Forsyth Barnes Consultancy
Head of Business Development (Ref: 197274)
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About the Role
About Us
Our client specialises in delivering premium matchday and event hospitality for professional sports teams and leagues across the UK. The organisation manages venue hospitality operations, corporate suites, and large-scale fan experiences, focusing on bespoke service delivery and commercial performance. The business combines operational excellence with targeted commercial programmes to maximise revenue from fixtures and events while enhancing fan and sponsor relationships.
Job Description
The Head of Business Development will own the commercial growth agenda for a portfolio of sports hospitality partnerships. The role requires defining and executing go-to-market strategies, leading a small commercial team, and driving revenue across matchday and non-matchday events. Success will be measured by increased contract wins, improved yield per event, and scalable commercial products that align with operational capability. The role will liaise with senior stakeholders, sponsors, and venue operators to translate strategic objectives into repeatable revenue streams.
Key Responsibilities
- Set and own the business development strategy for hospitality partnerships and events.
- Lead identification and qualification of B2B and B2C revenue opportunities, including corporate, sponsorship, and group segments.
- Develop pricing, packaging, and commercial models to maximise revenue and margin.
- Manage and coach a small commercial team to hit sales targets and improve conversion rates.
- Collaborate with operations, marketing, and finance to ensure offers are deliverable and profitable.
- Negotiate commercial contracts and partnership agreements with sponsors and corporate clients.
- Provide market insight, competitor analysis, and performance reporting to senior leadership.
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Requirements
- Proven record in business development or commercial leadership within hospitality, events, or sports partnerships, ideally at regional or national level.
- Demonstrable experience in pricing strategy, packaging, and revenue management.
- Strong stakeholder management with experience negotiating complex commercial agreements.
- Data-literate with the ability to interpret performance metrics and market trends to inform decisions.
- Excellent leadership skills with a track record of developing high-performing teams.
- Willingness to travel to regional venues and attend evening or weekend events as required.
Benefits
- Competitive base salary with performance-related bonus structure linked to commercial targets.
- Private health insurance and pension contributions.
- Generous matchday ticket allocations and access to hospitality events.
- Hybrid working model with flexible time-off policies to support event schedules.
- Professional development budget and leadership training opportunities.
- Discounts on partner services and retail benefits.
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Other
This role provides a strategic platform to shape commercial programmes across high-profile sports hospitality operations. Candidates should demonstrate a blend of commercial rigour, stakeholder finesse, and operational awareness. Applications are welcome from those with direct sports hospitality experience or transferable commercial leadership in events and venue-based businesses.
Jack Birkett
Senior Consultant, Commercial
Sports & Entertainment Specialist
jack.birkett@forsythbarnes.com
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