Sales and Sponsorship Manager Ascot
Job description
ABOUT ASCOT Founded in 1711 by Queen Anne, Ascot Racecourse is a destination venue for world class horseracing and events, the leading racecourse in Britain and one of the finest in the world. Through Royal Ascot the aim is to host the most prestigious, popular and high-profile race meeting in the world. Royal Ascot is broadcast in over 150 territories with a reach of over half a billion people with significant and growing digital and social media engagement. It is a marquee event in the global sports and leisure calendar. Ascot hosts around 600,000 racegoers a year across 26 race days, 300,000 of whom come to the five days of Royal Ascot. Royal Ascot capacity can reach an attendance of 75,000 on a day. Ascots conference and events business welcomes a further 200,000 customers a year outside racing. Ascot aims to offer its racegoers something for everyone who wishes to be involved, and Royal Ascots offerings reflect this through the entry level Windsor picnic enclosure, the mid-tier Village enclosure, the central Queen Anne Enclosure and ultimately the Royal Enclosure. And incorporating up to 7000 racegoers in a wide range of private box and restaurant fine dining facilities. In everything they do and how they do it Ascot and its people represent the Monarch. THE ROLE Alongside the Sales Manager, proactively manage premium inventory including responsibility for race sponsorship. The role holder will be required to ensure consistent, profitable growth in sales revenues through positive planning, deployment and management of sales personnel. Identifies objectives, strategies and action plans to improve short and long term sales and earnings. The department is striving to be best in class, and this is a key role to instil best practice in everything we do. RESPONSIBILITIES To proactively sell all Ascot products, with a primary focus on Raceday Sponsorship To look after the top Key Accounts across Royal Ascot only Evolve and improve collectively our sponsorship sales executive to ensure we maintain a best-in- class approach to race sponsorship sales Demonstrate highly effective Performance Management principles including accurate observation, evaluation & recording of individuals performance, behaviours, and activities To have overall responsibility and accountability for the raceday sponsorship budget, and to work alongside the Hospitality & Operations Manager to deliver sponsorship rights Lead the direction, activity and subsequent reporting of the sales team on CRM identifying what our key business needs and desires are for the Sales Team & helping to effectively implement To create a unified sales force comfortable selling across all premium inventory, both through inbound enquiries and proactive call campaigns To ensure effective cross selling across the Commercial team To work closely with the partnerships team and cross reference with potential opportunities Working with other departments in the wider business to support the growth of race sponsorship To develop current race sponsors relationships KEY ACHIEVEMENTS REQUIRED To be a role-model as the best salesperson in the team; this can be viewed through revenue generation through proactivity, drive, and desire to always want to overachieve Oversee delivery of commercial income from new business & existing business revenue sources race day sponsors, hospitality, catering income & day let boxes Demonstrate ROI and budget management of race sponsorship and Royal Ascot Drive day to day activity of the sales team Manage each revenue stream and implement a clear strategy to achieve sales targets Ensure a strong sales pipeline is created, managed, and analysed Manage & communicate regularly, up to date reports of team activity and department performance Proactively driving the sales engine to ensure the team are living and breathing its values and virtues. Supporting the Sales Manager and Senior Sales Manager through effective delegation, coaching and mentoring To continually monitor the teams performance and to empower individuals to continue to drive revenue. Evolve and develop the sales engine over time by accurately capturing and reflecting observed behaviours, processes and activities that prove to be successful at Ascot Develop, drive & deliver best in class across the department Work with Senior Sales Manager to ensure key objectives for sales are continually delivered. Drive business processes and constantly re-evaluate processes to create a best in class in sales team Design, develop and drive the Ascot Way. Deliver the Ascot Way as a brand ambassador for Ascot, helping to educate ARL & immediately the sales team in its delivery & how to utilise effectively with customers To champion best practice for cross selling within the Commercial department Support Race days as applicable Such other duties as the Company may, at times, reasonably require SKILLS, EXPERIENCE AND QUALIFICATIONS Proven experience and able to demonstrate success in a sales environment, preferably within sport Have managed a sponsorship budget line in the past, preferably in the sports sector Have effectively managed a sales team for the last 2 years Experience of selling to both corporate and private individuals at all levels Knowledge of sports marketing in general, key trends and knowledge of hospitality sales Competence with Microsoft packages (Word, Excel, PowerPoint) and Dynamics would be preferable To work closely with the Senior Sales Manager to continue to drive the improvement of race sponsorship To work closely with the Senior Sales Manager continually improve the processes and practices of the sales team to create a best-in-class sales team To continually use data and insights to inform key decision making of the department Passion for sports and willingness to learn about the professional racing industry is important BENEFITS AVAILABLE: Alongside a competitive salary we offer complimentary tickets for race days and some events that you can share with friends and family alongside pension and discounts in selected retailers locally. CLOSING DATE: Closing date is 31 October 2023. We reserve the right to close this vacancy early should a suitable candidate be identified. EQUALITY, DIVERSITY & INCLUSION Ascot is committed to ensuring customers from all backgrounds and communities feel welcome at the Racecourse and are working to ensure our internal teams are nurtured within a supportive and inclusive environment. Our mission is to eliminate discrimination and prejudice of any kind at our venue and throughout our business. By educating and implementing meaningful actions across all that we do, we can make certain that Ascot is a place for everyone to enjoy. As an equal opportunities employer, Ascot Racecourse is committed to the equal treatment of all current and prospective employees and does not condone discrimination on the basis of age, disability, sex, sexual orientation, pregnancy and maternity, race or ethnicity, religion or belief, gender identity, or marriage and civil partnership. We aspire to have a diverse and inclusive workplace and strongly encourage suitably qualified applicants from a wide range of backgrounds to apply and join our company.
