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- Tasks: Lead commercial strategy and sales teams for Cheltenham Racecourse.
- Company: Join The Jockey Club, the largest commercial group in British racing.
- Benefits: Enjoy free race day tickets, a generous pension scheme, and 25 days annual leave.
- Why this job: Be part of thrilling events and drive growth in a dynamic environment.
- Qualifications: Proven experience in senior commercial roles with strong leadership skills.
- Other info: Diverse teams are key to our success; we welcome unique perspectives.
The predicted salary is between 43200 - 72000 £ per year.
We have a fantastic opportunity for a new Head of Commercial to join our team, leading the development and execution of a commercial strategy for Cheltenham Racecourse which delivers commercial growth in race day and non-raceday business, measured against key targets. Critical to the role will be the effective leadership and management of the sales teams, in achieving objectives, improving the sales process and experience for customers, as well as shaping the commercial strategy with the Cheltenham CEO. The role will be required to identify and deliver new commercial opportunities, utilising the assets of the Racecourses. The role also encompasses the responsibility to help guide and lead the wider group hospitality strategy, underpinned by Cheltenham’s significant hospitality business.
The Head of Commercial – Cheltenham – Group Hospitality will:
- Develop and deliver a comprehensive commercial growth plan.
- Lead, motivate, and inspire the Sales and Sales Service teams.
- Drive incremental sales and profitability across Hospitality and Conference & Events.
- Achieve and exceed sales targets and KPIs.
- Identify and deliver new commercial opportunities in collaboration with the CEO.
- Negotiate and manage commercial agreements to foster long-term client relationships.
- Collaborate with other racecourses to leverage best practices and economies of scale.
- Shape customer segmentation strategies to maximise lifetime value.
- Coordinate with other Heads of Commercial to align hospitality strategy across the group.
- Manage key relationships with national agencies and stakeholders.
- Partner with the sponsorship team to commercialise local and group-wide assets.
About you:
- Proven experience in a senior commercial or sales role within sport or a closely related sector.
- A strong track record of hitting and exceeding ambitious sales targets.
- Skilled in developing and executing successful commercial strategies.
- Inspirational leader with experience managing and motivating high-performing teams.
- Confident communicator with excellent presentation and relationship-building skills.
- Commercially driven with a relentless focus on delivering results and growth.
- Strong sales, negotiation, and influencing skills with sharp commercial acumen.
- Strategic thinker with the ability to identify and capitalise on new opportunities.
- Gravitas to build credibility and trust with both internal and external stakeholders.
- Resilient, agile, and able to thrive under pressure.
- Innovative mindset with a passion for continuous improvement.
- Data-driven and analytical, using insight to inform smart business decisions.
What we offer in return:
- All colleagues can go along to any of our race day or music events free of charge – along with 3 friends or family with our TeamPass Ticket scheme.
- An award-winning pension scheme provider with a generous employer contribution.
- A healthcare cash back plan enabling you to claim money back on health & wellbeing services.
- 25 days annual leave.
- Access to a suite of Learning & Development training resources from renowned providers.
- A whole host of other benefits including free eyecare vouchers, a ride to work cycle scheme & discounts across varying retailers & services.
If you think you have everything we’re looking for and more, then we’d love to hear from you. Don’t hang around, we reserve the right to bring this forward if we have many applications.
Contact Detail:
DFL Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Head of Commercial - Group Hospitality
✨Tip Number 1
Familiarise yourself with the Cheltenham Racecourse and The Jockey Club's commercial strategies. Understanding their current initiatives and challenges will help you demonstrate your knowledge during discussions and show how you can contribute to their goals.
✨Tip Number 2
Network with professionals in the sports and hospitality sectors, especially those connected to The Jockey Club. Attend industry events or engage on platforms like LinkedIn to build relationships that could provide insights or referrals for the role.
✨Tip Number 3
Prepare to discuss specific examples of how you've successfully led sales teams and exceeded targets in previous roles. Highlight your leadership style and how it aligns with the inclusive culture at The Jockey Club.
✨Tip Number 4
Research the latest trends in commercial strategies within the sports and hospitality industries. Being able to speak about innovative ideas and how they could be applied at Cheltenham Racecourse will set you apart from other candidates.
We think you need these skills to ace Head of Commercial - Group Hospitality
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in commercial roles, particularly within the sports or hospitality sectors. Emphasise your achievements in sales targets and leadership roles to align with the job requirements.
Craft a Compelling Cover Letter: Write a cover letter that showcases your passion for the role and the industry. Discuss how your skills and experiences make you the ideal candidate for leading the commercial strategy at Cheltenham Racecourse.
Highlight Leadership Experience: In your application, focus on your leadership style and past successes in managing high-performing teams. Provide specific examples of how you've motivated teams to achieve sales goals and improve customer experiences.
Showcase Strategic Thinking: Demonstrate your ability to think strategically by including examples of how you've identified and capitalised on new commercial opportunities in previous roles. This will show your potential to shape the commercial strategy effectively.
How to prepare for a job interview at DFL
✨Showcase Your Leadership Skills
As the Head of Commercial, you'll be leading sales teams. Be prepared to discuss your leadership style and provide examples of how you've motivated and inspired teams in the past. Highlight any specific achievements that demonstrate your ability to drive results.
✨Demonstrate Commercial Acumen
This role requires a strong commercial mindset. Be ready to discuss your experience in developing and executing successful commercial strategies. Use data and examples to illustrate how you've identified new opportunities and achieved ambitious sales targets.
✨Prepare for Strategic Discussions
You'll need to collaborate with the CEO and other stakeholders. Prepare to discuss your strategic thinking process and how you've shaped customer segmentation strategies in previous roles. Think about how you can align your vision with the company's goals.
✨Build Rapport with Interviewers
Strong relationship-building skills are crucial for this position. During the interview, focus on establishing a connection with your interviewers. Ask insightful questions about the company culture and their expectations for the role to show your genuine interest.
