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- Tasks: Lead commercial strategy and sales teams for Cheltenham Racecourse.
- Company: The Jockey Club hosts thrilling events like The Grand National and Cheltenham Festival.
- Benefits: Enjoy free race day tickets, a great pension scheme, and 25 days annual leave.
- Why this job: Join a dynamic team focused on growth and innovation in the exciting world of sports.
- Qualifications: Proven experience in senior commercial roles with strong leadership and sales skills.
- Other info: Diverse and inclusive workplace, committed to personal and professional growth.
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 Jockey Club stages thrilling sporting occasions and live events nationwide including The Grand National, The Cheltenham Festival & The Derby. Owning & operating 15 courses, millions of people every year enjoy the special experiences we offer through racing, music, food and entertainment on racedays and beyond. As the largest commercial group in British racing, we are guided by our mission to act for the long term good of the sport. Every penny we make goes back into racing to promote excellence within Britain’s second biggest spectator sport.
At The Jockey Club people are at the heart of what we do and drive our success. We are inclusive and actively seek to attract people with unique backgrounds and perspectives. Diverse, collaborative teams are pivotal to our success and support the potential and growth of all our people.
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.
Head of Commercial - Group Hospitality employer: DFL
Contact Detail:
DFL Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Head of Commercial - Group Hospitality
✨Tip Number 1
Network with professionals in the sports and hospitality sectors. Attend industry events or webinars where you can meet people who work at The Jockey Club or similar organisations. Building these connections can give you insights into the company culture and potentially lead to referrals.
✨Tip Number 2
Research the latest trends in commercial strategies within the sports and hospitality industries. Being knowledgeable about current market dynamics will not only help you in interviews but also demonstrate your commitment to driving growth in the role.
✨Tip Number 3
Prepare to discuss specific examples of how you've successfully led sales teams and exceeded targets in previous roles. Tailoring your experiences to align with the responsibilities outlined in the job description will show that you're a perfect fit for the position.
✨Tip Number 4
Familiarise yourself with The Jockey Club's recent initiatives and successes. Understanding their current commercial strategies and challenges will allow you to engage in meaningful conversations during interviews, showcasing your genuine interest in the role and the organisation.
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 your strategic thinking and how you plan to drive commercial growth at Cheltenham Racecourse, referencing specific examples from your past experiences.
Highlight Leadership Skills: In your application, focus on your ability to lead and motivate teams. Provide examples of how you've successfully managed high-performing teams and achieved results, as this is critical for the Head of Commercial position.
Showcase Analytical Skills: Demonstrate your data-driven approach by including examples of how you've used analytics to inform business decisions. This will show your potential employer that you can make smart, informed choices that contribute to commercial success.
How to prepare for a job interview at DFL
✨Showcase Your Leadership Skills
As the role requires effective leadership of sales teams, be prepared to discuss your previous experiences in managing and motivating teams. Share specific examples of how you've inspired your team to achieve targets and improved sales processes.
✨Demonstrate Commercial Acumen
Highlight your understanding of commercial strategies and how you've successfully executed them in the past. Be ready to discuss how you identify new opportunities and negotiate agreements that foster long-term relationships.
✨Prepare for Scenario-Based Questions
Expect questions that assess your strategic thinking and problem-solving abilities. Prepare scenarios where you had to make data-driven decisions or adapt to changing circumstances, showcasing your resilience and agility.
✨Know the Company and Its Values
Research The Jockey Club and its mission. Understand their commitment to inclusivity and collaboration. Be ready to discuss how your values align with theirs and how you can contribute to their long-term goals in the sports industry.
