Head of Commercial - MK Dons

£60,000 yearly
  • MK Dons
  • MK Dons, Stadium Way West, Bletchley, Milton Keynes, UK
  • 24 May, 2024
Full time Business & Commercial

Job Description

Job Description 

Head of Commercial (MK Dons Football Club) 

Position: Head of Commercial 

Department: Commercial 

Reporting to: MK Dons Football Executive Board 

Salary: circa £60,000

Contract:  Permanent 

Hours per week:  37.5 per week, 5/7 days (plus home match and event days) 

Job purpose:   The Head of Commercial will be responsible for leading the Commercial Department at MK Dons Football Club, with core functions including Partnerships, Hospitality, Sponsorship, Advertising and MK Dons Commercial Events.  Delivering the Club’s commercial strategy, whilst supporting and collaborating with other group stakeholders to support in achieving the wider company objectives.  

Role Competencies: 

 

Planning Timescales:  

·         Be a strategic thinker, with the ability to carefully forward plan across short-, mid- and longer-term projects, including 3–6-month  strategy review, annual budget planning and three year strategic cycle.  

·         Prepare the Commercial Department strategy and business plan to achieve the team objectives ahead of each season.

·         Develop a team to successfully deliver the commercial objectives, whilst reviewing the requirements on a season-by-season basis to grow the team, as the department requires.

 

Decision Making:  

·         Exercise strong initiative and judgement, in particular the ability to confidently make decisions, whether on day-to-day business and usual scenarios or longer-term basis, where careful thought and consideration will be needed. The ability to clearly articulate why decisions have been made is a requirement, especially if challenged, or the decision goes against the status quo.  

·         Continually review and shape the commercial product offering, ensuring the team are aligned with the new proposition.

·         Amend pricing and manage cost of sale to ensure the commercial budget is achieved. 

·         Identify and action the correct commercial opportunities to pursue. 

 

Impact & Influence:  

·         Has the ability to challenge commercial related decisions and influence team members and stakeholders.  

·         Has the ability to quickly impact the commercial department to achieve departmental objectives.  

·         Work with all MK Dons players and staff to ensure all commercial contractual obligations are met. 

·         Influence all internal sales departments to identify cross selling opportunities across the business

·         Work with internal design and marketing departments to develop effective sales assets and communications.  

·         Customer relationship management, with focus on delivering satisfaction to our corporate supporters, making quick decisions, on matchdays.  

 

Skill Level:  

·         A senior commercial professional, with strong expertise in sales, strategy, leadership, and account management.  

·         Ability to manage a growing commercial team, including two direct reports.  

·         Manage all key commercial relationships with Club Partners

·         Continually review and assess sales performance, and the effectiveness of department sales activities. 

·         Continually manage relationships with other internal departments involved in the delivery of the commercial offering. 

 

Communication:  

·         A strong communicator, harnessing the ability to motivate and inspire a team through strong verbal and written communication, ensuring clarity, consistency, and collaborative style.  

·         Strong communication skill that ensures the Club are presented to clients in a professional manner.  

·         Communicate strategy, tactics, and plans to the commercial department. 

·         Work closely with the internal teams to conceptualise and design all sales materials, marketing initiatives and go to market strategy. 

·         Build a communications plan to continually engage with all commercial clients.  

 

Budget Management:  

·         Accountable for commercial budget, including the preparation of and ongoing review to ensure department remain on track to achieve net contribution. 

·         Prepare the MK Dons Commercial Department budget in line with finance team timescales. 

·         Accurately report & monitor sales performance through the commercial database, and pipeline sales reporting.

·         Monitor commercial management accounts monthly, to ensure the commercial budget is on track to be delivered and net contribution achieved.  

·         Monthly sales reporting to senior management 

 

Lead & Develop:  

·         Strong leader and people manager, with capability of coordinating a growing team to ensure department organisation and efficiency to ensure delivery of departmental objectives.   

·         Take part as the active sales controller within the commercial team, ensuring best practice is adopted during the sales process. Leading by example and delivering individual sales targets.  

·         Continuous management, coaching & development of the commercial team. 

·         Lead by example to ensure commercial team to deliver excellent customer service. 

 

Operating Parameters:  

·         Overall accountability for commercial departmental strategy, to ensure departmental success, plus the ability to positively impact the wider group business through collaborative focus and awareness of wider business goals.  

·         Ownership of the departmental business plan and projects tracker to ensure alignment of team and delivery on core tasks to complement the strategy.  

·         Continually seek out and develop new revenue opportunities at all levels. 

·         Work with Stadium MK colleagues to ensure excellent customer service on match days and at events. 

·         Continually identify and build new client opportunities, accurately reporting on the club database. 

 

Essential & Desirable Job Criteria:

 

Essential 

·         Minimum 5 years’ experience in pro-active sales environment. 

·         Sets high personal performance standards. 

·         Manages time and resources effectively. 

·         Prioritises, actions, and manages tasks through to completion. 

·         Can communicate openly and clearly both verbally and in writing. 

·         Develop positive working relationships, both internally & externally, at all levels. 

·         Seeks innovative/creative solutions. 

·         Strong presentation skills, at c-suite level.  

 

Desirable 

·         Motivates and inspires others to perform. 

·         Accepts personal responsibility to make things happen. 

·         Thinks ahead, developing contingency plans where necessary. 

·         Has the drive and determination to succeed. 

·         Contributes and is effective when working with peers. 

·         Presents powerful arguments which persuade others. 

·         Expresses confidence in own ideas and networks with others. 

 

Safeguarding - We are committed to safeguarding and protecting children and young people (CYP) and at-risk Adults (ARA) Our expectation is that you will fully accept your responsibility for the safety and welfare of all CYP and ARA by being fully conversant with all our safeguarding policies and reporting anything that does not appear to be correct. The post maybe subject to an enhanced DBS check and yearly self-declarations. 

 

Equality & Diversity – must be able to demonstrate that equality, diversity, and inclusion will be maintained and developed across all programmes and areas of the business. 

 

Competency Total:        205                        Level: 5