Job Description
Job Description
The Senior Sales Executive, Hospitality is responsible for delivering premium hospitality revenue across both match-by-match experiences and seasonal hospitality memberships, working with some of the Club’s warmest and most valuable audiences, including inbound enquiries, previous buyers and existing relationships.
You’ll operate as a trusted, high-performing seller, leading consultative, value-led sales conversations that convert interest into repeat matchday visits and longer-term seasonal commitments, while supporting the development of Sales Executives through informal mentoring and best practice.
This is a senior individual contributor role, requiring confidence handling high-value enquiries, guiding buying decisions across different usage types, and positively influencing team standards and performance.
You’ll operate as a trusted, high-performing seller, leading consultative, value-led sales conversations that convert interest into repeat matchday visits and longer-term seasonal commitments, while supporting the development of Sales Executives through informal mentoring and best practice.
This is a senior individual contributor role, requiring confidence handling high-value enquiries, guiding buying decisions across different usage types, and positively influencing team standards and performance.
Job Requirements
The Senior Sales Executive, Hospitality must have:
• Proven experience in a sales or revenue-generating role, ideally within hospitality, premium services or live events
• Strong consultative selling skills, with confidence handling high-value or complex enquiries
• Experience managing a personal sales pipeline, including follow-up, qualification and closing
• The credibility to mentor and support Sales Executives through example and informal coaching
• Clear, professional communication skills across phone, email and in-person interactions
• Strong organisation and attention to detail
• Confidence using CRM systems to manage opportunities (MS Dynamics or similar desirable)
• A calm, professional approach in live environments, including evenings and weekends
• A client-first mindset and commitment to premium standards
Ideally, the Senior Sales Executive, Hospitality will also have:
• Experience selling premium hospitality, memberships or high-value events
• Understanding of high-end service expectations in sport, hospitality or live entertainment
• Familiarity with ticketing or inventory-based sales systems (e.g. Ticketmaster)
• Experience supporting repeat business, upgrades or renewals
• Prior experience onboarding or informally coaching colleagues
• An interest in football, live sport or entertainment environments
• Proven experience in a sales or revenue-generating role, ideally within hospitality, premium services or live events
• Strong consultative selling skills, with confidence handling high-value or complex enquiries
• Experience managing a personal sales pipeline, including follow-up, qualification and closing
• The credibility to mentor and support Sales Executives through example and informal coaching
• Clear, professional communication skills across phone, email and in-person interactions
• Strong organisation and attention to detail
• Confidence using CRM systems to manage opportunities (MS Dynamics or similar desirable)
• A calm, professional approach in live environments, including evenings and weekends
• A client-first mindset and commitment to premium standards
Ideally, the Senior Sales Executive, Hospitality will also have:
• Experience selling premium hospitality, memberships or high-value events
• Understanding of high-end service expectations in sport, hospitality or live entertainment
• Familiarity with ticketing or inventory-based sales systems (e.g. Ticketmaster)
• Experience supporting repeat business, upgrades or renewals
• Prior experience onboarding or informally coaching colleagues
• An interest in football, live sport or entertainment environments
Job Responsibilities
The following is a non-exhaustive list of the responsibilities of the role:
Deliver premium hospitality sales: Convert inbound enquiries, warm leads and previous buyers into
confirmed matchday bookings and seasonal hospitality memberships.
Own personal revenue performance: Deliver against an individual sales target across both
matchday and seasonal products, maintaining strong sales pace and conversion.
Own complex and high-value opportunities: Take responsibility for higher-value, more complex or
at-risk deals, ensuring clear progression, pricing confidence and timely closure.
Provide day-to-day coaching and escalation: Act as a coaching and escalation point for Sales
Executives, supporting live opportunities, objection handling and deal strategy.
Lead by example: Demonstrate consistently high standards of preparation, follow-up, CRM discipline and client care, reinforcing premium sales standards.
Support onboarding and development: Accelerate the effectiveness of Sales Executives through
shadowing, live feedback and best-practice guidance.
Ensure opportunity progression: Maintain clear next steps, timelines and accountability across all
opportunities, intervening directly where momentum stalls.
Maintain pipeline quality: Ensure opportunities are accurately qualified, staged and updated to
support reliable forecasting.
Reduce opportunity leakage and slippage: Proactively identify and address stalled, at-risk or
underperforming opportunities.
Work closely with the Sales Lead, Hospitality: Deliver agreed priorities, campaigns and focus
areas, escalating only where appropriate.
Collaborate cross-functionally: Work with Marketing and CRM teams to execute fixture-led
campaigns and targeted outreach activity.
Ensure clean handovers: Pass complete and accurate information into Account Management and
Operations teams to support strong onboarding and delivery.
Champion continuous improvement: Identify recurring objections, process gaps or proposition
weaknesses and contribute constructively to improvements.
Represent the Club: Act as a credible, professional ambassador across all customer touchpoints,
including selected matchdays, events and client appointments.
Deliver premium hospitality sales: Convert inbound enquiries, warm leads and previous buyers into
confirmed matchday bookings and seasonal hospitality memberships.
Own personal revenue performance: Deliver against an individual sales target across both
matchday and seasonal products, maintaining strong sales pace and conversion.
Own complex and high-value opportunities: Take responsibility for higher-value, more complex or
at-risk deals, ensuring clear progression, pricing confidence and timely closure.
Provide day-to-day coaching and escalation: Act as a coaching and escalation point for Sales
Executives, supporting live opportunities, objection handling and deal strategy.
Lead by example: Demonstrate consistently high standards of preparation, follow-up, CRM discipline and client care, reinforcing premium sales standards.
Support onboarding and development: Accelerate the effectiveness of Sales Executives through
shadowing, live feedback and best-practice guidance.
Ensure opportunity progression: Maintain clear next steps, timelines and accountability across all
opportunities, intervening directly where momentum stalls.
Maintain pipeline quality: Ensure opportunities are accurately qualified, staged and updated to
support reliable forecasting.
Reduce opportunity leakage and slippage: Proactively identify and address stalled, at-risk or
underperforming opportunities.
Work closely with the Sales Lead, Hospitality: Deliver agreed priorities, campaigns and focus
areas, escalating only where appropriate.
Collaborate cross-functionally: Work with Marketing and CRM teams to execute fixture-led
campaigns and targeted outreach activity.
Ensure clean handovers: Pass complete and accurate information into Account Management and
Operations teams to support strong onboarding and delivery.
Champion continuous improvement: Identify recurring objections, process gaps or proposition
weaknesses and contribute constructively to improvements.
Represent the Club: Act as a credible, professional ambassador across all customer touchpoints,
including selected matchdays, events and client appointments.
About Fulham FC