CANDIDATE BRIEF - Sports Recruitment
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HEAD OF COMMERCIAL
CANDIDATE BRIEF
THE NEW ZEALAND BREAKERS The New Zealand Breakers have an enviable record of success in the National Basketball League (NBL) with eight playoff appearances in the last 11 years; leading to five grand finals appearances and four championships. In February 2018 the long-term owners of the team announced the sale of the team to a notable global consortium. The consortium is headed by former NBA player Matt Walsh, along with partners Adam Goodman, Romie Chaudhari, Dan Katz and also Shawn Marion (an NBA Champion and four-time NBA All Star). The consortium has an impressive background of Sports club ownership; Chaudhari is a part-owner and director of English Premier Club Swansea City, with Walsh also a shareholder of the club. Walsh will take a hands-on role in leading the club into the next phase of its development, he will relocate from the United States to be based at its Auckland head-quarters. For continuity, the previous owners (the Blackwell family) will be minority shareholders and retain a seat on the Board. The consortium was attracted by the team’s excellent culture, its track record of success in the NBL, combined with the growth of basketball in New Zealand and the world class city of Auckland. Importantly, they have high regard for the turnaround of the NBL led by the Kestelman group in recent times. The NBL is one of the growing leagues in world basketball and enjoying record crowds and levels of interest. They believe the league is only going to continue to get stronger. With a strong focus on the commercial activities of the four-time championship winning club, Walsh’s focus for the future is about growing revenues in the NZ market and internationally, and seizing the opportunity created by the NBL growth and gaining reputation. The new owners believe their collective experience of sports ownership and commercial growth can bring exponential opportunities for the team. The priority for the new owners is the appointment of a Head of Commercial / Chief Operating Officer to take a leadership role across the entire organisation with a focus on all revenue generating activity. This will be a wide-ranging and strategic position but unapologetically Commercial & Business Development in focus.
ROLE SUMMARY The role will report into Matt Walsh, with a remit to operate across the existing team leading the strategy on sourcing, securing and driving new and existing revenue streams. The Head of Commercial is responsible for the development and management of the Breakers commercial strategy. With an immediate focus on Sponsorship, but also opportunities around Ticketing and Membership as well as Digital, Hospitality and other new revenue areas. The role will lead all sales and partnerships and co-ordinates the commercialisation efforts across the business. The role will focus on the Auckland and New Zealand market, but also identify opportunities more widely in Australia and across Asia-Pac.
ROLE SUMMARY
Working across the Sponsorship, Corporate Sales, Events and Game Day
portfolios, the role is accountable for building collaborative relationships
and partnerships between the Breakers and its stakeholders including
sponsors, NBL Head Office local authorities, Members and Fans.
Responsibilities will be varied but include;
• Develop and deliver the commercial • In conjunction with Marketing and
strategy with the Owners. Communications, develop integrated
commercial partner sales plans and
• Driving incremental sales across
budgets for the season, covering
the Clubs commercial platforms i.e.
broadcasting, new media, sponsors,
sponsorship, hospitality, coterie, digital,
licensing and any other commercial
signage, community and advertising
partnerships.
inventories.
• Drive the ticketing and membership
• Develop and oversee business plans for
operations to develop and manage
corporate sales / hospitality programs
the membership programs of Breakers
(including sponsor and VIP programs).
to profitably strengthen direct
relationships with customers with an
• Manage the commercial relationship
emphasis on retention.
with broadcasters to ensure Breakers
maximise opportunities for themselves
• Supporting Ticketing & Fan
and their partners. Ensuring Breakers
Engagement strategies to increase
are aware of integrated broadcast sales
attendance and drive the Brand in the
opportunities and audience forecasts.
local market.
• Manage commercial relationships with
• Lead by example and play the key role
digital rights partners with Breakers
in providing guidance and mentoring
and NBL digital rights partner, to grow
to members of the teams reporting to
revenue from sponsors, identify new
the role.
commercial opportunities and ensure
all commercial obligations to sponsors
are delivered.
As a member of the Management Team, this person is expected to
participate in the identification and monitoring of all key result areas to
ensure growth, profitability, and improvement. It will foster a working
environment that inspires the team to succeed.
KNOWLEDGE, SKILLS AND
BEHAVIOUR REQUIRED
This is a newly created role that will overhaul the existing commercial
model and drive activity to achieve new target for the 2018 – 2019 season
and beyond. The role will work closely with the new owners and lead
the team’s strategic plan and the go to market model. It is important
this person brings a strong sense of Brand, Marketing, Community and
Customer. Background and pedigree will include;
• Proven leadership and progressive • Ability to drive Sales via setting and
people management skills. measuring individual and team KPI’s
• Demonstrated commercial sales • Client Service systems and processes
expertise within the sporting industry. expertise.
• Proven track record of successfully • Innovative thinking – new product
negotiating and delivering commercial development skills.
partnerships and of achieving and
• Business development, customer
exceeding targets.
relationship management and client
• Strong commercial acumen in liaison.
addition to a good sense of brand and
• Advanced financial management and
marketing.
analytical skills.
• Proven skills in working with clients to
• Superior negotiation skills.
build their brand and offer innovative
solutions.
• Change management expertise.
• Strategic planning expertise.
KNOWLEDGE, SKILLS AND BEHAVIOUR REQUIRED A deep network in New Zealand market and a passion for Basketball will be advantageous but is not a pre-requisite. It is very likely that you will have a demonstrable understanding of the sports / entertainment industry and related industries including broadcast and digital media. Experience operating across the Asia-Pacific region and notably in the Chinese marketplace would also be advantageous. This role will be an ambassador for the Breakers, and the new owners across Auckland, New Zealand, Australia and Asia-Pacific as well as with the NBL and in Basketball around the world.
HOW TO APPLY SRi is the leading firm dedicated to the constant and growing demand for executive and management talent in sports, media and entertainment. Our expert advisers provide search and consulting services operating as a global team, combining deep sector knowledge with world-class and cutting-edge talent acquisition and management practice. With offices in Melbourne, Sydney, London, Switzerland, Munich, Singapore, Beijing, Tokyo, Toronto, Los Angeles, Boston and New York, we can justifiably claim to be the largest search firm specialising in sports, media and entertainment. We are proud to be the exclusive partner in this search with New Zealand Breakers. For a confidential discussion please contact JOSIE LAHEY jlahey@sriexecutive.com +61478803255.
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