Director - Commercial Partnerships CM5

Role Purpose

• Revenue Strategy & Performance Delivery

• Develop 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 & Performance
• Own 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 plans
• Identify, negotiate, and secure high-value sponsorship and partnership agreements
• Design sponsorship packages, in collaboration with Programming and Marketing teams, that integrate with cultural programming, experiences, and the visitor journey
• Manage relationships with sponsors and partners to ensure delivery of contractual obligations and value realization
• Drive long-term strategic partnerships that enhance both revenue and experience
• Source, secure, and manage both commercial and non-commercial partners supporting - cultural programming and broader asset operating model and strategic initiatives
• Maintain 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 site
• Define commercial mix, tenant strategy, and allocation of retail and F&B spaces
• Manage performance of operators and vendors to ensure quality, compliance, and revenue delivery
• Ensure commercial offerings are aligned with cultural programming and visitor experience
• Monitor 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 yield
• Identify underperforming areas and implement corrective actions
• Provide regular reporting and insights to GM and overall leadership team.

Vendor & Operator Management

• Oversee commercial vendor and operator selection in coordination with Procurement
• Manage contracts, commercial terms, and performance agreements
• Ensure compliance with operational, financial, and brand standards
• Maintain strong relationships with operators to ensure consistency and performance

Asset & Group Alignment

• Align commercial strategy and performance with Asset Management direction and expectations
• Provide input into business planning, budgeting, and revenue forecasting cycles
• Coordinate with Group functions where required (e.g., legal, procurement, finance)

Key Success Metrics

Requirements

• 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 capability

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