Partnership Sales Manager

JOB TITLE: Partnership Sales Manager

DEPARTMENT: Commercial (Sponsorship)

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LOCATION: Stamford Bridge

CONTRACT: Permanent, Full Time

JOB FUNCTION:

• To be responsible for driving new sponsorship revenue for the club through both rights fee and budget relieving VIK where appropriate, incorporating all levels of club partnership (shirt, training kit, sleeve, global, regional and Women's bespoke partnerships).

• To work closely with key club stakeholders, agencies, as well as using personal networks, to source and engage viable partnership prospects and to take such prospects through the partnership process from initial conversation to contract signature.

• To interact with the other members of the Commercial team and the wider club, to drive revenue opportunities as appropriate.

• To be flexible and adaptable to the commercial landscape and the commercial requirements of the club.

MAIN RESPONSIBILITIES:

• To source, assess and evaluate new partnership prospects through personal contacts, club contacts, agency leads or outbound approaches.

• To craft sales presentations and proposals tailored to the individual brand.

• To determine the applicable rights for the level of partnership, budget and available assets to ensure the value of club assets are maximised, liaising with the Sponsorship PMO, Insights team, Digital Marketing team and Partnership Activation team as required.

• To carry out the required due diligence from a reputation, legal and financial perspective.

• To engage all key stakeholders across the club to ensure viability where a product or service is to be integrated or where there is potential crossover with a partner, service or supplier.

• To negotiate and agree rights subject to Commercial Director and Board approval.

• To liaise with the Director of Finance regarding the payment schedule as required.

• To gain Board approval to progress to contracting.

• To work with legal through the contracting process concluding in contract signature. • Where a prospect does not progress to contract stage or signature, feedback should be gained as to why the partnership didn't progress. Dialogue should be maintained with the brand lead as appropriate to keep the relationship in case there is an opportunity to revisit a partnership in the future. • To work with the Partnerships Activation team on the partner onboarding process. • To keep a relationship with the new partner as appropriate, to ensure delivery of rights as agreed and to provide relationship continuity.

• To assist SportFive, CSM and other agencies we may engage with partnership prospects as required.

• To manage and develop my direct report(s), providing mentoring, support and guidance in the sponsorship sales role.

• To work closely with and assist the Sponsorship Sales team, the wider commercial team and other departments as required.

Key Objectives

Short Term

• To develop and maintain relationships with brands and agencies to enable discussions to progress in the longer term.

• To think outside the box, being agile and flexible to provide proof of concept or shorter term solutions during the challenging pandemic period, which in some circumstances means many brands are not able to commit to long term partnerships in the current climate.

Medium Term

• To build a stronger contact network and prospect pipeline within the club making us less reliant on third party agencies.

• To continue to deliver new partnerships maximising the value of the club assets and monetising new assets to increase revenues.

• To help reduce budgetary spend across the club by sourcing VIK supply agreements where appropriate.

• To further develop management and leadership skills to facilitate the taking on of greater responsibility and career progression.

Long Term

• To increase the sponsorship revenues whilst maintaining the club's sponsorship USPs by 25% (to be discussed and agreed).

• To have a sponsorship sales team that consistently generates its own business reducing the need for third party commissions.

MEASURES OF PERFORMANCE:

• KPIs are set each year to measure the performance of the role which will be related to commercial revenue generated each season taking into account the assets available and the commercial landscape.

PERSONAL SPECIFICATION:

Qualifications:

Essential

• A strong knowledge of the sports marketing industry, the football landscape and how sponsorship fits with the wider marketing mix.

• The ability to engage with senior level executives from prospective companies to inform them of the opportunity, listen and understand their requirements and shape a proposal that meets their marketing needs.

• To have strong negotiation skills to ensure the best commercial partnership is achieved for the club but also which will provide an opportunity to drive success for the new partner.

• A good communicator, who is able to work as part of a team and on their own.

• The ability to find practical solutions to issues that may arise from time to time.

• The ability to work effectively in a pressured environment. • The ability to be flexible and adapt to the ever changing sponsorship and commercial landscape.