Purpose of the RoleReporting to the Executive Director of the Commercial, Marketing & Communications Department, The Head of Commercial role is responsible for defining, leading, and delivering FEI’s commercial and revenue generation strategy, with a primary focus on growing sponsorship revenue, alongside media rights and broadcast distribution, as well as the development of merchandising and other new business opportunities.The role combines senior commercial leadership with a strong hands-on contribution, requiring direct involvement in sales strategy, negotiations, deal structuring, and partner relationship management, working alongside a lean team in a complex international environment where value is often created through tailored, non-standard commercial solutions rather than pure rights sales.Key ResponsibilitiesCommercial Strategy & Revenue LeadershipDefine, recommend and deliver the FEI’s global commercial strategy in alignment with FEI objectives and Commercial, Marketing & Communications priorities;Act as a senior commercial advisor to the Executive Director, Commercial, Marketing & Communications on revenue growth and commercial risk;Translate long-term commercial ambition into clear annual revenue targets and priorities;Lead the commercial function while remaining personally involved in key negotiations and strategic partnerships;Set clear accountabilities across sales, partner management and rights delivery – ensuring the Manager, Partnerships owns day-to-day servicing and activation delivery, while the Head of Commercial leads senior relationships and renewal outcomes.Sponsorship SalesLead sponsorship sales strategy and execution, including acquisition and renewal of partners;Personally drive or support high-value sponsorship negotiations;Ensure sponsorship propositions align with FEI events, values, audiences and objectives;Work closely with Marketing and Communications to maximise partner value.Media Rights Sales, Distribution & Broadcast StrategyDefine and deliver the FEI’s media rights sales and distribution strategy, in close collaboration with the Executive Director, Commercial, Marketing & Communications and in coordination with the FEI’s strategic broadcast partner ClipMyHorse;Negotiate media rights sales, distribution agreements and time-buy/value-exchange deals, optimising the mix of revenue, visibility/reach and long-term strategic value, and aligning closely with Marketing, Communications and Broadcast Production teams.New Business Development & Commercial InnovationIdentify and develop new revenue streams e.g. FEI’s new digital horse passport “equipass”;Assess feasibility, scalability and risk of new initiatives;Drive pragmatic commercial innovation.Partner Management & Value DeliveryOversee management of FEI commercial partners;Personally manage senior partner relationships, in particular with the FEI’s main partner Longines, alongside the Partnership Sales Manager;Ensure partners receive agreed value and ROI, and proactively seek to maximise these;Drive partner activation ambition and accountability (internally and with partners), ensuring agreed value is realised through proactive, high-quality execution;Identify opportunities to deepen long-term partnerships;Lead the renewal negotiations with every partner, in close collaboration with the Executive Director, Commercial, Marketing & Communications and other members of the Commercial team.Team Leadership & Hands-On ManagementLead and develop a commercial team of four;Set clear priorities while remaining actively involved in delivery;Ensure strong cross-functional collaboration.Commercial Governance, Budgeting & RiskManage commercial budgets and revenue reporting;Work closely with Legal on contracts and rights agreements;Ensure compliance with FEI governance and ethical standards.Position RequirementsMaster’s degree in business or related field;Minimum 8 years of relevant commercial experience;Proven and successful experience in sponsorship sales and deal structuring;Demonstrated experience managing and negotiating global, multi-million sports sponsorship partnerships, including complex, multi-year agreements with international brands;Good understanding of broadcast distribution models;Strong commercial valuation and pricing skills (quantifying value exchange, building ROI cases, and defending rights pricing in negotiations);Hands-on leadership style suited to lean teams;Strong negotiation and financial skills;Excellent written and oral communication skills in English;Genuine passion for sport; strong interest in equestrian sport is a plus;Willingness and flexibility to travel internationally, including weekends;Fluency in French is a strong asset.If you meet the position requirements, We want you! We are a dynamic Sports Federation and we would gladly receive your application.
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