Job Description
Job Description
The Sales Lead, Hospitality is accountable for the conversion, growth and integrity of premium hospitality revenue generated from the Club’s existing and inbound audiences.
The role owns the premium inside sales operating model, defining how demand is curated, qualified and converted. It is responsible for ensuring that every sale is accurately scoped, clearly communicated and operationally deliverable, protecting experience quality, delivery credibility and long-term customer value.
Operating as the senior authority for premium inside sales execution, the role works closely with Business Development, Account Management, Operations, Marketing and CRM to ensure disciplined conversion and reliable forecasting.
The role owns the premium inside sales operating model, defining how demand is curated, qualified and converted. It is responsible for ensuring that every sale is accurately scoped, clearly communicated and operationally deliverable, protecting experience quality, delivery credibility and long-term customer value.
Operating as the senior authority for premium inside sales execution, the role works closely with Business Development, Account Management, Operations, Marketing and CRM to ensure disciplined conversion and reliable forecasting.
Job Requirements
The Sales Lead, Hospitality must have:
- Proven experience owning and leading an inside-sales or conversion-focused sales function within a premium, hospitality, membership or service-led environment.
- Clear accountability for revenue performance, including sales pace, conversion quality, forecast accuracy and deal integrity.
- Strong people leadership skills, with experience setting expectations, coaching performance and holding individuals accountable for results and behaviours.
- A consultative, value-led sales approach, with a track record of converting inbound enquiries, warm leads and existing customers into repeat or longer-term relationships.
- Sound commercial judgement, able to balance short-term conversion with experience quality, delivery credibility and long-term customer value.
- Confidence owning pipeline management, forecasting and CRM discipline, using data to prioritise activity and make decisions (MS Dynamics or similar preferred).
- Excellent organisation and prioritisation skills, able to manage volume without losing control, quality or pace.
- A calm, professional approach in live environments, comfortable working matchdays, evenings and weekends when required.
Ideally, the Sales Lead, Hospitality will also have:
- Experience within premium sport, live events, hospitality or membership-based organisations.
- Understanding of how sales behaviour impacts experience delivery, retention and renewal, not just conversion.
- Experience working closely with Operations, Account Management, Marketing or CRM teams in a multi-function commercial environment.
- Familiarity with ticketing or inventory-based sales environments(e.g. Ticketmaster or equivalent).
- Exposure to retention, renewal or account-based sales models.
- A genuine interest in football, live sport or elite hospitality environments.
Job Responsibilities
Own the premium inside sales function, with full accountability for prioritising, converting and growing hospitality revenue from existing audiences and inbound enquiries, ensuring demand is handled effectively and consistently.
Lead and develop a high-performing sales team, setting clear expectations for sales quality, deal progression, customer experience and revenue delivery, and promoting individual accountability sales for outcomes and behaviours.
Own premium revenue performance, actively managing sales pace, conversion quality, forecast accuracy and deal integrity to deliver predictable, sustainable growth.
Set and enforce the standard for how premium hospitality is sold, acting as the senior authority on sales judgement, deal structure and customer experience.
Exercise sound commercial judgement under pressure, prioritising long-term value, delivery credibility and customer trust over short-term conversion where required.
Maintain clear ownership of pipeline health and forecasting, ensuring opportunities, next steps and revenue projections are current, accurate and trusted across the business.
Maintain strong sales process and CRM discipline, ensuring activity, data quality and reporting support effective planning, performance management and decision-making.
Share sales insight and best practice across the commercial team, contributing constructively while maintaining clear ownership boundaries with Business Development.
Ensure a seamless, member-focused handover into Account Management, providing clear scope, context and expectations to support onboarding, delivery and long-term value.
Work closely with Hospitality Operations to align sales commitments with delivery capability and reduce execution and matchday risk.
Partner with Marketing and CRM on fixture-led campaigns, inbound demand management and continuous improvement in conversion efficiency and customer experience.
Lead and develop a high-performing sales team, setting clear expectations for sales quality, deal progression, customer experience and revenue delivery, and promoting individual accountability sales for outcomes and behaviours.
Own premium revenue performance, actively managing sales pace, conversion quality, forecast accuracy and deal integrity to deliver predictable, sustainable growth.
Set and enforce the standard for how premium hospitality is sold, acting as the senior authority on sales judgement, deal structure and customer experience.
Exercise sound commercial judgement under pressure, prioritising long-term value, delivery credibility and customer trust over short-term conversion where required.
Maintain clear ownership of pipeline health and forecasting, ensuring opportunities, next steps and revenue projections are current, accurate and trusted across the business.
Maintain strong sales process and CRM discipline, ensuring activity, data quality and reporting support effective planning, performance management and decision-making.
Share sales insight and best practice across the commercial team, contributing constructively while maintaining clear ownership boundaries with Business Development.
Ensure a seamless, member-focused handover into Account Management, providing clear scope, context and expectations to support onboarding, delivery and long-term value.
Work closely with Hospitality Operations to align sales commitments with delivery capability and reduce execution and matchday risk.
Partner with Marketing and CRM on fixture-led campaigns, inbound demand management and continuous improvement in conversion efficiency and customer experience.
About Fulham FC