Head of commercial

PpThe FEI is looking for a Head of Commercial on a 100% basis. The position is based in Lausanne, Switzerland, and the start date is to be agreed. /p h3Head of Commercial /h3 pbPurpose of the Role /b /p pReporting 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. /p pThe 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. /p pbKey Responsibilities /b /p pbCommercial Strategy Revenue Leadership /b /p ul liDefine, recommend and deliver the FEI’s global commercial strategy in alignment with FEI objectives and Commercial, Marketing Communications priorities; /li liAct as a senior commercial advisor to the Executive Director, Commercial, Marketing Communications on revenue growth and commercial risk; /li liTranslate long‑term commercial ambition into clear annual revenue targets and priorities; /li liLead the commercial function while remaining personally involved in key negotiations and strategic partnerships; /li liSet 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. /li /ul pbSponsorship Sales /b /p ul liLead sponsorship sales strategy and execution, including acquisition and renewal of partners; /li liPersonally drive or support high‑value sponsorship negotiations; /li liEnsure sponsorship propositions align with FEI events, values, audiences and objectives; /li liWork closely with Marketing and Communications to maximise partner value. /li /ul pbMedia Rights Sales, Distribution Broadcast Strategy /b /p ul liDefine 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; /li liNegotiate 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. /li /ul pbNew Business Development Commercial Innovation /b /p ul liIdentify and develop new revenue streams e.g. FEI’s new digital horse passport “equipass”; /li liAssess feasibility, scalability and risk of new initiatives; /li liDrive pragmatic commercial innovation. /li /ul pbPartner Management Value Delivery /b /p ul liOversee management of FEI commercial partners; /li liPersonally manage senior partner relationships, in particular with the FEI’s main partner Longines, alongside the Partnership Sales Manager; /li liEnsure partners receive agreed value and ROI, and proactively seek to maximise these; /li liDrive partner activation ambition and accountability (internally and with partners), ensuring agreed value is realised through proactive, high‑quality execution; /li liIdentify opportunities to deepen long‑term partnerships; /li liLead the renewal negotiations with every partner, in close collaboration with the Executive Director, Commercial, Marketing Communications and other members of the Commercial team. /li /ul pbTeam Leadership Hands‑On Management /b /p ul liLead and develop a commercial team of four; /li liSet clear priorities while remaining actively involved in delivery; /li liEnsure strong cross‑functional collaboration. /li /ul pbCommercial Governance, Budgeting Risk /b /p ul liManage commercial budgets and revenue reporting; /li liWork closely with Legal on contracts and rights agreements; /li liEnsure compliance with FEI governance and ethical standards. /li /ul pbPosition Requirements /b /p ul liMaster’s degree in business or related field; /li liMinimum 8 years of relevant commercial experience; /li liProven and successful experience in sponsorship sales and deal structuring; /li liDemonstrated experience managing and negotiating global, multi‑million sports sponsorship partnerships, including complex, multi‑year agreements with international brands; /li liGood understanding of broadcast distribution models; /li liStrong commercial valuation and pricing skills (quantifying value exchange, building ROI cases, and defending rights pricing in negotiations); /li liHands‑on leadership style suited to lean teams; /li liStrong negotiation and financial skills; /li liExcellent written and oral communication skills in English; /li liGenuine passion for sport; strong interest in equestrian sport is a plus; /li liWillingness and flexibility to travel internationally, including weekends; /li liFluency in French is a strong asset. /li /ul pIf you meet the position requirements, bWe want you /b! We are a dynamic Sports Federation and we would gladly receive your application. Please apply via the 'Apply' button below. /p pbImportant information /b: Please note that the recruitment process for this position has been entrusted to a specialised Search Firm. By applying, you consent to the sharing of your information with this specialised Search Firm. /p /p #J-18808-Ljbffr