Director - Commercial Partnerships CM5

Role Purpose

Lead and manage all commercial operations for a heritage and cultural initiative, encompassing partnerships, sponsorships, retail, and revenue-generating activities. Ensure achievement of financial goals while integrating commercial efforts within programming and day-to-day operations.

Key Responsibilities

• Develop and implement a comprehensive commercial strategy aligned with organizational goals and financial targets.
• Establish revenue models for various streams such as sponsorships, retail, food and beverage, ticketing, and event activations.
• Lead forecasting, revenue planning, and target setting in close coordination with cultural programming and finance teams.
• Ensure revenue objectives are met and harmonize commercial initiatives with financial outcomes.
• Continuously enhance revenue streams through pricing strategies, product assortment, and commercial innovation.
• Design and manage a structured approach to sponsorships and partnerships consistent with programming and marketing plans.
• Identify, negotiate, and secure valuable sponsorship and partnership deals.
• Create sponsorship packages in collaboration with Programming and Marketing to align with cultural experiences and visitor engagement.
• Maintain relationships with sponsors and partners to guarantee fulfillment of contractual obligations and value realization.
• Drive long-term strategic partnerships to boost revenue and improve visitor experience.
• Source and manage commercial and non-commercial partners supporting cultural programs and broader operational frameworks.
• Coordinate with government and cultural entities to ensure alignment with programming and asset priorities.
• Supervise retail, food and beverage, and other commercial activations at the venue.
• Define tenant strategies, commercial mix, and space allocation for retail and F&B outlets.
• Oversee operator and vendor performance to uphold quality, compliance, and revenue goals.
• Align commercial offerings with cultural programming and visitor experience expectations.
• Monitor sales and optimize commercial operations accordingly.
• Collaborate closely with Programming teams to integrate commercial opportunities into cultural experiences, balancing commercial goals with cultural integrity.
• Track and evaluate commercial performance using KPIs such as revenue per visitor, conversion rates, and yield; identify performance gaps and initiate corrective measures.
• Manage vendor and operator relations including contract negotiations, performance agreements, and compliance.
• Ensure alignment of commercial strategies with asset management directives and contribute to business planning, budgeting, and forecasting.
• Coordinate with group functions such as legal, procurement, and finance as necessary.

Key Success Metrics

• Achievement of revenue targets across all channels.
• Value and growth of sponsorships and partnerships.
• Performance of retail and food & beverage outlets.

Required Skills & Competencies

• Extensive experience in commercial and revenue generation roles.
• Proficiency in managing sponsorships, partnerships, and retail operations.
• Strong negotiation and contract management abilities.
• Capability to align commercial strategy with customer experience delivery.
• Financial acumen with skills in performance management.

Experience Profile

• Background managing retail, food and beverage, or commercial operations within large-scale venues, events, or destination environments.
• Deep understanding of tenant strategy, commercial mix, operator management, and revenue generation via activations.
• Experience in large events, festivals, entertainment platforms, or destination precincts.
• Proficient in linking visitor experience with revenue opportunities and commercial KPIs such as revenue per visitor and conversion rates.
• Skilled in using data analytics to improve commercial performance.
• Proven leadership of commercial teams and cross-functional collaborations.
• Adept at working in fast-paced, high-pressure, and complex multi-stakeholder environments.
• Preferred experience collaborating with government agencies and major organizations.