Commercial Director

Location: On site · London, City of, UK (minimum 3 days in the office)

Team: Commercial

Seniority: Senior

Perks and benefits:

• Life Insurance
• Wellness programs
• Employee Assistance Programme
• Additional parental leave
• Enhanced maternity and paternity leave
• Sabbatical Opportunities
• Team social events
• Cycle to work scheme

Candidate happiness: 8.39 (12850)

PURPOSE

The role is accountable to the Chief Revenue Officer for growing and diversifying the revenues of the ECB via brand partnerships, licensing and other integrated business development programmes across England Cricket (women, men and disability), The Vitality T20 Blast, The Hundred, the County Championship, other domestic cricket and the recreational game. The role will also lead on overseeing partnership management and operations across events and matches, supporting commercial frameworks with players and agencies.

The ‘day‑to‑day’ of the role includes overseeing:

• Sales, renewals, relationship management, servicing and partnership operations of brands/partners
• Agency and supplier management
• Venue management
• PCA & TEPP management
• Licensing
• Budget ownership

The role also needs to lead across strategy, influence and/or support execution of:

• Development and commercialisation of the brand of women’s cricket/ England Women
• Development of digital, data and tech architecture that can lead to monetisation
• Campaigns, content and programmes that can integrate a brand authentically and editorially

The successful applicant will have strategic vision and negotiating skills with a sound knowledge and understanding of the commercialisation of sport, domestically and internationally. A track record of success in sports sponsorship and a strong understanding of the end‑to‑end process – from packaging through to relationship management – is essential. A broad understanding of the sports commercialisation model across media rights, digital, data, content and technology, and how this interacts with brands, is desirable.

The successful candidate will demonstrate an excellent ability to devise, develop and deliver sponsorship packages and brand partnerships; to explore, evaluate and execute new revenue opportunities; and to manage processes and people, including engagement with a complex, matrixed stakeholder environment.

The role will work closely with the ECB’s Marketing Director, Digital, Data and Technology Director, Senior Media Rights Manager, The Hundred Growth Director and Head of Content to ensure strategic alignment across the related activities of fan acquisition, engagement and monetisation across cricket.

WHO WE ARE

The England and Wales Cricket Board is the national governing body for all cricket in England and Wales, supporting the game at every level – from grassroots to professional. We believe cricket is a force for good that can have an enduring impact on everyone’s lives and we have an ambitious strategy to inspire a generation to say ‘cricket is a game for me’. It provides great entertainment. It teaches important skills, both physical and social. It can help inclusion and social cohesion, bringing communities together.

THE ECB welcomes applications from all backgrounds to ensure we deliver our Inspiring Generations strategy and fulfil our purpose to connect communities and improve lives through cricket.

OUR VALUES

• Run on respect. We ensure our game is based on fairness, respect and decency.
• Embrace enjoyment. We make sure everyone finds fun in the game.
• Build belonging. We actively include so everyone can find a place in the game.
• Progress with purpose. We stay open to change to keep the game moving forward.

YOU’LL LOVE THIS JOB IF

• You are passionate about building collaborative relationships across a network of key stakeholders.
• You want to have a positive impact on the game by growing and diversifying revenues and attracting new fans to cricket.
• You have excellent communication skills and emotional intelligence.
• You love leading a team and inspiring them with your vision, drive and care.

YOU’LL BE DOING

The majority of ECB’s revenue is currently generated through media rights. While the ECB would like to diversify its revenues, the focus should be on growth, which could include integrated approach to revenue generation, brand partnerships and a commercial model which is aligned to our next strategic cycle.

To develop the strategy, planning and execution of ECB’s sales activities in order to be accountable for annual sales targets in excess of £30 million per annum.

To lead (alongside the Two Circles representative) the day‑to‑day operations of the Cricket Partnerships venture, with close collaboration with Two Circles essential to ensure successful delivery aligned with best outcomes for the ECB.

To lead the Commercial Partnerships team and direct ECB’s relationships with its key commercial partners.

Overseeing the management of intersections between commercial and operational activities, including, in particular, across ECB departments, counties, the digital and data portfolio and agency partners.

To direct the ECB’s relationship with various agencies across all competitions and events.

Working to identify and secure strategic partners (such as, in the previous iterations of The Hundred, Lego, Universal Films and Topps) who can help to build the long‑term brand and value of English cricket.

Developing and overseeing the execution of an integrated brand partnerships and activations programmes across ECB content, digital, data and technology architecture, to grow fans and audiences for the brand and English cricket.

Leading on the licensing, merchandise and retail strategies for England Cricket and The Hundred, in line with respective brand and revenue ambitions.

Explore and recommend potential new revenue generation opportunities for English cricket.

To lead and manage commercial relationships with the PCA, Team England Player Partnership and the Counties, including responsibility for the negotiation and delivery of key commercial rights trading agreements with those parties.

To collaborate brilliantly with colleagues across the Commercial department, The Hundred team, and the ECB’s wider Leadership Group, including in particular the cricket MDs, to ensure commercial views are represented and understood and that colleagues are both supported by and supportive of commercial activities, all aligned to grow the brand of English cricket and grow and diversify its fanbase.

To build cooperative and collaborative relationships with senior level colleagues in the First‑Class Counties and the MCC.

Please note that this role is office based and requires you to be in the office a minimum of three days per week.

YOU’LL HAVE

• Strong industry experience ideally at rights holder, brand or agency, ideally for 12-15 years.
• Strong relationships across sport, brand marketing and broadcast.
• Knowledge in a variety of disciplines including sales, marketing, sports sponsorship, partnership operations, content, data and digital.
• Understanding of conventional and digital media platforms and their role in the modern marketing mix, particularly with multinational and global brands.
• A deep understanding of audiences and consumer brands.
• Outstanding sales, problem solving and negotiating skills.
• Good understanding of data, analytics and market research.
• An analytical and creative nature.
• Familiar with legal agreements and agreeing contracts.
• The successful candidate will be deadline driven and a high achiever in sales delivery.
• Proven track record of successful client relationships and strategic account management.
• Excellent interpersonal skills and an ability to communicate at all levels.
• Excellent planning, organisational and presentation skills.
• Have strong attention to detail and adaptability in a frequently evolving professional environment.

YOU’LL RECEIVE

• Holiday - 25 days a year
• Volunteering – 2 days a year
• Pension Scheme
• Private medical insurance
• Employee health cash‑back plan
• Long‑term sickness insurance
• Life assurance - a multiple of your annual basic salary
• Enhanced family leave and pay
• OpenBlend - an innovative coaching and performance management tool
• Learning and Development - a range of programmes and initiatives to help you develop and reach your potential
• Employee Assistance Programme - 24/7 confidential access to expert services including counselling, wellbeing, and independent legal and financial advice
• Cycle 2 Work Scheme
• Season ticket loan
• Preferential access to tickets to England games
• Opportunities to be a part of and be involved in our Employee Resource groups: Women in Cricket Employee Network, Race in Cricket Employee Network, Social Equality in Cricket Employee Network, Cricketability Employee Network (formerly called the Disability in Cricket Employee Network) and LGBTQ+ Community in Cricket Employee Network

Please note that this role is office based and requires you to be in the office a minimum of three days per week.