requires

  • Ensure we maintain and improve the processes and procedures within the department and company and identify and solve issues that may arise

  • To ensure the highest standards of health and safety at the Stadium at all times

  • To be flexible and to perform other duties as required by the Director of Hospitality Sales

  • The revenue generated by this department is circa £15 million

     

    Key Relationships

    Internal

  • Director of Hospitality Sales

  • Business Development Team

  • Hospitality Operations Manager and Team

  • Finance Team

  • Marketing Team

  • FRM Team (Fan Relationship Management)

  • IT, Ticketing and Systems Teams

  • Website, Digital & Communications Team

  • Insights Team

  • Partnerships Team

  • Player Care

  • Catering Partner

     

    External

  • Existing seasonal and daylet hospitality customers

  • Existing conference and event customers

  • Lapsed customers

  • Prospective customers

  • Third party sales agents and prospective partners

    _________________________________________________________________________

    Scope of Job and General Responsibilities
     

  • Working for the majority at the Manchester City Location in an internal sales environment

  • Compliance with Club policies and Health and Safety procedures

  • Maintain professional conduct at all times

  • Maintain accurate records detailing sales performance and prospecting activities, reporting to Director of Sales

  • Requirement to work matchdays and flexible working hours

  • Lead weekly sales meetings for BDEs and BDMs

  • Undertake such other duties as may be reasonably expected

     

    Knowledge

    Essential

    •           Previous experience of holding a senior sales position and working within management teams

    •           Proven track record of sales negotiation and persuasive selling skills

    •           Sales presentation experience

    •           Proactive selling and account management

    •           Development and implementation of strategic plans

    •           Track record of managing budgets and being financially aware

    •           Management and development of a proactive sales culture

    •           Experience of driving, leading, motivating and developing teams to achieve and exceed targets

    •           Embraces change – experience of leading and delivering change

    •           Demonstrates an innovative approach – experience of driving and leading innovation

     

    Technical/work-based skills:

    Essential

    •           In-depth knowledge and understanding of sales

    •           Strong understanding of sales approach to adequately train and coach sales team

    •           Highly IT Literate – MS office and CRM Systems and the ability to pick up new systems easily

     

    Desirable

    •           Previously used Salesforce or SAP as a CRM tool

     

    General skills and attributes:

    Essential

    •           Leadership and ability to both develop and direct the team and to influence diverse stakeholder groups across the business

    •           Exceptional standards and high attention to detail

    •           Results orientated

    •           Customer focused

    •           Gravitas to act as an ambassador

    •           Proven leader with credibility

    •           Able to work strategically as part of a team or alone

    •           Pro-active and comfortable working at pace across multiple objectives

    •           Communicative in nature, engaging all stakeholders in a clear fashion

    •           A pro active personality with ability to enthuse and motivate team members

    •           Excellent communication, decision making, negotiation and influencing skills

    •           Able to prioritise and meet deadlines

    •           Willingness to work weekends and evenings in line with operational requirements

    •           Driving license holder

    •           Rigorous attention to detail

     

    Experience:

    Essential

    •           Minimum 5 years’ experience in managing a sales team in a relevant industry

    •           Proven track record of delivering growth and exceeding sales targets from an outbound sales team

    •           Experience in a high value related sales industry / role

    •           Sales Background in B2B and B2C role

     

    Qualifications:

    Essential

    •           University degree

     

    The Executives In Sport Group are exclusively retained on behalf of Manchester City Football Club to identify and secure a Head of Sales. All direct applications and agency enquiries will be forwarded directly to The Executives In Sport Group