We're Hiring! Commercial Director

22 June 2022

ESO Sports – Commercial Director

Job Description

 

About the company:

 

With its head office at the heart of UK mountain biking in the Tweed Valley, Scotland, ESO Sports are specialists in major global mountain bike races and festivals. Formed in 2012 to the launch of the Enduro World Series, ESO Sports, is now part of the Warner Bros. Discovery Sports, Play Sports Group (GCN, GMBN) and Discovery Sports Events family.

 

Following a landmark agreement with the UCI in February 2022, ESO Sports and Warner Bros. Discovery Sports added the promotion, broadcast and delivery of the UCI Mountain Bike World Cup in XCO, XCC, DHI and XCM categories to the ESO Sports roster. With the UCI Mountain Bike World Cup and Enduro World Series under one roof from 2023, ESO Sports is now firmly the leading international mountain bike racing and events operator in the world.  

 

In addition to the UCI Mountain Bike World Cup and Enduro World Series, in 2023, ESO Sports will deliver the Mountain Bike Cross-Country and Mountain Bike Marathon races on behalf of the 2023 Cycling World Championships in Scotland. 

 

Our Vision:

  • We share a collective ambition to elevate mountain biking to one of the most respected sports in the world, inviting audiences around the globe to connect with this incredible sport
  • Through working closely with the industry on new technology, we continue to drive forward innovations in sport, safety and sustainability 
  • Our sporting events showcase and develop mtb tourism destinations, ensuring a positive legacy for local communities

 

Our Core Values:

 

  • We operate with professionalism and legitimacy, always striving to maintain the integrity of the sport.
  • We use our drive and our passion to spark innovation and push boundaries
  • Creating strong connections is incredibly important to us. Communicating is central to everything that we do

 

About the role:

 

We’re looking for a Commercial Director to join the ESO Sports Senior Management team. You’ll be responsible for driving revenues across our events and other income streams ensuring we work with the highest profile brand partners possible and delivering the best customer service while delivering on all contracted terms,  illustrated to our partners through great reporting and communication. By developing an understanding of our growing business and growing sport, you’ll be able to create new commercial opportunities for the UCI Mountain Bike World Cup and Enduro World Series.

 

Commercially focussed but with great attention to detail you’ll be working with some great brands across a range of global platforms.

 

Specifics:

 

  • We own and operate some of the biggest mountain bike events in the world, working with some of the largest media platforms on the planet, reaching millions of cyclists and mountain bikers every month

 

  • By ushering in a new era for the UCI Mountain Bike World Cup and Enduro World Series, we are growing mountain bike racing and events rapidly and globally, meaning that the revenue opportunities are growing quickly and across the entire business
  • Develop, grow and lead the commercial department within ESO Sports. Work directly with Discovery Sports Events and Play Sports Group’s commercial leadership to create, secure and deliver compelling partnership opportunities
  • This role will focus on cycling brand partnerships for the UCI Mountain Bike World Cup and Enduro World Series with additional opportunities to work directly with DSE on non-endemic partnership opportunities

 

  • We are looking for someone who can work with the Senior Management team at ESO Sports, DSE and PSN to drive revenues across our existing and new events and channels, while also capitalising on the opportunity that our new partnership with the UCI presents

 

  • Our intention is to grow the audience of the UCI Mountain Bike World Cup and Enduro World Series significantly using our own channels and others available to us, for example through platforms such as Eurosport, Discovery+, GCN+, HBO Max, BT Sport, GMBN, GCN, EMBN. Together we offer huge new opportunities for brands to reach millions of current and new MTB enthusiasts around the world

 

  • We’re looking for someone to build on the existing relationships and secure new partners within the international endemic cycling market, understand their strategic marketing and advertising needs and who can use this knowledge to develop innovative partnerships across our network that will deliver our partners’ goals

 

  • We need somebody who is comfortable meeting and presenting to senior stakeholders within companies - CEOs, COOs, CMOs etc as our commercial offering is typically larger than the rest of the endemic market is proposing. At the same time, we require somebody who is fully immersed in and understands the Off-road market and is happy to travel to international events and tradeshows, visit brands at their international headquarters and ride with them on occasion when required

 

  • You can expect a fast paced and exciting environment where you will need excellent communication skills to understand the goals of our partners and also work closely with our internal teams to ensure the excellent ideas we develop are brought to life

