The Head of Sponsorship will report to the Director of Digital & Commercial to deliver new global and regional partners to the club and contribute to the revenue targets of the Commercial Team.
The post holder will be expected to have in-depth knowledge and experience of concluding partnership agreements including negotiation of commercial terms, working alongside the Digital & Commercial Director to conclude full form agreements.
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
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
West Ham United are committed to the principle of equality and equal opportunities in employment. They will actively promote equality and equal opportunities in our business to ensure that individuals receive treatment that is fair and equitable and consistent with their relevant aptitudes, potential skills and abilities. Employees will be recruited and selected, promoted and trained on the basis of objective criteria.