Head of Sales - Football Schools

JOB TITLE: Head of Sales

DEPARTMENT: Football Schools

DIRECT REPORTS: Senior Manager, Commercial Development · Senior Manager, Commercial (Schools) · Commercial Manager (International Development)

LOCATION: Stamford Bridge, London

CONTRACT TYPE: Permanent, Full Time

PURPOSE OF THE ROLE

Football Development is Chelsea's global player and coach development business, delivering a diverse portfolio of services and licensed partnerships in the UK and international markets.

This newly created role leads the department's commercial function and holds accountability for its revenue growth. It owns the commercial cycle end to end, from market intelligence and pricing through to contract, handover and renewal. It builds the framework, partner network and team capability required to scale internationally. The Head of Sales is central to the Club's priority of driving profitable growth in revenue, taking Chelsea's expertise in developing players and coaches into new markets and deepening the Club's connection with young players and their families worldwide.

MAIN RESPONSIBILITIES:

• Revenue ownership and pipeline management. Hold accountability for the department's commercial revenue target across the domestic and international portfolio. Manage the pipeline end to end, from qualification to close, maintaining forecast accuracy and applying win and loss analysis to improve conversion season on season.
• Commercial framework and governance. Design and implement the department's commercial operating framework, covering pricing methodology, deal structures, partner selection criteria, commercial policy and the opportunity qualification gate. Embed it so that commercial activity is consistent, repeatable and scalable.
• Market strategy and pricing. Lead market and commercial intelligence to identify and prioritise target markets and products, presenting the business case for each. Own pricing strategy across the department's commercial models, Direct Operation and Licence, applying value-based pricing within agreed commercial parameters.
• Deal origination, negotiation and renewal. Lead commercial negotiations through to contract across the portfolio, working with Legal and Finance on terms and risk. Manage the transition from contract into delivery with Operations and Finance, then lead renewals supported by delivery performance data and account history.
• Partner and licensee network development. Identify, assess and appoint partners and licensees in target international markets, applying commercial and safeguarding due diligence. Govern commercial terms across the network and manage partner performance against contracted standards.
• Commercial partners and Club-wide commercial integration. Define and price the department's sponsor-funded programme inventory, and work with the Club's Partnerships, Commercial Strategy and Brand teams to position Department’s assets within the Club's wider commercial proposition.
• Team leadership and capability building. Lead, develop and performance-manage a team. Build commercial capability across the wider department and assume ownership of key client and partner relationships transitioning into the function.
• Safeguarding and commercial compliance. Ensure safeguarding standards are embedded as a contractual condition within every commercial agreement and that every partner appointed can evidence compliance.
  
  

MEASURES OF PERFORMANCE:

What is achieved

• Revenue delivered against the agreed commercial target, across the domestic and international portfolio
• Pipeline conversion rate and forecast accuracy, tracked and improving season on season
• Margin performance by product and by commercial model, against agreed pricing parameters
• Revenue security, measured by the proportion of revenue held under contract and by renewal rates
• Partner and licensee performance against contracted standards, with retention at or above target
• Consistent application of the commercial framework across every deal and every market
• Team performance and development, evidenced through individual objectives and progression

SKILLS/KNOWLEDGE & EXPERIENCE

Essential

• Proven track record of originating, negotiating and closing commercial agreements in a B2B or licensing environment, with clear evidence of revenue delivered against target
• Experience structuring deals across more than one commercial model, such as direct operation, B2B partnership, licensing or franchising, with the judgement to select the right model for a market
• Value-based pricing expertise: building a price position on asset and buyer value, defending it, and evidencing it
• Contract negotiation through to signature, including licence structures, minimum guarantees, revenue share, territory and escalation provisions, working alongside Legal
• Experience identifying, assessing and appointing partners or licensees in international markets, including commercial due diligence
• Track record of designing and embedding commercial frameworks, processes or governance that make a function repeatable and scalable
• Strong pipeline and forecast management discipline, gained in a CRM-based commercial environment
• Commercial and financial literacy, covering margin management, forecasting and business case development
• Experience leading, developing and performance-managing commercial teams
• Ability to operate across a complex organisation, influencing senior stakeholders without direct authority
• Comfortable working with real autonomy inside a defined commercial authority framework, engaging the Director early on decisions that carry brand or contractual risk
• Willingness and ability to travel internationally

Desirable

• Commercial experience in the United States or China, or in both
• Commercial experience within sport, entertainment, education or brand licensing
• Experience working in or around professional football
• Experience establishing a commercial function from a standing start, or leading entry into new international markets
• Experience selecting, implementing or owning a CRM, including AI-enabled commercial and market intelligence tools
• Knowledge of the youth sport, coach education or children's activity sectors
• Additional languages, Mandarin in particular
• Degree or professional qualification in a commercial or business discipline
• Understanding of safeguarding requirements in a youth or children's setting

OUR EXPECTATIONS:

• To embody the club’s BLUE behaviours (Brave, Lead, Unity, Edge) in the approach to work and interaction with others
• To adhere to the club’s policies and procedures, including Health & Safety, Financial Authorisation, Confidentiality and GDPR.
• To act as an ambassador for diversity, equality, and inclusion, and demonstrate a positive commitment by treating others fairly in line with our Equality, Diversity & Inclusion Policy and reporting any acts of discrimination through appropriate channels
• To create a safe environment and act to protect all young people and vulnerable adults that are either in your care or attending club premises, and report any concerns to the Safeguarding Lead
• To report any misconduct or suspected misconduct to the HR Department

Our commitment to Equality, Diversity and Inclusion:

At Chelsea we recognise that the diversity of our people is one of our greatest strengths and we are taking positive action to ensure our existing colleagues and job applicants can fully be themselves and bring their own unique experiences and perspectives to Chelsea FC. This means giving full and fair consideration to all applicants regardless of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership, and pregnancy and maternity.

If you need reasonable adjustments made to the recruitment process, please reach out to your recruiter, who will be able to advise and support you.

Chelsea FC is fully committed to ensuring the safety and well-being of all children, young people and adults at risk (vulnerable groups). We therefore require all successful applicants to complete a DBS Check prior to starting employment. Depending on the role, successful applicants may also be required to undergo other child protection screening where appropriate.

This Job Description is not intended to be exhaustive; the duties and responsibilities may therefore vary over time according to the changing needs of the Club.