 

Job responsibilities: 

 

  • Build strong client relationships. Be a business partner, applying insight with honesty and openness.  Deepen relationships to ensure retention and growth
  • Develop new business opportunities. Work with the wider commercial and business development teams across DSE and PSG to unlock new opportunities for partnerships and revenue streams 
  • Deliver  commercial contracts. Take responsibility for creating, delivering and implementing the specifics of the commercial contractual terms across the commercial team
  • Understand the client’s business. Learn the client’s business, their goals, challenges and opportunities. Understand their business performance. Know their market and products in detail. Know what success looks like for them. Apply this knowledge to solve their problems and projects
  • Deliver Outstanding Service and Reporting. Working with data insights and reporting teams across Warner Bros. Discovery Sports, develop, adopt and deploy efficient, market leading reporting tools to provide internal and external analysis and reporting at the highest possible standard
  • Collaboration with the wider PSG, DSE, WBD teams. Build excellent relationships with the commercial leadership teams across PSG and DSE to maximise the value of all mountain bike properties owned and operated by ESO Sports
  • Business opportunities. Continuously seek new business opportunities in different sectors, maximising the revenues from all aspects of the UCI Mountain Bike World Cup and Enduro World Series
  • Systems. Adopt and create  internal systems to efficiently run the commercial team, keeping everyone up to date and informed on progress, deliverables, resources needed and financial performance
  • Create the conditions for great work. Champion great work with your brands, monitor fans’ feedback and engagement relaying highlights to our partners.  Ensure all inputs are clear, complete, correct and timely, with key areas of the business kept up to date i.e. Events, content creation, accounts, legal etc

 

Experience:

 

  • Commercial or Partnership Director Experience
  • Experience generating and managing commercial deals / contracts in the sports, events and  media industry
  • Excellent interpersonal skills
  • Excellent Management and leadership skills
  • Ability to create and deliver commercial strategies
  • Financial management
  • Developing relationships with new and existing clients at executive level
  • Knowledge or interest in cycling
  • A commercial mind to identify and secure new commercial partnerships 

 

Skills and Behaviours:

 

We need somebody who is comfortable meeting and presenting to senior stakeholders within companies - CEOs, COOs, CMOs etc as our commercial offerings need to be large, multi-faceted and international in scope. At the same time, we require somebody who is fully immersed in and understands the cycling/Off-road market and is happy to travel to international events and tradeshows, visit brands at their international headquarters and ride with them on occasion when required.

 

  • Be able to spot new opportunities and expand existing ones with our partners.
  • An ability to understand and deliver on commercial contracts.
  • Possesses the ability to read a situation and adjust your sales approach accordingly when face to face or on a call.
  • Strategic and Commercial Thinking 
  • Understand when there are new opportunities to generate additional revenue above and beyond that already contracted
  • Listen and communicate with professionalism and credibility to drive the agenda
  • Take responsibility for income (and profit), recognise when to coordinate commercial opportunities with DSE, WBD, PSG commercial teams to achieve greater outcomes for the whole group
  • Recognise how ideas are delivering against the strategy, challenge ideas based on sound strategic thinking and generate compelling arguments to sell in ideas 
  • Own commercial decisions, develop strategies and lead ESO’s commercial thinking and ethos. Build and line manage a commercial team
  • Forecast, structure and react to the commercial requirements of the industry, events, partners, clients and intra-group needs
  • Lead a fast paced, challenging and ground breaking new project. Remain positive in the face of adversity, solve problems and roll out solutions
  • You will need to be committed to delivering success while maintaining a fun, professional and forward thinking working culture among a team of passionate cyclists
     

Benefits:

 

  • Company pension
  • Cycle to Work scheme
  • Welcome gift pack
  • Staff discounts with partners
  • Modern office space in the centre of a cycling community 
  • Team rides/social activities 

 

Schedule:

 

  • Full-time, permanent
  • Monday to Friday with flexible working available and weekend requirements during events 
  • Competitive salary with bonuses 

 

Application Deadline: Sunday 3 July 2022

 

This role requires the successful candidate to be fully vaccinated and boostered as per current Scottish Government guidelines. If you have any concerns about this, please contact ESO HR at [email protected]