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Open nowPosted 8 days ago

Head of Commercial Sales

International Skating Union (ISU)

Where
Lausanne, VD, Switzerland
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Your applicationOpen nowHead of Commercial SalesInternational Skating Union (ISU) · Lausanne, VD, Switzerland

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This job: posted 8 days ago

The posting

Postulation : https://international-skating-union.ilucca.ch/recruitment/job-opportunities/9/job-offer

The Role

The Head of Commercial Sales will define and lead the ISU’s global commercial sales strategy, with overall accountability for sustainable revenue growth across sponsorship, strategic partnerships and new commercial opportunities. Reporting to the Chief Commercial & Marketing Officer, the role will establish the ISU’s approach to market, set commercial priorities and revenue targets, and build a high-performing sales function capable of securing and growing high-value, multi-year partnerships.

As the senior commercial sales lead, the role combines strategic leadership with direct responsibility for major business development. The successful candidate will personally originate and close complex opportunities, represent the ISU with C-suite decision-makers and ensure that commercial propositions reflect the full value of the ISU’s global events, disciplines, audiences and digital platforms.

The Head of Commercial Sales will create the strategy, structures, processes and market relationships required to deliver ambitious short- and long-term revenue growth. While the role is primarily focused on new business, it will also provide senior oversight of partner value, renewals and the effective transition of signed agreements into delivery.

Key Responsibilities

Commercial Strategy & Revenue Leadership: - Define and own the ISU’s global commercial sales strategy, translating organisational priorities into a clear multi-year revenue plan. - Set annual revenue targets, sector priorities, market-development plans and performance measures, with accountability for delivery against agreed commercial objectives. - Lead the development of a diversified and sustainable commercial portfolio across sponsorship, partnerships and other revenue-generating opportunities. - Advise the Chief Commercial & Marketing Officer and senior leadership on commercial opportunities, investment priorities, risks and market positioning. - Own sales forecasting, pipeline quality, pricing discipline and commercial reporting, ensuring accurate and timely visibility of performance.

Business Development & Strategic Sales: - Personally originate, develop and close high-value, multi-year commercial agreements with global and regional brands. - Build and maintain a strong qualified pipeline by leveraging an established network and creating new relationships with brands, agencies and senior decision-makers. - Lead senior-level pitches, presentations and negotiations, taking responsibility for commercial terms, internal approvals and successful contract conclusion. - Prioritise and develop opportunities across strategic sectors including technology, AI and innovation, consumer electronics, financial services, travel, automotive, luxury, FMCG, health and wellness, and telecommunications.

Commercial Proposition, Rights & Innovation: - Direct the development of compelling, insight-led commercial propositions aligned with partner objectives and the ISU’s strategic priorities. - Establish pricing principles and lead rights valuation, packaging and inventory management to maximise revenue while protecting long-term value. - Identify and develop new commercial assets and revenue platforms across events, digital, content, data, licensing, hospitality and fan engagement. - Ensure proposals are commercially robust, operationally deliverable and supported by a clear assessment of value, cost, risk and return.

Functional Leadership & Sales Excellence: - Build and lead the commercial sales function, including employees, consultants, agencies and other external sales resources as required. - Create clear sales processes, governance, CRM discipline and performance standards to support effective prioritisation and execution. - Allocate opportunities and resources effectively, coach colleagues involved in commercial development and foster a high-performance, accountable culture. - Manage relevant sales budgets and external resources in line with agreed priorities and return expectations.

Senior Stakeholder & Partner Leadership: - Represent the ISU in senior-level discussions with global brands, agencies, rights holders, event organisers and other strategic stakeholders. - Build trusted C-suite relationships with prospective and existing partners, positioning the ISU as an innovative and credible global partner. - Provide senior oversight of the transition from sale to delivery, ensuring commitments are clear, achievable and effectively handed over to activation and servicing teams. - Oversee renewal strategy for priority partners and intervene at senior level where required to protect value and long-term relationships.

Cross-Functional & Organisational Leadership: - Work with marketing, communications, digital, events, broadcast, legal and finance colleagues to create integrated, deliverable and commercially sound solutions. - Partner with ISU leadership, Member Federations and event organisers to identify and unlock commercial opportunities across global events and year-round properties. - Champion a commercially focused culture and improve organisational understanding of the value, use and protection of ISU commercial rights.

Market Intelligence, Governance & Performance: - Monitor sponsorship trends, competitor activity and relevant market developments to identify opportunities and maintain a differentiated proposition. - Provide clear monthly and quarterly reporting on revenue, pipeline, conversion, forecast accuracy, market activity and key risks. - Ensure sales activity and agreements comply with internal governance, delegated authority, legal requirements and the ISU’s ethical standards. - Use data, insight and post-deal evaluation to improve commercial decision-making, proposition development and sales performance.

Expected profile

Essential: - At least 10 years’ progressive experience in sponsorship sales, commercial partnerships, rights-holder business development or a comparable commercial discipline, including significant experience at senior leadership level. - Proven accountability for ambitious annual revenue targets and a strong record of originating, negotiating and closing high-value, multi-year international agreements. - Demonstrated experience defining and delivering a commercial sales strategy across multiple markets, sectors or properties. - Experience leading and developing employees, consultants, agencies or international sales resources, with the ability to create accountability and high performance. - Established network of senior brand, agency and commercial decision-makers, with the credibility to operate confidently at C-suite and board level. - Strong understanding of rights valuation, pricing, packaging, commercial contracting, forecasting and pipeline management. - Exceptional negotiation, presentation and influencing skills, together with sound judgement and the ability to navigate complex stakeholder environments. - International outlook and experience working across cultures, with readiness to travel regularly for meetings, events and industry engagements. - Fluent English, with excellent written and verbal communication skills.

Desirable: - Senior commercial experience within an international sports federation, rights holder, major sporting event, media or entertainment organisation. - Experience developing new commercial assets and propositions across digital, content, data, licensing, hospitality and experiential platforms. - Existing senior relationships within one or more priority sectors, including technology, AI and innovation, financial services, automotive, travel, luxury, telecommunications or FMCG. - Knowledge of the Olympic Movement and the international sport ecosystem, including experience working with organising committees, Member Federations or major event organisers. - Additional language skills, particularly French, are an asset.

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