Reporting to the CEO HRI Racecourses / HRI Commercial Director, the Commercial Manager role for HRI Racecourses Ltd. includes the following responsibilities & competencies:
Role Purpose
The purpose of this role is to lead the Commercial Department of HRI Racecourses which has responsibilities in the areas of Sponsorships & Partnerships, Business Development & Sales & Catering for the HRI Racecourse Division.
Responsibilities:
To advance and implement an overarching Commercial Strategy for HRI Racecourses in relation to all controllable revenue generating areas.
Driving sales & marketing activities to deliver target NSV for HRI Racecourses.
Forecasting & budgeting performance using insights & data.
To create & apply best practice procedures to optimise revenue growth in the areas of Sponsorship, Partnerships, Product Sales (Hospitality, Ticketing & Non-Raceday), Business Development & Catering (F&B Revenue).
To commercially manage all HRI Racecourse Catering & Events Contracts, including strategic investment plans, to ensure commercial efficiency and growth.
Creating and establishing Sales Strategies for all HRI Racecourses events and products; collaborating with HRI Head of Marketing & Racecourse Managers to create a omni-channel campaign to achieve growth.
To champion advancement on e-commerce digital capabilities which will result in increasing yield.
Leading strategy development for Sales, Hospitality, Ticketing & Sponsorship in HRI Racecourses.
Leading & motivating the team to drive a positive culture which will deliver revenue growth.
Line manage the HRI Racecourses Sponsorship Manager and HRI Racecourses Business Development Manager and Ticketing Manager for Racecourse Division
Create, package, sell and manage new sponsorship assets at national level leveraging opportunities to widen the appeal of the sport.
Work with racecourses to assist the process of packaging and implementing comprehensive sponsorship deals.
Place strong emphasis on the development and management of relationships and work with the marketing team to ensure delivery on agreed outcomes, satisfaction and value for money for all sponsors.
Work with Racecourse Managers to grow and develop HRI racecourses sponsorship portfolio and revenue streams.
Ensure the delivery of contractual sponsor benefits and the achievement of commercial targets of all parties.
Research and network potential new sponsors to secure successful new multi-year sponsorships and partnerships across the racecourses.
Prepare presentations and business cases for major new sponsorship enquiries with the purpose of securing new clients and business opportunities.
Negotiate and contract terms of agreement for new sponsorships in consultation with Marketing Managers & Racecourse Managers and various other internal stakeholders as relevant.
Manage the delivery of sponsors activation plans on / off course in consultation with the broader racecourse and marketing teams.
Accountability for sponsorship and corporate hospitality budget including managing all sponsorship financial obligations.
Develop measurement framework, as well as track and report on KPIs.
Key Capabilities
Customer Focus
Creates an environment where the team is empowered to put the customer first.
Supports the team in managing their workload to ensure customer needs are met.
Role models customer focus and drives and develops customer focused initiatives.
Ensures customer satisfaction is a priority.
Developing Self
Is self-aware and proactively seeks feedback, using it for personal and professional development.
Role models development by developing themselves and others.
Reflects on behaviour, adapting approach to different situations.
Is open to new ideas, drives continuous improvement with team and across the business.
Energy & Pace
Sets and delivers against SMART objectives for their area/team.
Is accountable and delivers sustainable results, using resources effectively.
Understands the wider business and its goals, onward communicates this to team.
Empowers others to deliver their goals and projects with energy and pace.
Is a flexible and adaptable to the needs of the business and delivers accordingly.
Innovation & Change
Reviews processes and ways of working always striving for best practice and improving industry standards.
Is creative and innovative and supports others to develop opportunities for creative thinking and innovation.
Looks for innovative ways to provide a better service to our stakeholders.
Implements change in a supportive, reassuring way, bringing ours on the journey with them.
Leadership
Motivates and empowers others through a 'can do' approach.
Understands strategic intent and aligns objectives and messages accordingly.
Role models leadership and our core values.
Develops, motivates and inspires others.
Team
Creates team environments where everyone contributes to the team objectives and is stretched accordingly.
Ensures productive and positive communication is taking place across all teams.
Harnesses team capability to ensure teams are performing to a high standard.
Skills And Experience
A relevant marketing qualification and three - five years' experience in a similar role;
A strategic thinker, who can bring innovative ideas to the table;
Ability to effectively communicate, influence and constructively handle key stakeholders;
Knowledge and understanding of the Irish racing industry, particularly the racecourse sector, is advantageous
Ensure continual self-development and networking to keep up to date with best practices and new developments in the industry;
Substantial experience in event management and brand partnerships;
Experience in rights negotiation, business development and brand management;
Experience in hospitality sales and business development important
Excellent written skills for sponsorship proposals and reports;
Experienced team manager and excellent team working skills;
A highly motivated self-starter who is results driven;
Strong people skills and an ability to influence key stakeholders across the industry.
HRI places a strong emphasis on diversity, inclusion, and equality at all levels of the organisation. Any candidate who requires reasonable accommodations at any stage of the selection competition should indicate their requirements. Any queries in relation to any disability or other issue which may be addressed through making such reasonable accommodations can be addressed to or telephone Appointment to this role is subject to the candidate's eligibility to work in Ireland. HRI is an equal opportunities employer.