Director - Commercial Partnerships CM5

Role Purpose:Lead all commercial activities for this heritage and cultural programme including partnerships, sponsorships, retail, and revenue generation, ensuring delivery of financial targets and integration of commercial opportunities across programming and operations.Key Responsibilities:Revenue Strategy & Performance DeliveryDevelop and execute the overall commercial strategy aligned with asset objectives and financial targets Define revenue models across all streams including sponsorships, retail, F&B, ticketing (if applicable), and activations Lead revenue planning, forecasting, and target setting in alignment with cultural programming plans and overall asset financial expectations, in coordination with Finance & PerformanceOwn delivery of revenue targets and ensure alignment between commercial activities and financial performance Continuously optimize revenue streams through pricing, product mix, and commercial innovation Partnerships & Sponsorships:Develop and manage a structured sponsorship and partnership strategy aligned with programming and marketing plansIdentify, negotiate, and secure high-value sponsorship and partnership agreementsDesign sponsorship packages, in collaboration with Programming and Marketing teams, that integrate with cultural programming, experiences, and the visitor journeyManage relationships with sponsors and partners to ensure delivery of contractual obligations and value realizationDrive long-term strategic partnerships that enhance both revenue and experienceSource, secure, and manage both commercial and non-commercial partners supporting - cultural programming and broader asset operating model and strategic initiativesMaintain and manage relationships with key government and cultural partners, ensuring alignment with programming objectives and overall asset priorities, in coordination with the Cultural Ecosystem & Stakeholder Engagement functio Retail, F&B & Commercial Operations:Oversee all retail, F&B, and commercial activations across the siteDefine commercial mix, tenant strategy, and allocation of retail and F&B spacesManage performance of operators and vendors to ensure quality, compliance, and revenue deliveryEnsure commercial offerings are aligned with cultural programming and visitor experienceMonitor sales performance and optimize commercial operations accordingly Integration with Programming & Experience:Work closely with Programming to embed commercial opportunities within cultural experiences Ensure programming supports revenue generation through activations, sponsorships, and retail integration Align commercial activities with visitor flow, dwell time, and engagement strategies Balance commercial objectives with cultural integrity and experience quality Ensure commercial partnerships and revenue initiatives are fully integrated into cultural programming. Commercial Performance & Optimization:Monitor and analyze performance across all revenue streams (sponsorship, retail, F&B, etc.)Track KPIs including revenue per visitor, conversion rates, and commercial yieldIdentify underperforming areas and implement corrective actionsProvide regular reporting and insights to GM and overall leadership team. Vendor & Operator Management Oversee commercial vendor and operator selection in coordination with ProcurementManage contracts, commercial terms, and performance agreementsEnsure compliance with operational, financial, and brand standardsMaintain strong relationships with operators to ensure consistency and performance Asset & Group Alignment:Align commercial strategy and performance with Asset Management direction and expectationsProvide input into business planning, budgeting, and revenue forecasting cyclesCoordinate with Group functions where required (e.g., legal, procurement, finance)Key Success MetricsRevenue generation and achievement of targetsSponsorship and partnership valueRetail and F&B performance Required Skills & Competencies- Strong commercial and revenue generation experience- Experience in sponsorships, partnerships, and retail operations- Negotiation and contract management skills- Ability to link commercial strategy with experience delivery- Financial and performance management capabilityExperience Profile- Experience overseeing retail, F&B, or commercial operations within large-scale venues, events, or destinations - Strong understanding of: o Commercial mix and tenant strategy o Operator management and performance optimization o Revenue generation through on-ground activations- Experience working within: o Large-scale events, festivals, or entertainment platforms o Destination or precinct-based environments - Ability to link visitor experience with revenue generation- Strong understanding of: o Revenue planning, forecasting, and performance tracking o Commercial KPIs (e.g., revenue per visitor, conversion, yield) - Ability to use data and insights to optimize commercial performance - Proven experience leading commercial teams and managing cross-functional collaboration - Ability to operate in: o Fast-paced, high-pressure environments o Complex, multi-stakeholder settings - Experience working with government entities and large organizations is preferred