Head of Commercial - Group Hospitality

DFL; Cheltenham; On-site; GBP 60,000 - 90,000; Full time

Job summary

DFL is seeking a Head of Commercial to lead the development and execution of a commercial strategy for Cheltenham Racecourse. The successful candidate will manage sales teams, drive growth, and identify new commercial opportunities while collaborating with leadership to shape the strategy. This role promises a dynamic environment within the racing industry and offers substantial benefits including free event access and a robust pension scheme.

Benefits

Free race day and music event tickets for colleagues and guests

Award-winning pension scheme with employer contribution

Healthcare cash back plan

25 days annual leave

Access to Learning & Development resources

Free eyecare vouchers

Ride to work cycle scheme

Discounts across various retailers & services

Qualifications

• Proven experience in a senior commercial or sales role within sport or a related sector.
• Strong track record of hitting and exceeding ambitious sales targets.
• Skilled in developing and executing successful commercial strategies.

Responsibilities

• Develop and deliver a comprehensive commercial growth plan.
• Lead, motivate, and inspire the Sales and Sales Service teams.
• Drive incremental sales and profitability across Hospitality and Conference & Events.

Skills

Sales

Negotiation

Leadership

Commercial Strategy

Communication

Analytical Thinking

Job description

We have a fantastic opportunity for a new Head of Commercial to join our team, leading the development and execution of a commercial strategy for Cheltenham Racecourse which delivers commercial growth in race day and non-raceday business, measured against key targets.

Critical to the role will be the effective leadership and management of the sales teams, in achieving objectives, improving the sales process and experience for customers, as well as shaping the commercial strategy with the Cheltenham CEO. The role will be required to identify and deliver new commercial opportunities, utilising the assets of the Racecourses.

The role also encompasses the responsibility to help guide and lead the wider group hospitality strategy, underpinned by Cheltenham’s significant hospitality business.

About The Jockey Club

The Jockey Club stages thrilling sporting occasions and live events nationwide including The Grand National, The Cheltenham Festival & The Derby. Owning & operating 15 courses, millions of people every year enjoy the special experiences we offer through racing, music, food and entertainment on racedays and beyond.

As the largest commercial group in British racing, we are guided by our mission to act for the long term good of the sport. Every penny we make goes back into racing to promote excellence within Britain’s second biggest spectator sport. Our people are what makes this possible

At The Jockey Club people are at the heart of what we do and drive our success. We are inclusive and actively seek to attract people with unique backgrounds and perspectives. Diverse, collaborative teams are pivotal to our success and support the potential and growth of all our people.

The Head of Commercial – Cheltenham – Group Hospitality will

• Develop and deliver a comprehensive commercial growth plan.
• Lead, motivate, and inspire the Sales and Sales Serviceteams.
• Drive incremental sales and profitability across Hospitality and Conference & Events.
• Achieve and exceed sales targets and KPIs.
• Identify and deliver new commercial opportunities in collaboration with the CEO.
• Negotiate and manage commercial agreements to foster long-term client relationships.
• Collaborate with other racecourses to leverage best practices and economies of scale.
• Shape customer segmentation strategies to maximise lifetime value.
• Coordinate with other Heads of Commercial to align hospitality strategy across the group.
• Manage key relationships with national agencies and stakeholders.
• Partner with the sponsorship team to commercialise local and group-wide assets.

About you

• Proven experience in a senior commercial or sales role within sport or a closely related sector.
• A strong track record of hitting and exceeding ambitious sales targets.
• Skilled in developing and executing successful commercial strategies.
• Inspirational leader with experience managing and motivating high-performing teams.
• Confident communicator with excellent presentation and relationship-building skills.
• Commercially driven with a relentless focus on delivering results and growth.
• Strong sales, negotiation, and influencing skills with sharp commercial acumen.
• Strategic thinker with the ability to identify and capitalise on new opportunities.
• Gravitas to build credibility and trust with both internal and external stakeholders.
• Resilient, agile, and able to thrive under pressure.
• Innovative mindset with a passion for continuous improvement.
• Data-driven and analytical, using insight to inform smart business decisions.

What we offer in return

• All colleagues can go along to any of our race day or music events free of charge – along with 3 friends or family with our TeamPass Ticket scheme.
• An award-winning pension scheme provider with a generous employer contribution.
• A healthcare cash back plan enabling you to claim money back on health & wellbeing services.
• 25 days annual leave.
• Access to a suite of Learning & Development training resources from renowned providers.
• A whole host of other benefits including free eyecare vouchers, a ride to work cycle scheme & discounts across varying retailers & services.

If you think you have everything we’re looking for and more, then we’d love to hear from you. Don’t hang around, we reserve the right to bring this forward if we have many applications.