Head of Commercial, Tour Sports (Cricket, Rugby, Tennis)

Head of Commercial, Tour Sports

Reporting to: Managing Director of Tour Sports

Contract: Full-Time, Permanent

Location: Basingstoke / London / Hybrid

Role Overview:

As the Head of Commercial, Tour Sports you will be responsible for the commercial growth of Hawk-Eye across Tennis, Cricket and Rugby. Working closely with clients and internal stakeholders, you will maintain and expand our market position through sales and revenue growth.

Hawk-Eye’s Tour Sports teams work with some of the biggest federations, tournaments and broadcasters in sport, delivering officiating, broadcast, data and performance technologies to major sporting events globally.

What you'll be responsible for as the Head of Commercial, Tour Sports

Sales & Relationships

• Alongside the P&L owners and Commercial Executives/Managers, seek, build and deliver on new business across Tour Sports, growing business leads to the point of closing

• Lead all major contract renewals, leveraging relationships across the industry.

• Respond to inbound requests including RFI and RFP processes, leading proposals and negotiations of major contracts

• Increase sales opportunities, revenue and profitability within existing client base.

• Hold and build major client relationships across Tennis, Cricket and Rugby, clearly defining commercial and operational relationships (eg operational relationships held by Ops Directors/Managers).

• Work with customers to deliver long-term sustainable contracts

Strategic Commercial Development

• Understand the sports market to determine where opportunities may lie, collaborating with the rest of the business to find and build solutions swiftly and efficiently to exceed customer expectations and requirements.

• Identify opportunities within existing client relationships, where technical solutions can be developed to meet the strategic needs and direction. 

• Continual dialogue with the product team and operations team is needed to agree on priorities and input ideas.

• Collaborate with CCO and CFO to analyse commercials and profitability of existing contracts and potential opportunities.

Team Management

• Oversee, empower, mentor and support the development of talent within the Tour Sports Commercial team.

• Foster a collaborative and inclusive work environment that promotes creativity, innovation and a customer-centric approach.

Pipeline Management and Reporting:

• Maintain a robust commercial pipeline of known commercial opportunities with existing clients, tracking opportunities from initial contact to closure.

• Provide regular updates on commercial activities, progress, and forecasts to management.

• Enter and track opportunities in the CRM. 

Brand & Reputation Building

• Work with the Marketing team to showcase Tour Sports clients with a view to positioning the Hawk-Eye brand as thought leaders and technology leaders in sport.

• Negotiate favourable rights for marketing and promotion with our clients in order to facilitate the marketing needs and brand growth.

Why is this the right opportunity for you?

You'll succeed in the Head of Commercial role if you possess:

 Essential:

• Proven experience in commercial or sales roles, preferably in the sports technology or related industry.

• Familiarity with cricket, tennis and rugby markets.

• Financial understanding and building accurate commercial models. 

• Strong relationship-building skills; building credibility with new and existing clients.

• Proven experience in leadership and line management, with a track record of inspiring teams to reach their full potential.

• Excellent communication skills with internal and external stakeholders.

• Results-driven with a track record of meeting or exceeding revenue targets.

 Desirable:

• Bachelor's degree in Business Administration, Marketing, or a related field.

• Strategic thinking and problem-solving abilities.

• Excellent communication and presentation abilities.

• Willing to seek new ways of working and ideas to support the business needs

Hawk-Eye Team Culture

At Hawk-Eye, we pride ourselves on our collaborative and inclusive team culture. We believe in fostering a supportive environment where every team member can contribute their best work. Our core values include:

• We are Brave: Confident in solving almost impossible problems, pioneering and ambitious for our clients and for ourselves. We are bold leaders in the industry, driven by possibilities and striving with pace and energy. We understand our risks and love the challenge.

• We are Owners: Our business is our own; we feel every win, and especially the losses. We take pride in excellence, and trust ourselves to do what’s right, relentlessly. We make decisions like owners, with endeavour and entrepreneurialism. We are serious about what we do, and have fun whilst doing it.

• We are Inclusive: We are one team; a community that’s connected and open. No secrets, no politics, just honesty and respect. We value diverse thinking, diverse people - this helps us innovate. We treat people as people, who are all integral to our success and we celebrate as one.

Hawk-Eye is an equal opportunities employer and as such makes every effort to ensure that all potential employees are treated fairly and equally, regardless of their sex, sexual orientation, marital status, race, colour, nationality, ethnic or national origin, religion, age, disability, or union membership status.