Partnership Development and Client Services Lead

Federations & Major Events
United Kingdom
Full Time
Competitive
19 / 12
The Partnership Development and Client Services Lead is responsible for securing upsells, renewals and revenue growth working alongside the Partnership Acquisition Manager.

Full description

Responsible to: Marketing and Commercial Director

Location: National Tennis Centre, 100 Priory Lane, Roehampton, London SW15 5JQ
Salary: Up to £65,000 per annum, dependent on experience
Benefits: Free gym on site, pension, life assurance, health insurance, staff discounts, cycle to work scheme plus more

About the role
The Partnership Development and Client Services Lead is responsible for securing upsells, renewals and revenue growth working alongside the Partnership Acquisition Manager.
The role is also responsible for overseeing a team of Partnership Managers to implement the planning, activation, delivery and reporting of each Brand Partner.

The successful candidate will have a strong sales background and in-depth knowledge of integrated partnership rights contract negotiations and delivery models. They must be pro-active, motivated, have excellent project management and interpersonal skills and be able to build strong working relationships; they will support the development of partnerships by working collaboratively with different teams across the business.

Staff are required to work outside standard working hours and at weekends at certain times of the year. Some UK travel to venues and to visit clients may be needed.

The LTA, through its vision “Tennis Opened up”, is committed to creating a diverse environment where all colleagues feel included and a strong sense of belonging. We are proud to actively invite applications from all candidates who meet the essential criteria and are able to work in the UK, and we commit that everyone will receive equal consideration for employment irrespective of your disability, ethnicity, religion, sex, gender identity, sexual orientation, marital or civil partnership status, pregnancy or maternity status, or age.


Key Accountabilities
Sales Management and Revenue Delivery

  • Lead contract negotiations related to renewal of existing partnership rights.
  • Lead and implement LTA’s partnership renewals strategy.
  • Work alongside the Partnership Acquisition Team to upsell (e.g. additional activation opportunities) and renew partnerships at greater value.
  • Responsible for LTA’s renewal process and associated revenue, optimal profit margin and efficient cost of service.
  • Collaborate across the LTA to identify new partner revenue opportunities, aligned with tennis and padel product development, alongside Partnership Acquisition Manager
  • Establish and manage business wide processes to optimise efficiency and measurable value for LTA and our partners
  • Ensure financial procedures are implemented across the team enabling invoices to be raised appropriately to release funds from each sponsor.
  • Provide commercial support to the Partnership Acquisition Manager on projects throughout year, undertaking tasks as required to drive Commercial revenue.

Relationship Management, Rights Management and Delivery

  • Responsible for forming and developing strong relations with all LTA brand partners including development of year round activation programmes.
  • Accountable for the pro-active management of each Partner’s contractual rights and financials to optimise overall deal profitability
  • Responsibility for day-to-day management of lead strategic brand partners as required
  • Ensure the proper, timely and high-quality delivery of all contracted rights for all brand partners
  • Ensure partners are supporting the LTA’s vision of Tennis Opened Up
  • Manage and/or support internal cross-functional projects that directly impact Partner satisfaction (e.g. insights, content assets, experiential activations, brand campaigns)

Team Management

  • Oversee and develop a team of Partnership Managers to project manage planning, activation and delivery of rights for each Brand Partner
  • Lead the team to develop and deliver a partnership rights activation strategy and improved measurement model for all LTA partners
  • Proactively plan workflow with team across key accounts by quarter, per annum.
  • Ensure each Partnership Manager works effectively to create maximum value for the rights allocated to each partner
  • Lead the process of sponsorship reporting for the team annually, with content including media analysis, a review of activities and results.

Person Specification
Previous Experience of:

Essential

  • Proven track-record in sales, working with brands, negotiating partnership rights and securing upsells and renewals through to contract
  • Strong partnership rights delivery track record, working in sports and/or entertainment properties
  • Excellent negotiation and project management skills
  • Experience in leading integrated partnership rights contract negotiations
  • Success delivering high quality partnerships in premium, multichannel (experiential, digital) environments with senior stakeholders
  • Commitment to structured, process driven and analytical rights’ delivery approach
  • “Brand marketing aware” with ability to develop integrated brand marketing strategies with partners
  • Dynamic and energetic approach to partner engagement, with strong communication and negotiating skills; able to combine trouble-shooting and creative problem solving
  • Proven experience of account managing successful sponsorship relationships, and activation programmes

Desirable

  • Passion for and understanding of the commercial potential within sport
  • Excellent communication skills
  • Strong people and time management skills with a high level of care and attention to detail.
  • Excellent IT skills, including Outlook and MS Office

Personal Attributes

  • Inclusion
  • Teamwork
  • Integrity
  • Passion
  • Excellence


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