Commercial Director
Leadership Role|Events & Media Portfolio
Overview
Anestablishedandfast-growingeventsandmediabusinessisseekingacommerciallydrivenleadertotakefullownershipofgrouprevenueperformance.
Thisisasenior,high-accountabilityrolewithdirectresponsibilityfordrivingsustainablerevenuegrowthacrossliveevents,sponsorship,partnerships,andmediaproducts.Successwillbemeasuredagainstclearlydefinedandambitiouscommercialtargets.
Thesuccessfulcandidatewillcombinestrategicleadershipwithhands-onexecution.You’llleadfromthefrontinseniorclientengagementwhilebuildinganddevelopingahigh-performancecommercialfunction.
Core Responsibilities
Revenue & Commercial Strategy
- Ownanddeliverallgrouprevenuetargetsacrosseventsandmedia.
- Developandexecuteaclearcommercialstrategyalignedtogrowthobjectives.
- Establishrobustmarginmanagementprocessesandrevenueoptimisationframeworks.
- ImplementKPI-ledperformancetrackingwithfullaccountabilityacrosstheteam.
- Personallyleadmajornegotiationsandhigh-valuestrategicpartnerships.
- Identifyandunlocknewrevenuestreams,productextensions,anddiversificationopportunities.
Team Leadership & Development
- Recruit,build,andleadabest-in-classcommercialteamspanningsponsorship,mediasales,partnerships,andaccountmanagement.
- Createacultureofaccountability,excellence,andcontinuousimprovement.
- Setmeasurableobjectivesforindividualsandteamsalignedtooverallrevenuegoals.
- Providestructuredcoachingandsuccessionplanningtodevelopfutureleaders.
Client & Market Leadership
- Ownseniorclientrelationshipsandpositiontheorganisationasatrustedcommercialpartner.
- Stayaheadofmarkettrendstoshapeinnovativeandcompetitivecommercialofferings.
- Driveclientretention,accountexpansion,andincreasedaveragerevenueperclient.
Financial & Strategic Accountability
- Partnercloselywithfoundersandseniorleadershiptoforecastperformanceandinformstrategicplanning.
- Ensurestrongpipelinedisciplineanddata-drivenforecastingaccuracy.
- Optimisepricing,packaging,andvaluepropositionstomaximiseyieldandprofitability.
- HoldfullaccountabilityforthecommercialP&Lacrosstheportfolio.
Measures of Success
Performancewillbeassessedagainstclearcommercialmetrics,including:
- Deliveryorover-deliveryofannualrevenuetargets.
- Minimum 20%year-on-yearrevenuegrowth.
- Growthinaveragedealvalueandsponsorshipyield.
- Retentionandexpansionofkeyaccounts.
- High-performing,engagedcommercialteam.
- Strongforecastaccuracyandmarginperformance.
Example KPI Framework
1. Revenue Delivery
- Achieve100% ofannualrevenuetarget(minimum95%quarterlytoremainontrack).
- Deliver 20%year-on-yearrevenuegrowthacrossallstreams.
- Maintainatleast2xquarterlyrevenuetargetinqualifiedpipelinecoverage.
2. Client & Market Performance
- Minimum40%ofquarterlyrevenuegeneratedfromnewbusiness.
- 50% annualrenewalrateacrosspriorityaccounts.
- 10%annualupliftinaveragedealvalue.
- Minimumfivehigh-valuepartnershipsperyear(£250k equivalent).
3. Sales Performance Management
- 90%ofteammembershittingorexceedingindividualrevenuetargets.
- Minimum30%proposal-to-contractconversionrate.
- Clearactivitystandardsforseniorclientengagementandpipelinedevelopment.
4. Financial Performance
- Targetminimum35%profitmarginacrosseventsandmediaproducts.
- Forecastaccuracywithin /-5%variancequarterly.
- Atleast10%ofannualrevenuederivedfromnewproductsorupsellinitiatives.
5. People & Leadership
- 90% retentionofhigh-performingcommercialteammembers.
- Strongemployeeengagementscores(8/10orhigher).
- Structuredprofessionaldevelopmentacrosstheteamannually.
Interested?Applybeloworreachouttolearnmore!
DNA is committed to promoting a diverse and inclusive community and welcomes applications from candidates of all backgrounds.
Although we try to respond to all applications, unfortunately, due to the high number we receive, we are unable to respond to all of those who are unsuccessful.
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