Head of Commercial Sales

Key Responsabilities

Commercial Strategy & Revenue Leadership
– Define and lead the ISU’s global commercial sales strategy, setting multi-year revenue plans, annual targets, sector priorities and performance measures.
– Develop a diversified commercial portfolio and oversee forecasting, pipeline quality, pricing and reporting.
– Advise senior leadership on commercial opportunities, investments, risks and market positioning.

Business Development & Strategic Sales
– Personally originate, develop and close high-value, multi-year agreements with global and regional brands.
– Build a strong sales pipeline through existing networks and new relationships with brands, agencies and senior decision-makers.
– Lead pitches, presentations and negotiations, overseeing commercial terms, approvals and contract conclusion.
– Develop opportunities across technology, AI, consumer electronics, finance, travel, automotive, luxury, FMCG, health, wellness and telecommunications.

Commercial Proposition, Rights & Innovation
– Develop compelling commercial propositions aligned with partner objectives and ISU priorities.
– Lead rights valuation, pricing, packaging and inventory management to maximise revenue and protect long-term value.
– Identify new revenue opportunities across events, digital, content, data, licensing, hospitality and fan engagement.
– Ensure proposals are commercially robust, deliverable and assessed for value, cost, risk and return.

Functional Leadership & Sales Excellence
– Build and lead the sales function, including employees, consultants, agencies and external sales resources.
– Establish effective sales processes, governance, CRM discipline and performance standards.
– Allocate resources, coach colleagues and foster a high-performance, accountable culture.
– Manage sales budgets and external resources in line with priorities and expected returns.

Stakeholder & Partner Leadership
– Represent the ISU in senior discussions with global brands, agencies, rights holders, event organisers and strategic stakeholders.
– Build trusted C-suite relationships with prospective and existing partners.
– Ensure effective handover of signed agreements to activation and servicing teams.
– Oversee renewal strategies and protect partner value and long-term relationships.

Cross-Functional Leadership
– Collaborate with marketing, communications, digital, events, broadcast, legal and finance teams to develop integrated, commercially sound solutions.
– Work with ISU leadership, Member Federations and event organisers to unlock opportunities across global events and year-round properties.
– Promote a commercially focused culture and strengthen understanding of ISU commercial rights.

Market Intelligence, Governance & Performance
– Monitor sponsorship trends, competitors and market developments to identify opportunities and maintain a differentiated proposition.
– Report monthly and quarterly on revenue, pipeline, conversion, forecast accuracy, market activity and risks.
– Ensure compliance with internal governance, delegated authority, legal requirements and ethical standards.
– Use data, market insight and post-deal evaluation to improve commercial decisions, propositions and sales performance.